Hudson, Mass. - March 14, 2011 - The complimentary eBook, Sales Speaks: Perceptions & Ponderings on Marketing Leads, is based on surveys of 1,150+ B2B Sales Reps conducted by The Bridge Group, Inc & Vorsight in Q4 2010.
“With all the buzz around sales and marketing alignment, we thought it was time for a sanity check. Analysts, consultants and technology providers have all thrown their weight behind the requirement for sales & marketing to be on the same page. But, having said that, how are we doing in moving towards that goal?” said Trish Bertuzzi, President & Chief Strategist for The Bridge Group. “Rather than ‘ivory tower’ it, we decided to take the question to the people in the trenches, the day to day end-users of marketing generated leads.”
Among the key findings of the eBook, were:
- On average, sales reps report that only 31% of all leads generated fit their Ideal Customer Profile- Said another way, Sales Reps believe roughly 70% of the leads they receive have a low probability to purchase
- 40% of the responding companies have not yet implemented lead scoring
- Of those that have, only 33% rate their lead scoring systems as “accurate” or “very accurate”
The eBook contains additional data on the perceptions of front-line Sales Reps, commentary from Sales & Marketing experts and interpretations and advice on what B2B companies should be doing within their own organizations to move Sales & Marketing alignment forward.
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| Get the ebook: Sales Speaks: Perceptions & Ponderings on Marketing Leads |
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Research into the perceptions of Sales Reps on the marketing-generated leads they receive on a daily basis. Sales Speaks: Perceptions & Ponderings on Marketing Leads Based on survey of 1,150+ B2B Sales Reps. |