When it comes to leads, most people assume more is better. That’s not always true. Sometimes you have more than your sales team can actually handle, in which case your leads go cold. The flip side—when you have more sales capacity than lead flow—is equally bad. This is why it’s so important to balance demand generation with sales capacity. Let’s take a closer look. Establishing Your Quarterly Demand Goals First off, you need to establish your desired lead flow. I like to model mine to be even … [Read more...]
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