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Companies spend millions of dollars trying to identify qualified prospects for their products and services. We have come to understand the benefits of targeted marketing using sophisticated database techniques. But what happens once a prospect “raises their hand” and indicates some level of interest in what the company has to say? Some sobering industry information may be illuminating.

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How do best-in-class Sales Lead Management techniques help your company become a Level Four company? The top Sales Priorities of leading companies utilize the following major tactics.  Read below and learn how to become a Level Four company.

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Some Sobering Statistics ...

  • 70% of all Trade Show Leads are never followed up by sales reps
  • 60% of Business-to-Business leads took over 60 days to follow up
  • Advertising studies indicate that 20% of inquiries about your products or services end up purchasing from someone (either you or your competition) within six months and 45% end up purchasing within 12 months

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Companies spend millions of dollars trying to identify qualified prospects for their products and services. What happens once a prospect “raises its hand” and indicates some level of interest in what the company has to say? Some sobering industry information may be illuminating.

A Harvard Business School study found that fully 80 percent of the sales leads generated from marketing programs are never followed up by the sales organization. In a similar study, Performark, Inc. found, “As much as 90 percent of a business-to-business direct marketing budget may be spent trying to attract leads, and yet a shocking number of those leads are ignored.
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Managing the Pipeline is critical to the two segments covered in our previous blogs: Part I and Part II: Increasing Sales Productivity using the best SFA and choosing the most appropriate Sales Methodology for your company.

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If your sales methodology places an emphasis on certain tasks being performed or information being gathered, this should also become custom fields on the Sales Opportunity record.
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Increasing sales productivity has been one of the highest priorities during the economic downturn as companies struggle to achieve their profit goals.  Cutting expenses is only effective for so long; eventually, sales must increase for a company to consistently grow profits.

Sales organizations have historically been difficult to manage.  While most companies understand the trade-off between a successful sales profile and an easy-to-manage employee, they have found managing successful sales people to be exasperating.
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