Lookalike marketing powered by artificial intelligence To build Holistic model, you need to first take a hard look at your current funnel process. Below are some questions you should ask, along with some instructive commentary. What is our primary performance metric for ToFu lead generation? Quality of Leads Where do you fall? Number of Leads If you fall closer to the “Quality” end of the spectrum go to Q2. If you fall closer to the “Number” end of the spectrum, go to Q5. How do you measure the quality of leads? What makes a lead good or bad? Is it strictly a property of the target account or is it also about the degree of “match” between you and the prospect? Is a closed sale the only true indicator of quality, or are there high quality accounts that you fail to close? Do you pursue the accounts you want, the accounts you think you can win, or the accounts that meet both criteria? If you look at data in all 3 categories, you’ll start to figure out how to prioritize accounts. How can you do a better job of defining target markets and personas? Here’s why you should not filter ToFu leads based on basic firmographics such as industry, size, and geography. Firmographic data is The firmographic view horribly inaccurate — of companies is very If everyone is using 40% of industry codes shallow. If you want to the same data then are wrong or incomplete know what a company everyone is while revenue values really does you must knocking on the are typically off by more look deeper. same doors. than 65%. LeadCrunchN. America HQ, 101 W. Broadway #200, San Diego, CA 92009 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]