Recorded Online Briefing Addresses Critical Question of Why Sales Opportunities Are Stalling—And Why Generating More Leads Isn’t The Answer
ATLANTA (March 24, 2009) – In the current down economy, many companies are experiencing less activity in their sales pipelines. But is crowding the pipeline with more leads the answer? A recorded webinar co-presented by PointClear, LLC (www.pointclear.com) and Sales Performance International (www.spisales.com) explains why actually creating fewer, yet higher-quality leads can result in increased sales performance—even in today’s tighter markets.
The webinar, “Why Sales Needs Fewer Leads, Even in Tough Times,” is accessible without charge on the PointClear website.
Among the topics covered:
Why your sales are stalling and what you can do about it
Why bridging the gap between sales and marketing is more critical than ever
What to do after you find the right lead to convert it into closed business
“Many companies today are focused on populating their pipeline with more and more leads in hopes that some will turn into sales. However, this usually just results in money being wasted on lead generation programs that don’t work,” said Dan McDade, president of prospect development firm PointClear. “What you get is a high volume of low-value leads that fail to provide a return on investment. Conversely, by focusing your resources on a smaller number of better quality leads, it is possible to generate the genuine prospects salespeople need to survive and thrive in today’s market.”
A 2009 CSO Insights survey reported that senior sales executives rate just 35 percent of leads as “good” or “excellent,” and 65 percent are rated as “average” or “poor.” Not surprisingly, only 26 percent of sales executives are satisfied with the quality of leads they receive.
Co-presenter Tim Sullivan is director of development at Sales Performance International, a global provider of sales and marketing best practice consulting, training and tools. He said the webinar offers expert insight into improving lead quality, nurturing leads through the marketing cycle and transforming qualified leads into actual revenue.
According to Sullivan, “The reality today is that sales opportunities are indeed fewer, so companies need to evaluate and build consistency around their marketing and selling processes to ensure prospects are being handled effectively to deliver the best possible outcome.”
To access the complimentary webinar, visit the PointClear website at www.pointclear.com.
Sales Performance International (SPI) is a global sales training and performance improvement firm dedicated to helping the world’s leading corporations drive measurable and sustainable revenue growth and operational sales performance improvement.
Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.
SPI has assisted more than 600,000 sales and management professionals in more than 50 countries and 14 languages achieve higher levels of performance. SPI clients include Microsoft, Heineken, Hitachi Data Systems, Manpower, IBM, WIX and Verizon. For more information, visit www.spisales.com.
Headquartered in Norcross, Ga., PointClear, the prospect development firm, provides solutions that fill client forecasts, not just their pipelines. PointClear's expert sales and marketing professionals provide clients with forecastable sales opportunities, actionable market intelligence and effective market coverage. For more information about PointClear's products and services, go to http://www.pointclear.com.
