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Quality vs. Quantity: The Sales Lead Sweet Spot

Have you ever heard the phrase “too much of a good thing is a good thing”? When it comes to B2B sales, that’s definitely not the case. It’s common for businesses to funnel resources and efforts into growing sales, pulling in more leads until their pipeline is practically overflowing.

But surely having so many opportunities is a good thing, right?

Wrong.

It turns out that trying to handle too many leads can actually weaken your sales results, not strengthen them. SiriusDecisions found that companies with a pipeline-to-quota ratio higher than 4X waste 26% of sales accepted leads and close 10% fewer deals. (more…)