Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

The Point

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Never mind the business case for such a heavy-handed approach, how would you feel personally if you received 6 phone calls over less than 2 weeks in response to an innocent sales inquiry? Leads360 base their conclusions on studying more than 20 million leads.

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. What’s worse, sales will not incrementally increase in proportion to the marketing spend.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Customer-centricity is essential to lead management maturity.