Impact: Field and inside sales spend too much time prospecting and not enough time selling. How can marketing provide quality leads that result in forecastable pipeline and revenue.
2. Poor Sales Lead Follow Up
Impact: Up to 80% of marketing leads are wasted because they are not worked by sales. How to get alignment between sales and marketing in defining lead quality and how to build processes to consistently deliver sales quality leads they will work
3. Sales Forecasting Accuracy
Impact: Sales quotas and financial commitments are missed due to inaccurate or unpredictable forecasting. Closing the loop to get accurate and timely status on leads and where they are in the forecasting process.
4. Inconsistent Lead Volume
Impact: Unable to generate a systematic flow of quality leads to field or inside sales on a monthly and quarterly basis. How do you build an integrated lead program that will provide a consistent and sustainable flow of leads?
5. Sales vs. Marketing Battles
Impact: Sales and marketing have unproductive battles from failure to establish clear lead quality and quantity standards. What have successful companies done to get both Marketing and Sales on the same page in regard to providing quality leads?
6. Poor Lead Management
Impact: Marketing cannot demonstrate the value of its leads due to ineffective closed loop lead feedback management reporting process between sales and marketing. Closing the loop to understand the status and contribution of Marketing leads can be a challenging process. How do you build a credible alignment where Marketing provides quality leads and Sales is responsible for delivering timely closed loop feedback on lead status.;
7. inaccurate Lead Routing Process
Impact: Leads are lost due to the inability to route leads to the right salesperson in a timely manner. This is particularly difficult when you are trying to distribute leads via email or spread sheets. How have best in class companies utilized CRM /Sales Force Automation to accurately assign leads to their direct and indirect sales channels?
8. Difficulty Measuring Lead ROI
Impact: Have no access to accurate metrics that measure the impact marketing campaign investments have on the ROI from sales pipeline or company revenue. The key to getting accurate ROI data on your marketing campaigns is tracking your lead inquires from campaign to sales pipeline. Learn how this was accomplished with one of the top Fortune 500 high tech companies
9. Poor Tele-prospecting Results
Impact: Poor productivity and lead quality from internal or external tele-prospecting teams. Qualifing leads utilizing Tele Qualification is the "Gold Standard" in maximizing lead quality. How can you do this in a cost effective manner? Should we do it internally or use outsource it to an external vendor
10. Lack of Channel Mind share
Impact:: Losing channel partner mindshare due to lack of quality leads. Quality leads can be a major factor in gaining mind share with your indirect sales channels. Learn how to best accomplish this.
