$218,000. That’s how much you’re losing per sales rep over the course of a year because your team...Read More
Tag: Lead Scoring
Thanks to marketing automation and a growing group of lead providers, you probably have plenty of...Read More
CSO Insights reports the average sales rep only spends two days a week effectively selling. Sales...Read More
by Alex Orton | Aug 2, 2012 | Best Practices, Cool Ideas, How To's, Inside Sales Best Practices, Inside Sales Tips, Inside Sales Training, InsideSales.com, Intelligent Communication, Intelligent Communications, Lead Generation, Lead Nurturing, Lead Response, Lead Response Management, Lead Scoring, Sales Process, Technology | 0
Ken Krogue, President and co-Founder of InsideSales.com, along with Jon Miller, VP of Marketing and co-Founder of Marketo, joined forces in a webinar (recorded July 18, 2012) to highlight a number of high-value best practices...Read More
On a recent guest post at the Bridge Group’s blog, author Henry Bruce brings up some research by Marketing Sherpa that states that 75% of all sales leads generated are going to buy at some point in the next 18-24 months.
Think about that for a minute.
A. Only 1 in 4 leads is ever totally non-productive. They may not convert now, or in the time frame the rep wants, but contrary to popular belief, it’s relatively rare for a sales lead to be total garbage. 75% of the active leads in our CRM systems RIGHT NOW are going to buy a product or service in our sector from somebody, somewhere in the next two years. So why not from you/me/us, if we’re the right fit?
B. It also seems to indicate that the need to intelligently score leads is now more critical than ever to prevent waste. 18-24 months is a long time, and no sales rep in their right mind is going to try and keep a prospect “on the hook” for a year-and-a-half. If they’re not buying now, stop wasting effort, the thought process goes, and use a long-term lead nurturing strategy . . . .Read More
An outstanding article by Propelling Brands’ Adam Needles discussed the fact that according to SirusDecisions, less than 10 percent of B2B businesses have successfully redefined the necessary role of high-impact lead...Read More
New Research Updates
- No More Sci-Fi Talk: 5 Things AI Can Do For Your Business Right Now
- Is CRM Dead?
- What Is Artificial Intelligence and How Can You Start Using It to Be Successful
- Essential Tools and Tips for Time Management in Sales
- Sales Development Statistics for 2017 – Infographic
- 10 Secrets of Successful Business Development Leaders
- 3 Keys to Unlock the Potential of Sales Structure for Enterprises
- 9 Essential B2B Marketing Trends That Will Pick Up Steam In 2018