Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Express Guide

Already a subscriber? Login

Subscribe and get immediate access to this guide, full access to our research library, and much more...

The Ugly Truth About Follow-Up on New Leads

Why 70% of Leads Are Not Being Followed-Up by Sales...and What You Can Do About It

Most of the leads your team generates are going into a black hole! And while it would be easy to place blame and point fingers, neither marketing nor sales executives are really at fault. In this guide by prospect development expert Dan McDade, you will learn about:

  • The structural and organization factors that contribute to poor follow-up on lead generation.
  • The statistics and research around what really happens with the leads being passed to sales.
  • Three real-world scenarios where significant opportunities slipped through companies' fingers.
  • A five-step program for closing the gaps, providing proper oversight, and ensuring accountability.

This guide is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Competitive Insights for More Strategic Selling

    For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.

    View This Guide

  • Arming Sales to Protect Value

    The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.

    View This Research

  • Identifying Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

    View This Guide

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar