The majority of your leads are falling flat, but why? Is it because of an ineffective salesperson, or because one of your lead generators or marketing agencies is generating weak leads? How do you generate high quality leads before paying Facebook for ads on those leads, paying your marketing agency for the hours spent including them on an email and mailing distribution, and (maybe most importantly) spending valuable time of your BDC or sales reps trying to get leads on the phone that are never going to pick up?
Everyone needs leads, but not all leads are created equal. In this session, you'll learn how to recognize the value of a high-quality lead, what makes a good lead, and where your best leads are coming from. Eric will focus on how to unlock the value of your best leads and truly maximize your sales and marketing efforts.
Don’t put good money and time behind bad leads. Put your time and money behind good leads, and optimize the quality of leads that your lead generators and advertising agencies send you.
Primary Learning Objectives:
- Understand the true value of your leads, how many leads turn into a sale, and the importance of understanding lead quality.
- Learn the questions to ask in order to identify a good lead, and the information needed to calculate the value of a good lead vs. a bad lead.
- Understand the difference between lead cost and lead quality (i.e. is a $3 lead better because of price or is the $20 lead performing better?).