Lead Qualifications

by a searcher from University of Texas at Austin

3 years ago

So you've got a niche you like and have a massive list of a companies to parse in Source Scrub or ZoomInfo or what have you. 

What criteria do you use to decide the highest potential leads on that list? My thought is headcount is a good start. Revenue is probably wrong. 

Are there others?

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2 comments

professional from Vanderbilt University

I'm not that familiar with SourceScrub. Does it have some filters related to profitability or cashflow? Thinking you want to get some idea on how much leverage you can put on.

3 years ago | like reply | 0 likes

searcher

Headcount and gross income is a good initial filter to keep it in your intended range, but the very next item (for us anyway) is low profitability as compared to the typical numbers for the niche, as that means A - a reduced purchase price, and B - likely some low-hanging fruit to turn things around quickly.

3 years ago | like reply | 0 likes

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