I wanted to point you to a new sales lead management article of mine on the CRM Buyer website, Why That Mountain of Leads Is a Molehill of Sales.

The article looks at the difference between marketing's idea of a lead and sales' idea of a lead. This gap results in a pool of prospects that sales finds too large, too unqualified and too long-term to work efficiently.

A case is made for a prospecting bridge in the form of B2B teleservices—often referred to as inside sales, telesales, teleprospecting or telemarketing—that can close the gap between marketing and sales organizations.

The article recommends teleservices actions needed to translate marketing's idea of leads into sales' idea of leads, and it concludes with metrics from Aberdeen Group that illustrate how this sales and marketing strategy can generate higher revenue along with other sales gains.

By Dan McDade