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Over 70 percent of leads aren't followed up by sales - here's how to plug the holeATLANTA, GA (April 18, 2006) – PointClear, the Business Prospect Outsourcing company, says that sales and marketing “leakage” is a common problem for most organizations today. Leakage occurs when significant dollars are spent on lead generation campaigns that fail to deliver consistent high-quality leads, which in turn means that sales reps tend to ignore marketing efforts. Ironically, inefficient lead generation and the resulting leakage can be linked to how sales and marketing departments are measured. Gartner analysts recently noted, “Marketing is typically measured on the quantity of what it produces, while sales is typically measured on revenue generation. These groups can actually work against each other if marketing is producing more leads at the expense of lead quality.” (Alignment Is a Top Priority Among Marketers, Gareth Herschel, Kimberly Collins, Adam Sarner, Michael Dunne, Gartner, January 5, 2006) According to PointClear President Dan McDade, these situations point to ineffective sales lead generation and management activities: “For many companies, massive investments in sales and marketing aren’t producing the expected return. Even with improvements in the economy, the processes, alignments and initiatives that worked five years ago just aren’t getting the job done today. Some basic changes can help stop the leakage of sales and marketing dollars and drive dramatic revenue growth.” As a consultant in best practices and a provider of sales and marketing services, PointClear has had a front-row seat to the battle to improve lead generation and sales revenue. The company has developed a white paper, entitled “Five Silver Bullets for Revenue Growth”, that outlines corrective action in five key areas:
The paper can be downloaded free here. For nearly a decade, PointClear has been helping companies eliminate sales and marketing “leakage” and improve their sales performance by going beyond lead generation. The PointClear Six Deliverables Methodology™ integrates marketing best practices, tools and metrics to help organizations identify and prioritize sales opportunities, and then properly deploy sales resources against those opportunities to close business. About PointClearHeadquartered in Norcross, GA, PointClear, the Business Prospect Outsourcing company, provides Sales Opportunity Management solutions that fill client forecasts, not just their pipelines. PointClear's expert sales and marketing professionals deliver the opportunities clients need to increase sales, correctly cover client markets, and add predictability and surety to client forecasts. Contact:
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