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Lead generation - How Do I Make My Number Fast


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Effective lead generation can turbo charge your sales efforts. This client faced a gap in quota attainment but more importantly it was impacting their valuation as they sought a buyer for the business. A new lead generation approach helped them get to the number fast. A presentation by Sales Benchmark Index.

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Lead generation - How Do I Make My Number Fast

  1. 1. Lead Generation<br />How Do I Make My Number Fast?<br />
  2. 2. The Situation<br />$75M Distribution Software Co. faces:<br />Shortfall in sales goals attainment<br />High cost of sales relative to result<br />Sales impacting potential valuation of company (actively seeking a buyer)<br />Sales Leader wants to:<br />Close sales gap quickly<br />Increase selling time & closed deals by reducing sales force led prospecting efforts<br />
  3. 3. What Did Not Work<br /><ul><li>Outsourced lead generation and appointment setting services
  4. 4. SPIFFs for number of leads added per month by sales people
  5. 5. Call blitz days by Lead Development team</li></li></ul><li>What Did Work<br /><ul><li>Lead Generation Assessment:
  6. 6. Interviews, Surveys
  7. 7. Field and Lead Development team observation
  8. 8. Benchmarks
  9. 9. Targeted top of the funnel goal
  10. 10. Developed inbound marketing function
  11. 11. Leveraged Marketing Automation for lead scoring, grading, nurturing
  12. 12. Route sales ready leads to inside and outside sales</li></li></ul><li>Assessment GAP Analysis (Extract)<br />Target Impressions determined (243K/quarter)<br />
  13. 13. Assessment – Lead Process Review<br /><ul><li>Complicated manual rating system (A through D, N, O)
  14. 14. Varied guidance on rating threshold to route to sales
  15. 15. Each sales manager defines their own
  16. 16. Requires committed LD resource per region
  17. 17. Sporadic review by LDR Manager
  18. 18. Lead rejection rate 35% compared to best in class 4%</li></li></ul><li>Assessment Benchmark (Extract)<br />World Class<br />Benchmark Avg dials per month per<br />LD Rep = 2100<br />LDR dialing activities need optimization and better messaging<br />Less Leads in 2009 than 2010 despite higher call volume<br />
  19. 19. Assessment Benchmark (Extract)<br />Inability to track conversion rates through the funnel<br />
  20. 20. Assessment Benchmark (Extract)<br /><ul><li>Lead to pipe ratio of 38% is below best in class ratio of 58%</li></li></ul><li>New Lead Management Process<br />
  21. 21. New Lead Scoring (Extract)<br /><ul><li>Automated scoring:
  22. 22. Increases LDR productivity
  23. 23. Replaces subjective ratings</li></li></ul><li>The Result<br />
  24. 24. Learn More<br />Contact us to hear the rest of the story...<br />Email -<br />Phone - 1-888-556-7338<br />Web:<br />