Industry Leaders in Sales are encouraged to challenge themselves and their employee sales group to move toward increasing marketing and sales accountability (ROI) through proper lead management. Too many corporate managers are allowing nearly 75-90% of the inquiries generated by marketing to be ignored by salespeople. According to Dan Rogers, CEO of Smartlead by Adtrack, “Recent research shows that marketers are under pressure to increase market share, lower costs, prove ROI and directly contribute to revenue growth. More than 50% of organizations state that lead generation is their biggest marketing challenge”. This number will grow larger, as companies look at going beyond traditional lead generation and move into lead management, which is a must. Organizations that want to improve revenue make sales more effective and respond to the changing needs of buyer must adopt a lead management process.

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