The article discusses how many SMEs obsess over lead quantity rather than quality, leading to wasted resources on non-converting leads. A newly proposed revenue-first framework encourages businesses to prioritize leads based on their potential lifetime value, allowing for better resource allocation. The author highlights the disconnection between numerous leads celebrated by SMEs and the actual revenue generated, ultimately suggesting that understanding a lead's true worth is crucial for sustainable growth.
Developed through analyzing thousands of SME lead conversion patterns, this framework helps businesses focus their limited resources on the prospects most likely to drive meaningful revenue growth.
A prospect representing £50,000 in lifetime value gets the same follow-up sequence as one worth £500. This democratic approach to lead handling might seem fair, but it's economically disastrous for resource-constrained businesses.
Most SMEs chase lead quantity while hemorrhaging money on prospects who will never convert. They celebrate form fills and contact requests without asking the crucial question: "What's this lead actually worth to my business?"
The disconnect between lead generation activity and revenue generation results creates a false sense of progress that masks deeper problems.
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