T
T

taxa

Marketing and Sales Specialist

Fire Starter

Quality vs Quantity

guys i've been thinking about my leads and wanted to know what you think bout it as well. which one is the most important for you while mailing prospects and lead generation? cuz sometimes i contact a guy who can bring more than a 100 clients within the industry but it seems that our sales director doesn't care about it and focuses on the number of new leads???
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Upper_Class_SaaS
Politicker
5
Account Executive
I am all for quality for the Higher level prospects and quantity for the lower-level foot soldiers 
poweredbycaffeine
WR Lieutenant
3
☕️
Well, what are the metrics that your org is focused on? Not saying that they're right, because I am a proponent of quality, but the sales leadership team may be focused on driving sheer volume in order to build a base up in the CRM. The base can serve as a demand gen and nurturing platform with long-term conversions in mind.

My opinion is marketing can drive as many leads as they want, but SQLs are the key driver of closed business. The sales org should be measured on SQLs while marketing is focused on MQLs (and can produce as many as they want).
goose
Politicker
1
Sales Executive
Seems to me that "any leads generated with long-term conversions in mind" is a marketing function.  Take the phone book, send content, drive MQLs.  Any organization looking for sales people to drive quantity as a specific metric is saying the sales people are replaceable.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Top of funnel needs lots of leads.   Some will be better than others, but if you're talking about pure new leads, it's the number.

Good points on this thread about quantity vs quality and when they are important.
CuriousFox
WR Officer
2
🦊
Agreed. Eye opening too.
braintank
Politicker
2
Enterprise Account Executive
If you're talking pure top of funnel cold outreach (which I assume you are since you mention mailing) then I'd say quantity slightly trumps quality. 
nemix
Politicker
1
SDR
When I did insurance I mainly focused on creating higher intent leads as they converted more easily and I wouldn’t wanna pull my hair out making a shit ton of calls.
goose
Politicker
1
Sales Executive
Quality.  End of discussion.
sellingsellssold
Politicker
0
SDR
I seem to have similar issues with my company. They care so much about the number of calls we make rather than our success rate with the calls. 
Maximas
Tycoon
0
Senior Sales Executive
Try to talk to your boss about it, after realizing it's true, he could let you go for it.

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