video | September 13, 2013
3 Most Common Mistakes in Lead Generation – Video Blog
This blog post consists of four 60-90 second videos to evaluate your effectiveness.
75-Second Introduction Video
Common Mistake #1 – Premature Acceleration of Leads to Sales
Are sales reps complaining about the quality of their leads? Look closely at the time window of leads advancing to the sales force. Marketing campaigns that acquire late stage buyers should accelerate quickly. However most campaign inquires are early stage awareness prospects.
Is there a large quantity of leads accelerating to the sales force within the first day of inquiry? If so you are likely suffering from one of the following:
Below is an example of a corrupted scoring model with activity scores that are too high, and a threshold that is too low. Note that a single visit and series of interactions can result in a ‘sales ready’ lead: