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B2B Lead Generation Services: Choosing Between Quantity & Quality

Mar 11th 2015 at 1:07 AM

The Global Associates B2B lead generation Services often work with the sole objective of getting to the proposal stage of a sale, a greater number of sales leads in their kitty is usually considered as an indication of their success. Most B2B lead generation services believe that the number of leads they generate is directly proportional to the number of deals they close, but that is unfortunately not true. Just because your sales pipeline is filled with a lot of proposals, does it mean that your organization is thriving?

Quantity can be deceptive:

It’s true that writing a lot of proposals is in a sense indicative of the good health of your organization, it doesn’t necessarily mean that you are doing good business. Generating a greater number of leads means that you have to prepare more proposals, and that takes a lot of time and energy of your sales team. However, a lot will depend on whether you are dishing out proposals without any clear strategy and direction, or whether you work with a clear long-term strategy, with a targeted approach.

Focus on quality:

Just being energetic and action-oriented cannot guarantee the success of your B2B lead generation services. Generating a lot of business leads is all right, but focusing on the quality of the leads is just as important. You can ensure efficiency only if you adopt a rifle approach instead of working with a machine-gun approach. That can be done only when you don’t just go after the numbers but concentrate on every individual lead with utmost seriousness and determine its quality on the basis of set parameters.

 

Creating a lot of business leads is essential for B2B lead generation services no doubt, but concentrating on the quality of the leads is just as important. You can ensure greater success for your organization by striking a balance between quantity and quality.

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