2011 Lead Management Optimization Study


B2B Demand Generation | CSO Insights new study on Lead Management is released

CSO Insights has just released their new study. – 2011 Lead Management Optimization Study. To give you a small taste, here are some findings:

  • Sales is generating more than half of their own leads
    Jim DickieJim Dickie, CSO Insights

    (ouch!)

  • Lead conversion rates continue to deteriorate
  • Formalized lead scoring is the exception, not the rule

Want the rest of the findings, but don’t have access to the full study? You could buy it from CSO Insights, but if you simply wish to get the back story, Find New Customers will interview the study author, Jim Dickie, next week. We plan to publish blog articles and a podcast on iTunes.

Stay tuned to this blog to bring you great insights from this study’s author. Here’s where you’ll get the inside story.

What do you think? We love comments and those who share.

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Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. He is also well-connected with top marketing experts, including Jim Dickie of CSO Insights.
To learn about Jeff, please click Who is the Fearless Competitor?

Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.

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