 |
|
|
 |
|||||||||||||
Newsroom:
|
Placing Emphasis on Qualified Leads Can Boost Sales PerformanceATLANTA (June 27, 2006) – the leader in Business Prospect Outsourcing, offers advice that flies in the face of today’s large-scale marketing campaigns – forego lead generation strategies that generate volumes of low-value prospects, to focus on identifying and nurturing a smaller base of highly qualified leads. When sales reps are presented with a smaller number of qualified leads, they are able to give those leads priority attention. “Sales reps don’t need more leads, they actually need fewer ones – or more accurately – they need fewer raw, unfiltered, unqualified leads,” said Dan McDade, president of PointClear. “By taking a less is more approach and working on lead generation and refinement, it’s possible to funnel only the most qualified leads to sales reps, empowering them to use their time more effectively and close more sales.” PointClear has written a paper that further explores the topics of lead generation and qualified leads, entitled “Why Your Sales Force Needs Fewer Leads”. The paper can be downloaded free here. According to McDade, high-volume, low-value lead generation is
akin to creating a haystack in which the sales rep is responsible
for finding the proverbial needle. Bona fide candidates do exist,
but they’re often hidden among the onslaught of unqualified
leads being pushed to sales through mass-marketing campaigns. This
is why many reps cast a jaded eye toward leads generated by marketing
– there are too few qualified leads that can translate into
real sales opportunities. Gartner Research has stated that “Often, improvements in lead generation are at the expense of better lead management, resulting in an overabundance of unqualified leads of differing quality that cannot be handled by current resources and sales capacity. These leads compete for the time and attention of customer-facing employees who have no way to prioritize them. Having fewer, but higher-quality, leads provides more value to sales employees and improves the visibility and accountability of marketing.” 1 Lead qualification and nurturing are core components of PointClear’s Six Deliverables Methodology™, which integrates marketing best practices, tools and metrics to help companies connect with targets and improve their sales performance. About PointClear # # #
Contact:
|
|
Featured Press Releases: