From the Wires
Winning Contact Strategies of Inside Sales Teams Revealed by Leads360
Study Analyzes Lead Contact Practices of More Than 400 Sales Organizations
By: Marketwired .
Nov. 13, 2012 12:59 PM
LOS ANGELES, CA -- (Marketwire) -- 11/13/12 -- Leads360, a market-leader in cloud-based lead management and sales automation solutions, today published ground-breaking new research that examines top-performing contact strategies for inside sales teams and how combining the right volume and frequency of both calls and email can yield optimal conversion results and increased sales.
"Against a backdrop of lingering economic uncertainty, sales managers are challenged to hit higher sales targets with the same or fewer resources, requiring them to capitalize on every sales opportunity," said Nick Hedges, CEO and president, Leads360. "While significant investment has been made in sales force automation and CRM tools, often overlooked is a highly optimized lead contact strategy. This oversight presents opportunity for sales professionals, with a potential to see conversion improvements as high as 400 percent."
This new Leads360 study, The Ultimate Contact Strategy: How to best use phone and email for contact and conversion success, analyzes the contact practices of more than 400 companies and 3.5 million leads identifying the methods and actions that drive best-in-class sales performance.
Among the study's key findings:
"Even companies that have an expressed lead follow-up guideline in place rarely address the topic of contact or call strategy, or understand the impact it can have," said Hedges. "Leads360 research clearly shows that a calculated and disciplined approach to following up with sales-ready leads can have a tremendous impact on customer acquisition and revenue."
The full report can be downloaded here.
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