ViewPoint

MAY 23, 2017

Because a few years ago the sales group asked us (PointClear) to validate those so-called leads and it turned out that only 1.8% If the average company could, in fact, close 20% of sales qualified leads the ROMI would be $28.80 I find that close rates are generally over-stated. Why don’t they follow-up?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 28, 2018

Here’s a real-life case that illustrates why this point is important: Over the past year marketing has generated thousands of “leads” from many sources with the most preferred source called Downloads from Content Syndicator—see table Lead Source Analysis. Here is a report from marketing: “We’re on track for a great quarter in lead generation.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

AUGUST 2, 2017

Close Rate Required for 10x ROMI*. ROMI = Return on marketing investment. Cost per Lead (based on $61.50/hour hour and 40-hour week). Break-Even Close Rate (1 / (Margin per Deal / Cost per Lead)). In my opinion, this approach is too simplistic, and doesn’t account for variety of variables such as deal size, margins and lead rate.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192