How many people are doing this at once? • We have a three person team. Farming 100 leads by identifying possible companies and finding a good contact is about

How many people are doing this at once? • We have a three person team. Farming 100 leads by identifying possible companies and finding a good contact is about 10 hours of work for one person in my experience, if you are not working off of some sort of minimally qualified list. • Yep! We are working off an extensive minimally qualified list. Do you have 3+ people cranking on it? • Correct again :) Also, getting 23 answers out of a 100 calls sounds like a pipe dream unless you are calling very low into your target organizations. At a Director / VP Marketing level you'll be doing good to get 10 conversations in 100 calls. • We haven't hit the hundred mark yet (as we just started this), but that looks like the number we are expecting. Maybe this is the "luck" part of startups? Over time, I see your point and it will make sense that the number evens out to a lower #