lead generation - how do i make my number fast

Lead Generation

How Do I Make My Number Fast?

Website Email Phone

www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338

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The Situation• $75M Distribution Software Co. faces:– Shortfall in sales goals attainment– High cost of sales relative to result– Sales impacting potential valuation of

company (actively seeking a buyer)• Sales Leader wants to:– Close sales gap quickly– Increase selling time & closed deals by

reducing sales force led prospecting efforts

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What Did Not Work• Outsourced lead generation and

appointment setting services• SPIFFs for number of leads added per

month by sales people• Call blitz days by Lead Development team

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What Did Work• Lead Generation Assessment:• Interviews, Surveys• Field and Lead Development team

observation• Benchmarks

• Targeted top of the funnel goal• Developed inbound marketing function• Leveraged Marketing Automation for lead

scoring, grading, nurturing• Route sales ready leads to inside and

outside sales

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Assessment GAP Analysis (Extract)• Target Impressions determined (243K/quarter)

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Assessment – Lead Process Review

•Complicated manual rating system (A through D, N, O)•Varied guidance on rating threshold to route to sales•Each sales manager defines their own•Requires committed LD resource per region

•Sporadic review by LDR Manager•Lead rejection rate 35% compared to best in class 4%

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Assessment Benchmark (Extract)

World ClassBenchmark Avg dials per month perLD Rep = 2100

LDR dialing activities need optimization and better messaging

Less Leads in 2009 than 2010 despite higher call volume

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Assessment Benchmark (Extract)Inability to track conversion rates through the funnel

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Assessment Benchmark (Extract)•Lead to pipe ratio of 38% is below best in class ratio of 58%

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New Lead Management Process

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New Lead Scoring (Extract)•Automated scoring:• Increases LDR productivity• Replaces subjective ratings

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The ResultMetric Before AfterSales Quota Attainment

79% 108%

Lead rejection rate 35% 9%LDR dials/month 1800 2020Lead to Pipe % 38% 58%

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Learn More

Contact us to hear the rest of the story...

Email - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com