Comments on: The New In-house Guru? A Lead Quality Officer http://www.leadconfidential.com/the-new-in-house-guru-lead-quality-officer.html Lead Generation Industry Insight Wed, 25 Aug 2010 19:54:58 -0700 http://wordpress.org/?v=abc hourly 1 By: Mike http://www.leadconfidential.com/the-new-in-house-guru-lead-quality-officer.html/comment-page-1#comment-135 Mike Wed, 03 Mar 2010 14:22:29 +0000 http://www.leadconfidential.com/?p=359#comment-135 Very timely post Jay. I was just having a similar conversation about this idea. <br><br>I think, in most cases, that these responsibilities are being held by the a person in the Marketing department, typically the director position. With that said though I think it makes complete sense to put emphasis on the task my assigning complete responsibility to a single person. <br><br>Avi makes a good point about the combination of lead quality and revenue. Equally as important is the fact that you have to define what lead quality is and how that affects revenue. This is fairly straight forward, but nonetheless should be considered. Leads that have a high contact rate or that have a high conversion rate, may also have the lowest margins and vice-versa. Very timely post Jay. I was just having a similar conversation about this idea.

I think, in most cases, that these responsibilities are being held by the a person in the Marketing department, typically the director position. With that said though I think it makes complete sense to put emphasis on the task my assigning complete responsibility to a single person.

Avi makes a good point about the combination of lead quality and revenue. Equally as important is the fact that you have to define what lead quality is and how that affects revenue. This is fairly straight forward, but nonetheless should be considered. Leads that have a high contact rate or that have a high conversion rate, may also have the lowest margins and vice-versa.

]]> By: Jay Weintraub http://www.leadconfidential.com/the-new-in-house-guru-lead-quality-officer.html/comment-page-1#comment-134 Jay Weintraub Wed, 03 Mar 2010 01:13:58 +0000 http://www.leadconfidential.com/?p=359#comment-134 Thanks, Avi. Those are great points. Thanks, Avi. Those are great points.

]]> By: avifischer http://www.leadconfidential.com/the-new-in-house-guru-lead-quality-officer.html/comment-page-1#comment-133 avifischer Tue, 02 Mar 2010 19:54:15 +0000 http://www.leadconfidential.com/?p=359#comment-133 Jay, great post. Your point about the importance of lead quality should not be taken lightly for any consumer-facing sales organization. However, it is also a mistake not to separate revenue and lead quality as separate metrics to monitor. If you equate revenue to lead quality, that assumes that every organization would derive the same revenue from the same leads, which is clearly wrong. Sales effectiveness, sales process, product pricing and many other factors affect revenue, and there is significant room to grow revenue and profitability without increasing lead quality. Jay, great post. Your point about the importance of lead quality should not be taken lightly for any consumer-facing sales organization. However, it is also a mistake not to separate revenue and lead quality as separate metrics to monitor. If you equate revenue to lead quality, that assumes that every organization would derive the same revenue from the same leads, which is clearly wrong. Sales effectiveness, sales process, product pricing and many other factors affect revenue, and there is significant room to grow revenue and profitability without increasing lead quality.

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