Last week we looked at 14 specific questions that are relevant to estimating lead quantity generated from your outbound prospecting efforts. The question: “How many leads can I expect?” is a common question. However, the true and most unpopular answer (“It depends…) is often rejected.
Let’s finish looking at what estimating your lead quantity depends on. There are several simple questions you can ask yourself and your team internally as you plan. Your answers to these questions give you a better understanding of your lead flow during an outbound prospecting initiative.
Here is the additional set of questions to ask yourself.
- How does the current lead number compare to past performance?
- What has changed the expectation as to the number of leads you expect?
- How do you sell? Direct sales force, distributors/partners or inside sales?
- Do you use a spreadsheet or SFA to record and report on activity and results?
- What is the skill level of the person conducting the outbound prospecting initiative?
- What is the reputation of your company and your products and services in the marketplace?
- Has the prospect or customer been contacted by you before ?
- Do the contacts you intend to connect with come from inbound inquiries or outreach efforts?
- Is the offering a new or existing product or service?
- How strong is your brand in the marketplace?
- How long have you been in business?
- How well trained is the outbound prospecting implementer?
- Do you have a strong customer base for the product or service you are offering?
The previous post and this have provided close to 30 questions that are important to answer in determining the number of leads you can expect from an outbound prospecting effort.
How do you determine the number of leads you can generate from your lead generation outreach initiatives?