Quality and Quantity in Lead Generation: When to Tip the Scale

When you engage in an online lead generation, always remember that there must a good balance
between the quality and quantity of the lead. If you do not have this balance, you might be acquiring
leads you will never be able to convert to sales which is simply a waste of the marketing budget and
man-hours spent in trying to generate the leads.

Evaluate your current lead generation activities and the incoming leads as its result. Do you have
enough leads to keep your sales personnel busy? Are there so many lead that your sales personnel could
not cope with the influx?

If you are in dire need of leads, you might want to lower the quality of your leads. This will result in
being able to generate more leads but will be more challenging to convert into sales. Needless to say,
the increase in the number of leads will keep your sales personnel busy and those less qualified leads
will give them more challenging tasks since they will have to exert more effort in converting them into
sales.

If your sales personnel are swamped with leads, you might want to increase the quality of leads
and focus more on leads that have a better chance of being converted to sales. This way, your sales
personnel will not be wasting time trying to convert leads that are harder to turn into sales.

If you are outsourcing a lead generation company for lead generation services, be sure to keep a close
eye on the balance between the quality and quantity of the incoming leads and tip the scale accordingly.