How to test a lead generation vendor side by side.
Run one campaign beside the provider you use today: same tier, same period, same team. After three to four weeks, compare two numbers from your own CRM: the share of leads your sales team accepted from each, and the cost per accepted lead.
Why these two numbers
Cost per lead tells you what you paid. The share your sales team accepted tells you what you got. Cost per accepted lead puts the two together, so a cheap lead that sales rejects shows up as the expensive lead it is.
Keep everything else the same
- the same tier from both providers
- the same period and the same sales team
- the same lead definition and acceptance terms for both providers
- a reason code on every rejection
The four steps
- Set up: agree the lead definition. Build the pages and the brief.
- Run: two to three weeks of normal sends.
- Hand off: every lead with what the buyer read. Every outcome logged.
- Compare: accepted share and cost per accepted lead, ours and theirs.
What you provide
- your target list criteria and the roles you want reached
- your approved documents, by role: product facts, case studies, security documents, pricing logic, videos
- your lead definition and acceptance terms
- a CRM field or two for the additions, and your usual routing
We give you a one-page checklist.
The comparison you get
| Your current provider | LensGlass | |
|---|---|---|
| Share of leads sales accepted | your number | your number |
| Cost per accepted lead | your number | your number |
You pay per lead, at the tier you choose.