KnowledgeNote: Like a Fine Wine, Leads Get Better Over Time by KnowledgeStorm, IncWelcome, Guest      sign in | register | help


   Search for:        Advanced Search
Research Abstract
KnowledgeNote: Like a Fine Wine, Leads Get Better Over Time
by KnowledgeStorm, Inc

> View this now

Published on: February 2007
Type of content: WHITE PAPER
Format: Adobe Acrobat (.pdf) (108 kb)
Length: 7 pages
Price: FREE

Overview:
It has been widely documented that most sales and marketing professionals do not adequately qualify and manage the leads they receive. Hence, researchers such as SiriusDecisions, a leading source of B2B sales and marketing intelligence, have found that as much as 70% or more of leads become missed revenue opportunities. When marketing works so hard to generate leads, it's a shame to leave those opportunities on the table.

Consider two leads for the same IT product. Both leads are from mid-level decision makers working with budgets of about $100,000. Company A says its decision is one month away. Company B, on the other hand, is eight months away from making a decision. Which is the better lead?

Understandably, most sales people will pounce on the lead from Company A and ignore the lead from Company B.

Yet by ignoring Early Stage leads, companies are missing out on future selling opportunities. Research from KnowledgeStorm shows that a high percentage of leads that begin their research on the Web ultimately result in an active project. The technology vendors that nurture these Early Stage leads are often in a better selling position than those vendors that later "pile on" to more advanced, but also more competitive, leads.

> View Company Report
> View all content by this company
> Return to Search Results


STILL HAVE QUESTIONS?
 
 KnowledgeStorm, Inc recommends the following related solutions and research:
KnowledgeNote: The C-Suite May Not Be Your Lead Sweet Spot - May 08, 2006 (WHITE PAPER)
KnowledgeNote: The C-Suite May Not Be Your Lead Sweet Spot - Podcast - July 01, 2006 (PODCAST)
KnowledgeNote: What Research Tells Us About Lead Management and Follow-Up - May 23, 2005 (WHITE PAPER)
     
  The Complete KnowledgeStorm Network of Technology Search Sites. Focused searching for faster results.

TechTarget provides enterprise IT professionals with the information they need to perform their jobs - from developing strategy, to making cost-effective IT purchase decisions and managing their organizations' IT projects - with its network of technology-specific Web sites, events and magazines.

TechTarget Corporate Web Site  |  Media Kits  |  Reprints




  TechTarget - The IT Media ROI Experts