THREE PILLARS of Lead Generation

22 Mar

Posted by Sean Fenlon as Automotive, Debt, Industries, Insurance, Lead Generation, Marketing, Mortgage

Probably more than anything else, the folks at DoublePositive think about leads.

The word “leads” means different things to different folks, but typically the word “leads” is referring to “sales leads.”

Sales leads vary greatly by industry and by quality. However, after 10+ years in lead generation, I believe I have cracked the code on how to quantify the overall performance a “sales lead”

• Quality
• Quantity
• Cost

It’s actually quite simple to visualize – think of the overall performance as a table top, and Quality, Quantity, and Cost being three legs of the table that must be in balance to prevent the performance-table-top from tipping over.

Please review the diagram above and the attached DoublePositive white paper titled The Keys to New Business – Quality, Quantity & Cost, originally published by Scotsman Guide.

4 Responses

Heather

March 23rd, 2007 at 1:28 am
1

There are some very concepts in that report. I’ve bought so-called “leads” from companies in the past, but in every case the cheaper leads are harder to actually sell. It’s true what they say, you get what you pay for.
Manuel Castillo

March 25th, 2007 at 9:56 am
2

I agree sales leads vary greatly by industry and by quality
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