{"id":767,"date":"2007-03-22T07:22:27","date_gmt":"2007-03-22T12:22:27","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/are-leads-dying-on-the-vine\/"},"modified":"2007-03-22T07:22:24","modified_gmt":"2007-03-22T12:22:24","slug":"are-leads-dying-on-the-vine","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/are-leads-dying-on-the-vine\/","title":{"rendered":"Are Leads Dying On The Vine?"},"content":{"rendered":"<p>There is an interesting article in the recent Career Concepts USA newsletter (sorry, no newsletter link).  <a target=\"_blank\" href=\"http:\/\/www.careerconceptsusa.com\/default.aspx\">Career Concepts USA<\/a> offers recruiting solutions through Career Fairs, Sourcing, and Partnership Services.  They have an article on research done by <a target=\"_blank\" href=\"https:\/\/www.salesnet.com\/login.asp\">Salesnet.com<\/a> which found that <strong>87% of all leads are not pursued by salespeople<\/strong>.  Boy is that a frightening statistic, think about all the money that is spent to develop leads and then they are never pursued.  We often hear from salespeople that their company doesn&#8217;t do enough lead production.<\/p>\n<p>Here are the main reasons why leads are not pursued as stated in the article:<\/p>\n<blockquote><p>-Lag time between prospect interest and sales contact.<br \/>\n-Lack of a sales process to track the status of the sales interaction with each lead.<br \/>\n-Cumbersome reporting mechanisms, usually spreadsheets with leads that must be updated, sent to headquarters, combined for all reps and then digested by management.<br \/>\n-Difficulty for management to measure and hold reps accountable for leads assigned.<\/p><\/blockquote>\n<p>Salesnet.com is a web based CRM solution provider which would compete with the likes of Salesforce.com and Zoho.com.  Some questions you may want to explore to see how your company does with leads are:  How are leads collected and then distributed to the sales team?  What form of tracking do you have to ensure the leads are being qualified?  Is the tracking process easy for the sales team and managers?  What is your average time to contact from lead generation until the assigned salesperson&#8217;s initial contact? <\/p>\n","protected":false},"excerpt":{"rendered":"<p>There is an interesting article in the recent Career Concepts USA newsletter (sorry, no newsletter link). Career Concepts USA offers recruiting solutions through Career Fairs, Sourcing, and Partnership Services. They have an article on research done by Salesnet.com which found that 87% of all leads are not pursued by salespeople. Boy is that a frightening statistic, think about all the money that is spent to develop leads and then they are never pursued. We often hear from salespeople that their company doesn&#8217;t do enough lead production. Here are the main reasons why leads are not pursued as stated in the article: -Lag time between prospect interest and sales contact. -Lack&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/03\/are-leads-dying-on-the-vine\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-767","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-cn","jetpack-related-posts":[{"id":603,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/free-tools-for-researching-leads\/","url_meta":{"origin":767,"position":0},"title":"Free Tools for Researching Leads","author":"Lee Fratzke","date":"January 25, 2007","format":false,"excerpt":"I follow some of the career articles that the Star Tribune writes and found an interesting one titled New Year, New Career: Nine Tools for Researching Leads. You are probably wondering why would I reference a career newsletter? Well, let me tell you it has some great free resources for\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1192,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/when-leads-stall\/","url_meta":{"origin":767,"position":1},"title":"When Leads Stall","author":"Derrick Moe","date":"September 19, 2007","format":false,"excerpt":"Selling Power\u00a0offers up an article that explores reasons for bloated pipelines.\u00a0 That never happens in sales, does it?\u00a0 The article - Warning: There\u20ac\u2122s a Gash In Your Pipeline - presents some excellent suggestions for why this happens and how to correct it. Robert Kear, SPI\u20ac\u2122s chief marketing officer, observes that\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":281,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/salespeople-who-cant-discuss-money\/","url_meta":{"origin":767,"position":2},"title":"Salespeople Who Can&#8217;t Discuss Money","author":"Derrick Moe","date":"September 5, 2006","format":false,"excerpt":"Another CareerJournal article - When It Comes to Job Offers,It Pays to Ask for More Money - that discusses strategies for negotiating pay in the interview process. The short article has good suggestions for candidates but I want to take a myopic view of the article for sales candidates. First,\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":984,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/accelerate-the-on-ramping-time-frame\/","url_meta":{"origin":767,"position":3},"title":"Accelerate The On-Ramping Time Frame","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"SellingPower.com has released their monthly sales management newsletter which is usually filled with insightful articles. How Long Are Ya\u20ac\u2122 Gonna\u20ac\u2122 Be New Here? is a client study on one company's efforts to shorten their sales ramp time. One of the universal problems all sales managers face is getting new hires\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":119,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/marketing-vs-sales\/","url_meta":{"origin":767,"position":4},"title":"Marketing vs. Sales","author":"Derrick Moe","date":"June 20, 2006","format":false,"excerpt":"The title of this post is an age-old battle much like lions and hyenas, isn't it? Brian Carroll has an interesting post on his B2B Lead Generation Blog - Optimizing Lead Generation - What's the Payback? The dilemma he addresses is where should executives invest resources - in more salespeople\u2026","rel":"","context":"In &quot;Marketing&quot;","block_context":{"text":"Marketing","link":"http:\/\/selectmetrix.com\/blogs\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":372,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/sales-managers-manage-and-lead\/","url_meta":{"origin":767,"position":5},"title":"Sales Managers &#8211; Manage and Lead","author":"Derrick Moe","date":"October 17, 2006","format":false,"excerpt":"Selling Power has a short, but valuable article titled The Two Things You Must Do Well to Succeed as a Sales Manager. I'll cut right to the chase: 1. Manage the Sales Process 2. Leading the Salespeople That is it. Sounds simple but rarely do we see it in action.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/767","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=767"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/767\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=767"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=767"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=767"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->