How Much are Your Sales Leads Really Worth?

Every day, marketing and sales professionals in thousands of companies make significant investments to acquire and develop sales leads. The ultimate objective is to grow revenues and profits by winning new customers.

Unfortunately, these investment decisions are often made without a clear and accurate understanding of how valuable leads actually are. When marketing and sales leaders don’t know the true value of their sales leads, they can invest too little and miss out on profitable new revenues, or they can invest too much and acquire customers that are unprofitable.

Sales Renewal’s insight:

The author believes determining the value of sales leads is a four-step process, which he explains and details.

In the post referenced here, he discusses the first two steps. In a subsequent post, he concludes with his last two steps.

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