CSO Insights

Sales FAQ

Q:Should we give Marketing more money for lead generation?

Research Data

Purchase charts for your industry. This chart shows the breakdown of leads resulting in initial discussions.

Half the companies in this industry engage with less than 50% of their leads.

  

Purchase custom comparison charts, such as this, which compares the win/loss rates for companies satisfied with their marketing leads to rates for the entire industry.

You can see that organizations giving marketing high ratings average higher conversion rates, which may help justify more marketing dollars.

Publications

Order our 2010 Sales Performance Optimization Report with analysis of survey results, covering over 100 metrics of sales effectiveness, including several analyses of lead generation. This page shows that 18.7% of sales representative time is consumed with lead generation.

  

Order our Demand Generation Insights Series

  • Optimizing Lead Generation
  • Optimizing Sales Messaging
  • Brain Surgery Anyone?
  • Gone Fishing

This Series outlines the hard benefits of optimizing lead generation and sales messaging.

Order the Target Marketing Report
This 2007 report discusses successes and barriers to success for marketing organizations.

Order the Lead Life Cycle Report
This report outlines the benefits of Lead Management technology in converting leads to sales.

Join The CSO Forum to get Unlimited access to CSO Insights' library of articles, white papers, case studies and technology reviews covering all aspects of best practices in sales.

Talk 1:1


There are many other ways we can help you. Some of these are strategy reviews, comparison of your results with your industry, and analysis of gaps in understanding between your sales managers and your sales representatives.

Email us or phone Jim Dickie (303) 521-4410 or Barry Trailer (415) 924-3500 Let's discuss your situation and come up with a plan.

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