Do I Have Enough Lead

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Do I Have Enough Leads Calcul

Goal

Make sure you enough LEADS identified 'Above the Funnel' to continuously refill your s

Instructions

1. Input your numbers in the yellow cells. You can use actuals, or goals.
2. The goal is that the number of projected wins and won revenue in section two

SECTION ONE - Annual Goals

Pipeline and Oppportunity Estimations
Annual Sales Goal
Average Sale Value (New Contract)
Targeted Winning Percentage
Required Proposed Pipeline
Required Wins (at Avg TCV)

SECTION ONE - Lead Database Requirements

Pipeline and Oppportunity Estimations
Contacts targeted per company:
Number of targeted companies in Sales Plan
Recommended # of total contacts in Lead Database

SECTION THREE - Lead Generation Requirements

Lead and Pipeline Stages
Active Contact Database
Contacts engaging with site and content

Contact confirms interest - (Marketing Qualified Lead)

Opportunity IDd (Sales Qualified Qualified)
Opportunity results in priced proposal
Wins resulting from priced proposals
Gap of 'Projected' Wins to 'Required' Wins
Projected "Revenue" Gap - TCV

h Leads Calculator

e Funnel' to continuously refill your sales pipeline with qualified Sales Ready Leads.

u can use actuals, or goals.

ns and won revenue in section two equals or exceeds the goals in section one.

Do I Have Enough Leads Calculat

Step One: Input
your revenue
goals

Importance

$10,000,000 Everything here is based on your revenue goal.

$250,000 Do you need lots of little wins or a few big deals?
25% The better your close rate, the fewer leads you need.
$40,000,000 Helps you know your pipeline gap!
40 How many wins you need to achieve based on Annual Sales Goal and Avg

Step Two: Input

your contact
targets

Importance

5 Most companies target multiple contacts in a single company

5,000 Total number of targeted companies you are selling to (prospects and exist
25,000 Total number of recommended contacts in your Lead Database

Step Three:
Input the leads Percent
you need/have Advancing

Stage Value

25,000

20.0%

NA

5,000

20.0%

NA

1,000

35.0%

NA

350

50.0%

$87,500,000

175

25.0%

$43,750,000

44
4
$937,500

$10,937,500

Positive number means you achieve your plan; Negative number m

qualified Sales Ready Leads.

ds the goals in section one.

ve Enough Leads Calculator

Importance

d on your revenue goal.

e wins or a few big deals?

ate, the fewer leads you need.

peline gap!

ed to achieve based on Annual Sales Goal and Avg Sale Value

Importance

multiple contacts in a single company

d companies you are selling to (prospects and existing)

mended contacts in your Lead Database

Importance
Tells you if you have enough identified leads.
Input your success % for lead engagement.

How many 'visitors' become willing to talk?

How many discussions turn into opportunities?
The % of opportunities that receive proposals?
Based on your targeted winning % (from above)

ans you achieve your plan; Negative number means you missed.

3FORWARD, LLC

Contact 3FORWARD
For Help or To Discuss Your Results

or
Explanation and formula
Your full year revenue goal
Average value of a new win (either historical or your goal)
The total number of wins divided by total number of proposed opportunities
This is your annual revenue goal divided by your targeted winning percentage
Your annual sales goal divided by the average value of a new win

Explanation and formula

Total number of relevant titles in a targeted company, i.e. (CEO, CFO, CIO, etc)
Number of companies that meet defined critiera: size, geo, industry, etc.
Targeted titles * Total number of companies

Total leads in active lead database

Total active names in your lead database that receive reqular messaging
% of leads you move from your 'opening messages' into warm lead status

10% move from messaging into qualifying (aka 'warm' leads)

25% move from from qualifying into Sales Ready
25% move from engaged into opportunity identified
50% move from opportunity id'd into priced proposals

portunities

g percentage

CFO, CIO, etc)