CSO Insights research found that 54 percent of sales opportunities forecasted to be won are never closed, and 20 percent of opportunities result in no decision
OLNEY, Md. (PRWEB) September 26, 2008
Mike Vannoy, Sales Engine International co-founder, joined by panelists Parker Trewin, marketing communications director at Genius.com, and Barry Trailer, co-founder of CSO Insights, will share whitepaper results detailing how BtoB companies can increase sales win rates, improve sales productivity, and reduce cost of sales by aligning sales and marketing strategies. Panelists also will discuss tools and techniques that help sales and marketing teams work in sync in order to improve sales lead generation and qualification.
"CSO Insights research found that 54 percent of sales opportunities forecasted to be won are never closed, and 20 percent of opportunities result in no decision," Vannoy explained. "Is this a sales problem? Or a marketing lead generation problem? We'll discuss how the two functions can work together to overcome this age-old challenge. According to CSO Insights' research, businesses that accurately identify which leads to pursue and prioritize follow-up actions can increase win rates by 10 percent – which can equate to millions of dollars in a large BtoB sales organization."
The Webinar is sponsored by NetProspex, an information exchange allowing BtoB sales professionals to buy or exchange executive contacts. Webinar registrants will receive a free CSO Insights whitepaper, "Improve Lead Generation and Clean Up Your Pipeline: Generate Better Leads for Better Results." For more information on the webinar or to register for the event, visit http://salesengineintl.com/sei2/webinars.htm.
About Sales Engine International
Sales Engine International provides BtoB corporate sales and marketing executives across the country with a full suite of sales and marketing services -- direct marketing programs; lead generation, scoring, and nurturing; sales force optimization; integrated sales tools and campaigns; webinar program development and management; email marketing programs; and more -- that help their sales teams to stand out from the competition and access decision makers. The company was founded by three veteran sales executives who previously developed and implemented award-winning sales and marketing programs as senior leaders at Fortune 500 and start-up companies. Sales Engine International is headquartered in Olney, Md. and has offices in St. Louis and Lincroft, N.J. For more information visit http://www.salesengineintl.com.
Genius.com Incorporated is the leading on-demand provider of BtoB marketing solutions that enable sales and marketing professionals to identify and connect with their best prospects online, without IT involvement. Over 500 corporate customers and 35,000 users worldwide have adopted Genius solutions, including SalesGenius and MarketingGenius to simplify and improve lead generation and qualification efforts.
Genius.com pioneered Sales 2.0, a group of leading on-demand vendors whose solutions leverage Web 2.0 technologies to improve sales connections and close rates. Genius.com is a privately held company, funded by Accel Partners, Mohr Davidow Ventures, Emergence Capital and Walden International, with headquarters in San Mateo, CA. For more information visit http://www.genius.com or email firstname.lastname@example.org.
Executives from Sales Engine International, Genius.com and CSO Insights will discuss how BtoB companies can increase win rates, improve productivity, and reduce costs by aligning sales and marketing strategies.
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