A highly effective sales force sitting idle with an insufficient number of opportunities to work on does not help a company increase enterprise value. Interest creation, through the science of lead generation, is an essential, yet often over looked task. Only customers who want to buy will buy. Prospects must learn about the benefits of the product and the company.
Lead generation is focused on identifying potential customers, creating the need for the product, and influencing the decision makers to the point whereby engaging a sales representative is a wanted activity.
Best-In-Class Lead Generation Programs Deliver the Following Results:
- A pipeline-to-quota ratio at 5:1 or above
- Above average close rates due to investing only in real opportunities
- A higher percentage of sales reps achieving quota
- Lower selling costs through optimized time allocation
World Class Lead Qualification - Increase Conversions (Free BANT Qualification Guide)
Lead Generation Success Metrics for Sales and Marketing Executives (Free Metrics Template)
Lead Generation Inside of Key Accounts (Recorded Webinar 30min)