Lead Generation: How Do You Balance Quantity with Quality?

We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation, as a guest blogger.

Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. Rewarding people to do it well is even trickier business. A good lead generation team keeps your sales team fed and focused on closing deals. It fills your pipeline, creating a steady revenue stream. The lead generation team members develop unique skills and learn how to carefully track leads to pass only the best to sales.

It’s a job with two objectives, right? Pass lots of leads to sales. Pass quality leads to sales. This is where the rewards get tricky.

Since the goal of lead generation is to bring in new leads, you want to reward prospectors who do that. But it doesn’t work to only reward for the number of leads. A prospector who isn’t focused on the final process (sale!) may bring in great volume of poor quality leads.

In the end that will waste sales executives’ time, force the company to pay out when it isn’t receiving revenue and drag down the sales process.

So how do you motivate prospectors to do two things at once?

Join Xactly, Marketo’s SVP of Sales Bill Binch and Aaron Ross, who helped Saleforce.com create its prospecting team, to learn how to motivate this hybrid team that is crucial to feeding your pipeline.
We’ll help you learn:

  • What good prospecting looks like
  • Which leads to qualify
  • And how to reward self-managing teams.

Join us for a-day-in-the-life of a successful prospector and see a sample incentive plan.

Looking for rewards? Help sales come to you.  Register for our webinar, Successful Funnel, Successful Lead Gen Reps, on Wednesday, April 11th at 12pm PT .

Register Now

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  • Anonymous

    Hi Seth. I just want to share something. There are different strategies for “Lead Generation” and it will work according to your skills, you own plan and support”. I would like to talk about “SEO”, and “getting the right keywords” for your website, in order to get better results. Those techniques plus another ones will place (after a few weeks) “your website” on first page of main search engines”. But I think, 1) if you find the the most trafficked websites; and 2) boost your “Keyword strategy” approach, you will be able to post, reply, answer, comment, or make a recommendation on these “highly trafficked websites” the products and/or services you provide; so you SAVE TIME and MONEY. As a result, you can take control of the best search engines like Google, Yahoo, Bing and get access to potentially millions every day.

  • Carra Manahan

    Hi Ommune, here’s a link to the webinar you missed: http://www.marketo.com/b2b-marketing-resources/best-practices/building-a-successful-funnel-building-successful-sales-reps.php. Enjoy!

  • http://leadmanagementsoftware.ommune.com/ Ommune

    Thanks a lot Carra.

  • http://www.leadtransfersystem.com/ John Smith

    In a lead generation process what matters is quality of leads not quantity of leads. Large quantity of leads are useless if they are not of good quality.
    Only quality leads can bring profit to you.

  • Pingback: Insightera Glossary | Real-time Inbound Marketing

  • http://twitter.com/GREAT_DEAL Julio Z

    LinkedIn is not only designed to show resumes, look
    for jobs and associate with people regarding your profession or occupation. You can find some LinkedIn Groups that might match your real interest as
    a great source of traffic, without committing the sin of becoming a spammer.

    Make a research within LinkedIn groups,
    and get approximately 10 to 20 groups, then post relevant comments to these
    groups without placing your website or blog at the beginning. Keep in mind that
    these posts must be helpful, creative and get involved in the forum or discussion
    thread. Do this for at least 5 to 6 times and then you can add your own website
    or blog; or include them in your personal profile to everybody in that group. These
    posts must be helpful, creative and get involved in the forum or discussion

    gettraffic-leads-exposure dot blogspot dot com

  • Tra Nguyen20

    B2B marketing promotions offer affordable marketing solutions to small business for promotions used to increase customer loyalty. These promotional incentives work!

  • http://www.itelmarketing.com.au/what-is-b2b-lead-generation/ b2b lead generation

    This is a good observation of quantity and quality. Most of
    us focus on either side so sometimes we experience failure. I am more into
    quality over quantity though.

  • http://twitter.com/TobyLeads Toby Marshall

    Some good food for thought on quality vs quantity in lead generation. I believe there is a delicate balance that must be struck between the two in order to get sales

Lead Generation: How Do You Balance Quantity with Quality?

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