October 3rd, 2014 Advice Blog
, B2B Inside Sales
, B2B Leads
, Busines to Business Leads
, Business Tips
, Inside Sales
, Lead Generation
, Telemarketing Comments Off on Is Your Lead Generation Really Targeting the Source of Your 80%?
80% of your revenue comes from 20% of your customers. You’ve heard this before. Not only that, you’re probably pretty confident that you live by this adage every day, down to the letter.
However, your lead generation campaign may not be as on-target as you think when your 80% isn’t actually there.
Being wrong the first time can hurt customer trust and it makes it harder to acquire the same customer in your appointment setting campaigns.
This is bad for a number of reasons, the main one being you get more long-term sales if you invest in a long-term customer versus constantly generating new ones. Long-term, repeat customers require stronger trust.