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.
More Subscriber-Only Resources From Our Library
-
Lowering the Cost of Customer Churn in B2B
It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.
View This Interview -
Why Companies Win and Lose Strategic Sales
What can analysis of over $6 billion worth of deals teach you about why companies win and lose sales? And what does the research say about the actions that can help you win more and lose less?
View This Research -
Taking Lessons from a Serial Revenue Marketer
Turning a marketing function into a revenue-generating machine is no small task. But it's something Liz McClellan has done more than once. In this expert interview, Liz speaks frankly about her latest marketing transformation.
View This Interview -
Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide
