ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. What a waste.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. They are herded into a direction of ineffectiveness by the actions or inactions of others in your company. The final curtain on this company was a $40,000 plus dinner for 12 (complete with 100-year-old brandy and expensive cigars).

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

AUGUST 2, 2017

Market definition : We once did work for a company that had two different views of the market. Sales was focused on $1 million opportunities in big companies. Marketing focused on $10,000 deals in small-to-medium sized companies. Completed Companies per Week. Close Rate Required for 10x ROMI*. Lead nurturing.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192