4 kritische Erfolgsfaktoren bei der Leadgenerierung

In my last blog post, I talked about getting funding by framing a strategic lead generation initiative properly for the sponsoring executive. Let’s talk about the first step on the road to an improved lead generation capability – configuration of a pilot.

While there is an infinite number of ways to develop a pilot, a well-designed pilot depends on:

The current gaps in your lead generation machinery
Perceptions of lead generation in the C-Suite,
The risk appetite of the company
And your own credibility.
These four guiding principles, however, can help you scope a pilot in a way that leads to long term-success:

1. Start where the economics are most forgiving.

There are two big economic factors to keep in mind when designing a lead generation pilot.

The first is the deal size (or annual recurring revenue or lifetime value). The smaller the deal size, the lower your lead costs must be. Getting to a low cost per sales-ready lead takes a great deal of efficiency and scale. So why target a market where you must be highly efficient to have success?