One thing I underestimated about outbound list performance

[Chris Arnold]

One thing I underestimated while digging into outbound workflows:

A lead can look incredible from a sourcing standpoint and still be a terrible operational lead once outreach actually starts.

I’ve been running sample datasets lately and one pattern keeps showing up over and over:
the “best” property on paper is not always the best lead to work first.

Sometimes the ownership trail is messy.
Sometimes the phone/contact quality is weak.
Sometimes the property checks every sourcing box but the owner is almost impossible to reach.

On the flip side, some “less exciting” leads end up generating faster conversations simply because the ownership/contact layer is cleaner and easier to work operationally.

The more I look at this, the more it feels like:
sourcing quality and outreach quality are not the same thing.

There’s another layer in between that most people still work manually or intuitively.

Curious if others have noticed the same thing once lists move from research into actual dialing.