In the world of lead generation, there are several common misconceptions that have been ingrained in the minds of many sales and marketing professionals. However, it’s time to debunk these myths and shed light on the realities of lead generation.
More Leads Does Not Equal More Sales
Generating more leads doesn’t necessarily translate into more sales. In fact, more leads can eat up a salesperson’s time and reduce per-lead attention, resulting in decreased sales efficiency. Fewer leads, on the other hand, give a salesperson more time to properly attend to each lead, handle objections, and close them efficiently.1
Lowering Cost Per Lead Does Not Equate to Lower Cost Per Acquisition
Focusing on reducing the cost of leads often attracts more junk data, which can eat up a salesperson’s time and may increase the cost per acquisition instead of decreasing it. If the cost per lead is higher but results in more closures, it is better to keep the cost per lead high.2
Quality Leads Are Not Just People Who Are Ready to Buy Immediately
There is always a conflict between sales and marketing about the quality of leads. Sales want more leads who are ready to buy immediately, but those who are not immediately ready to buy are often marked as low-quality leads. However, every lead that matches the buyer profile is a quality lead. Most people are not ready to buy immediately, but they are the right people who can buy later. These leads should be nurtured with content to make them sales-ready.3
It’s crucial to understand these realities and adapt lead generation strategies accordingly to achieve better sales efficiency and improved conversion rates.