Marketers are constantly focusing on improving the quality of their leads. Quality leads have both the intent and the means to buy. A strategy that focuses on developing a smaller pool of targeted leads can improve return on investment. But focusing on lead quantity is preferable in some circumstances. A new company or one with a tight budget may not be able to gather enough target audience data to focus on quality. Quality data collection and analysis are necessities in directing a lead generation campaign. Ultimately, there’s no one-size-fits-all answer to the question of how to balance lead quantity with quality. To find the right balance, try assigning a point person to the task, set clear expectations, and create incentives for the best performers.

Key Takeaways:

• Lead scoring is used to measure the perceived value of each lead to the organization.
• A company without much target audience data may need to prioritize lead quantity.
• To find the right balance of quantity and quality, assign a point person and follow a clear reporting framework.

“In 2015, a lead generation report conducted by BrightTALK cited lead quality over lead quantity as the main priority based on survey results.”

Read more: https://marketinginsidergroup.com/content-marketing/lead-quantity-vs-lead-quality-achieving-balance/