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Uploaded byMatthew Smith
Creating Qualified Opportunities
This document summarizes a telebriefing on creating qualified opportunities. It discusses how most companies focus on generating leads rather than qualified opportunities, with less than 25% of leads resulting in initial discussions. It provides best practices for companies to improve lead generation and sales readiness, including having marketing and sales work together to generate and qualify leads according to a well-defined process, conducting research on targets, implementing social media strategies, and outsourcing certain lead generation activities to optimize resources. The document advocates thinking quickly to improve processes, using knowledge as a differentiator, and optimizing lead generation through the four key imperatives of process efficiency, resource optimization, differentiation, and social media participation.
