Wednesday, March 2, 2011

Leader of the Pack

This week I came across an interesting article on lead generation. According to Lotus CMO Rick Faulk, his experience suggests that greater than 75% of the leads sent to sales reps never get actively worked.

Could this be true?

Studies clearly state that the sales close rate goes up dramatically if you respond within 24 hours of a prospect contacting you. By making a personal phone call, you will help to better distinguish yourself and your organization from your competitors. While the size of the opportunity and the buying cycle dictate the persistence of the follow-up, I would hope that great sales people like you aren't letting potential leads pass you by.

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