Article: Lead Generation 101
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Lead Generation 101
Part seven of a series on Turnaround Tactics
Once you get your streamlined sales force up to speed, it's going to need more people to talk to.
You already have a lead generation program in place. But is it working? Is it sufficient? Probably not, otherwise you wouldn't be reading an article called "turnaround tactics." So you have to stoke the lead machine.
Step one is to decide what a lead is worth to you, so you can know what to spend on getting one. Do you know the lifetime value of your typical customer? Do this calculating for revenue and profit: add the initial sale plus all subsequent add upsells, resells, back-end products, over the entire life of your customer. Average this across your customer base, and voila - lifetime customer value....
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