ABCDEFGHIJKLMNOPQRSTUVWXYZ
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ASP500Budget1000
Cost to qualify
5
Cost to close
20
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Low targeted leadsHigh targeted leads
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Cost per lead110
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Likelihood to close
1%10%
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Total # of leads 1,000 100
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Cost to qualify $ 5,000 $ 500
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Total # of sales 10 10
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Total sales 5,000 5,000
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Cost to close 200 200
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Gross profit (200) 4,300
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Difference $ 4,500
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Yellow cells are inputs
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The green cell is the additional value (or additional loss) of focusing on high quality leads
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This is a very very simple analysis. Improvements would include taking into account how long it takes to qualify, versus the size of the sales team.
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