60 days into lead generation

by Erika Cannon
[email protected]

New clients are sometimes frustrated with a lack of immediate results from working with a lead generation company like Rally Prospecting. As we discuss their frustration, we often learn their sales cycle is longer than 6 months, and that’s when working with a prospect who’s a warm referral.

So after 60 days with a lead generation company like Rally, what should you expect?

  1. You should have a verified database of 5-10,000 new prospects, depending on your firmographics and budget.
  2. 5 percent of that database should have confirmed they are the right person to talk with, or even asked clarifying questions about your initial touch.
  3. You should have followed up individually with all of those prospects. And, they should all have “next touch” dates (followup) on them, in case you don’t hear back.
  4. Your database should be in content nurturing mode now. That means they’ve received a couple pieces of content from you.
  5. 20 percent of your database should be opening those emails.
  6. 2-3 percent should be visiting your website.
  7. You should reach out to visitors, even if they didn’t reply to you.
  8. Settle into the rhythm of sending emails to responders and visitors, and be patient; give them a chance to get to know you!


RAMs have a time-honored tradition of making noise — like with this bell — when they get a prospect who’s ready to talk.
If you want to make music with us, you have to establish a followup routine with your prospects.



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