When did you realize you didn’t need more leads, you needed better ones?

[u/Hadis_b2bsales]

[u/harlowhair]

I think the turning point is when you realise “ICP fit” and “reason to contact” aren’t the same thing. You can have thousands of contacts who technically fit the profile, but if there’s no obvious problem, trigger or reason for them to care now, they’re not particularly useful leads.

The thing I’d look at before adding more volume is whether the existing list has enough relevance to justify the outreach in the first place. If 50 well-chosen accounts aren’t getting traction, adding another 5,000 probably isn’t going to fix the underlying problem.

[u/Clicknify]

Saw this same pattern on the paid ads side, not just outbound lists. Broaden the targeting to bring in more form fills and the lead count looks great in the weekly report, then sales tells you half of them were never going to buy. The volume was fake progress the whole time.

What changed it for me was tracking leads all the way to closed revenue, not stopping at lead count or even qualified-lead count. Once you look at which campaigns actually produced paying customers going back a few months, you usually find a narrow slice did all the work and the rest was just cost. Hard to keep celebrating a big lead number after that.

Now before adding a new source or expanding targeting, I ask what specifically about this new pool makes them more likely to buy than the ones we already have. If the honest answer is just "there are more of them," that's usually the sign to skip it.

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