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I take a bit different look at lead sourcing. It's a FAIL if you leave it up the the reps because customers are preparing for negotiation and...Customers hate sales reps asking probing source questionsReps hate asking source questions until they've "won them over". Then, you rep has to circle back and enter the lead source before the close? ahhh... NOT in my world.Reps will "plug in any source" to sastify the wonks upstairs.Add another layer of complexity that you can't ignore is that 19 hour multi-month shopping journey. In 99% of the ups, can there really be a single lead source?SUMMARY: In my view (only), the DESIRE to match an up to a single source is an error in the making... and, if you lean on these numbers, they can skew your decision making.
I take a bit different look at lead sourcing. It's a FAIL if you leave it up the the reps because customers are preparing for negotiation and...
Add another layer of complexity that you can't ignore is that 19 hour multi-month shopping journey. In 99% of the ups, can there really be a single lead source?
SUMMARY: In my view (only), the DESIRE to match an up to a single source is an error in the making... and, if you lean on these numbers, they can skew your decision making.