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"Half of the marketing money you spend is wasted -- trouble is you don't know which half," said William Lever of Lever Bros. in 1885 ...
If you knew you could apply a number of best-in-class lead generation processes proven to close five times more deals than average processes, would you do it? ...
Best-in-class sales organizations that leverage B2B teleprospecting stand out. How? They consistently achieve 90 percent of their sales team quota; they experience at least a 10 percent year-over-year increase in average revenue per sales rep; and they gain an average 7 percent year-over-year improvement of the bid-to-win ratio, according to analyst firm SiriusDecisions...
"The problem is not that marketing departments are delivering such high numbers of leads that follow-up is impossible. And it's also not that sales professionals are willfully ignoring good opportunities passed their way," explains Dan McDade, CEO of PointClear, in his recent article, "Why that Mountain of Leads is a Molehill to Sales."
In the struggle to grow revenues in tighter markets, most companies are pushing their marketing departments to provide greater market coverage and deliver more sales opportunities. Yet statistics reveal that an astonishing 79 percent of leads generated by corporate marketing departments are never contacted by corporate sales groups. ...
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