Poker Equity and Marketing II - Lead Equity Explained
MARCH 3, 2009
Poker, for math geeks, is more of a science than a game, a gamble, or an art form. You know that your average deal size is $20k, and with this type of lead you've measured historically that 5% over time convert to opportunities, and your sales team closes 25% of those deals. In this situation, a recent campaign is generating leads, but some of them (all from the financial vertical), according to the sales reps, are "terrible". Should you kill that vertical?