Do you test your list sources to make sure you’re not wasting your sales reps’ time?
A telecom provider with 100 inside sales reps decided to run a test to find out if it was spending its money wisely.
It found that targeted calling lists, even though they were more expensive upfront, actually saved the company time and money. The higher-quality lists dramatically reduced the number of calls reps had to make to generate a lead.
If the telecom would have stuck with the cheaper list, it would have spent $252,000 to generate 312 leads. However, by investing in a more targeted database, the campaign cost dropped to $92,400.
So, they saved more than 60 percent by buying a more expensive list. Interesting, isn’t it?
The less you spend on your data, the more you’re going to spend on your team’s time. So, let’s look at some strategies you can use to optimize your lead generation process.