by Erika Cannon
[email protected]
To determine how much you are spending on lead generation, get these numbers from your sales team:
- How many people at which companies in your territory could potentially buy from you?
- If you use a third party to find and nurture them, what’s your monthly budget? (if no, B=0)
- How many sales do you need to make annually?
- How many conversations do you have with each prospect before they buy from you?
- What’s your internal cost/hour?
- What’s annual new business revenue target?
(A*1)+(B*12)=X
C*(D*E)=Y
(X+Y)=lead generation cost (Z)
F-Z=new revenue(N)
If N isn’t a big enough number:
- Cut B if it’s more than $2000/month.
- Cut E if you want to keep B.
- Cut D and add B.