Sales Reps: Where Are The Good Leads?
Business-to-business sales representatives say 70 percent of the leads they receive are unhelpful, according to a new free e-book published by Hudson sales strategy consulting firm The Bridge Group Inc. and Virginia sales training company Vorsight.
The Bridge Group says the e-book offers insights into the importance of aligning companies' strategies for marketing and sales. It is based on surveys of more than 1,000 B2B sales reps during the fourth quarter of 2010.
The survey found that sales reps believe about 70 percent of the leads they receive are unlikely to buy what they're selling.
It also found that 40 percent of companies had not implemented lead scoring and among those that had, only 33 percent rate their scoring systems as accurate or very accurate.
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