The CRAP Report

Alrighty, so yesterday I told you to keep your eyes peeled for quality conversation numbers versus phone activity.  While the conversation number is certainly going to be a telling number as to the success of any sales prospecting campaign, today it’s all about the lead rate.  Most definitely, one of the key performance indicators for a B2B lead generation team is their lead rate.  How do you calculate, or maybe how should you calculate, a lead rate?  I’m about to drop some science on yo’ ass with some whacked out math equation, so hold on to your hats! Read more… »

You know, I can’t tell you how many times I’ve had to field the question, “How many calls per day does your team make?”  You know what I want to say?  “It doesn’t matter.”  You know why?  Because it doesn’t.  If you want me to deliver you “X” number of leads per day, and I can do that with making “Y” number of calls, then my team is making just the right number of calls we need to.  If you’ve opted to outsource your lead generation, the most important thing a vendor delivers to you, at the end of the day, is quality sales opportunities.  If they can do that on 5 calls or 500 calls, the leads are what you’re after, right? Read more… »