Marketing and inside sales departments have done significant work to create 'field-ready' sales leads through campaigns aimed at driving more activity, but we have found that companies still need to do significant work to drive better results. Leads constantly need to developed and nurtured, and leads need to be handed off to the sales force to act upon at the appropriate time in the sales cycle.
Atlanta, GA (PRWEB) May 10, 2005
KnowledgeStorm (http://www.knowledgestorm.com)], the Internet's top-ranked technology solutions content and search site, today announced that it joined forces with SiriusDecisions (http://www.siriusdecisions.com)], the world's first provider of executive management services focused exclusively on the Chief Executive Officer, Chief Sales Officer and Chief Marketing Officer, to conduct a study on Best Practices in Lead Development.
The Best Practices in Lead Development study was developed by SiriusDecisions to effectively evaluate lead management processes. Participation was open to any business-to-business technology company that sells hardware, software, services or a combination of these types of offerings.
The study concluded that it is important for companies to establish a demand center, or field execution model, to drive leads through the sales pipeline. Over 90 percent of leads are never followed up on by the field sales force. The lower the level of lead passed directly on to the field, the worse the overall demand creation performance.
"Leads are the lifeblood of a company," says Laurie Hood, vice president of marketing, KnowledgeStorm. "Marketing and inside sales departments have done significant work to create 'field-ready' sales leads through campaigns aimed at driving more activity, but we have found that companies still need to do significant work to drive better results. Leads constantly need to developed and nurtured, and leads need to be handed off to the sales force to act upon at the appropriate time in the sales cycle."
Companies need to change from a lead generation business model to a dynamic lead development process by determining lead levels, as well as focusing on the qualification process and second-tier marketing campaigns. It is imperative that companies measure and track their leads for successful integration into the sales pipeline and maximum effectiveness.
Those companies who participated in the survey were evaluated, based on their responses, and were considered for the KnowledgeStorm Recognition for Lead Management Excellence award. The KnowledgeStorm Recognition for Lead Management Excellence designation recognizes companies that have achieved a high level of proficiency with their internal lead management processes. Recipients of the KnowledgeStorm Recognition for Lead Management Excellence award include:
- Avnet Enterprise Solutions
- ASPECT Business Solutions
- CMS Software, Inc.
- eBusiness Advantage Inc.
- Great Commission ConnecXion, Inc.
- Made2Manage Systems Inc.
- Maxager Technology Inc.
- Necho Systems Corporation
- Quantum Corporation
- Red Prairie
- Sales Builder, Inc.
- SRGG Solutions Inc.
- Wisdom Force
Based on the results from the SiriusDecisions Best Practices in Lead Development study will be covered in more detail during a one-hour Webcast on effective lead development best practices to be held on May 11 at 11:30 a.m. EST. To register for the Webcast, click on the following link:
SiriusDecisions is the world's first provider of Executive Management Services focused exclusively on the Chief Executive Officer, Chief Sales Officer and Chief Marketing Officer. Our information and consulting solutions are delivered through the use of our SiriusDatabase, our proprietary assessment tools, an unparalleled peer-to-peer network and our experience as sales and marketing practitioners. Our focus is on your top line; we show companies how to create predictable, accelerating revenues. Additional information can be found on the company's Web site at http://www.siriusdecisions.com or can be obtained from the company at (450) 965-7391.
Founded in 1998, KnowledgeStorm is the Internet's top-ranked technology solutions content and search site. With the largest online index of IT solutions, KnowledgeStorm offers technology buyers a free, easy and comprehensive means to match business requirements to a "short list" of technology providers and to stay current on technology topics and trends. This information is available through the KnowledgeStorm Network, which includes http://www.knowledgestorm.com, specialty search sites and syndication partners. Technology vendors use KnowledgeStorm's efficient, effective lead generation services to fill sales pipelines with motivated and educated buyers. For more information, visit http://www.knowledgestorm.com.
KnowledgeStorm and the KnowledgeStorm logo are trademarks of KnowledgeStorm, Inc.
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