What's it take to generate leads that fuel your forecast?
FEBRUARY 23, 2018
What is a lead? While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Which means those “leads” land in a black hole, and the money spent to generate them is wasted. Leads aren’t leads unless: They’re qualified. It could well be that a qualified lead fits your definition of a lead, but often the time isn’t right.