Lead Management

The (Increasingly) Not-so-Secret Reasons You Need a Better Lead Generation Team

Christopher Tuttle

The message of Monday’s blog this week is short and sweet:

If you’re a B2B sales organization, it’s more important than ever to have a dedicated lead generation and qualification team.

The Bridge Group’s Matt Bertuzzi showed recently that 43% of organizations surveyed by CSO Insights were increasing their sales team size by at least 10%, and 24.7% were increasing there sales force by 20% or more.

Our own research in 2009 showed that inside sales hiring in B2B was going to go up 7.5% a year through 2015.

In the same vein:

The Funnelholic recently provided a list of 54 things to do when building a lead qualification team.

Marketo’s Jon Miller provides Seven Ways that Sales Development Reps Drive Revenue.

Green Leads’ Michael Damphousse demonstrates that the “actionable” activity rate of phone vs. face-to-face prospecting is much closer than any of us think.

The point of all this is simple: inside sales and lead qualification teams drive revenue, period. As much as I respect and admire the work of marketing automation technologies, inbound marketing companies, search engine marketing, and the like, it’s becoming ever more clear that direct outbound prospecting, and fast, immediate response by a qualification team to inbound inquiries are a critical strategic advantage to get leverage in the B2B Sales 2.0 era.

Author: Ken Krogue |
Summary of Ken Krogue’s Forbes articles

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