Often in life, more can be wonderful. For example, I like more tacos. If possible, I would like seven, not two. I would also like more Amazon Prime boxes and more NBA playoffs. Historically in B2B Special leads demand generation, more has been better too. More leads? You bet! Many LeadsMore Leads But wait, let’s go back to college for one second. Remember the law of diminishing returns? There becomes a point when more is not more and the level Special leads of profits or benefits gained becomes less than the amount of money or energy invested.
This is a very important concept to understand in marketing, especially for demand Special leads generation. Point of Diminishing ReturnsMore is not more, and here are three reasons why you should be wary of focusing solely on volume in demand generation: 1. 20,000 Names Is Not Winning If you bring in 20,000 names from a tradeshow or inbound marketing tactics, but the leads do not convert–so what? It’s important to remember that a name Special leads is not a lead. A name is just someone who enters your Special leads database (e.g. a student doing research or a candidate looking into your company),
But a lead is someone with the right profile–specifically the right demographics and Special leads behavior, and ideally even the right account type. It is very important to have a method for making the distinction between what a name and a true lead is. So how can you distinguish the two? Define a revenue model with business rules that determine a prospect’s movement from one stage to the next and at which point a prospect should be handed from marketing Special leads to sales. At Marketo, a lead has to meet three criteria to become a lead: right demographics, right behavior, and right account profile.