Without the right number of qualified leads, your marketing and sales teams won’t hit their revenue targets.
Too few qualified leads will obviously lead to less revenue. However, overshooting lead targets can also cause major problems. Depending on your process, overshooting lead targets can mean that every lead gets less attention. Conversely, properly working only a portion of the leads means that some leads will not get the attention they need in a timely manner. Marketing dollars spent on those leads are a waste. Either way, the results are lower conversion rates and a longer sales cycle.
In this whiteboard video, we cover:
Working backwards from closed deals to leads
Calculating realistic and practical projections
The data you need to make reliable pipeline projections
DatacenterDynamics is a brand of DCD Group, a global B2B media and publishing company that develops products to help senior professionals in the world's most ICT dependent organizations make risk-based infrastructure and capacity decisions.
Our portfolio of live events, online and print publishing, business intelligence and professional development brands are centred on the complexities of technology convergence. Operating in 42 different countries, we have developed a unique global knowledge and networking platform, which is trusted by over 30,000 ICT, engineering and technology professionals.
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