Aberdeen Group Lead Management Report Says…

Best-in-Class Companies Achieve Higher Revenue, Better Sales Conversion and ROI  

In the Aberdeen Group’s January 2010 lead management research report, sponsored by SmartLead, analyst Ian Michels, author of the report, says that among companies surveyed, “63% of organizations that indicated they achieved the highest performance in annual revenue growth, customer click through rates, customer acquisition, and lead to sales revenue, indicated they had not only invested in lead management, but have seen a measurable ROI from the technology.”

Why lead management?

Simply put…sales increase when companies employ a lead management system coupled with lead management best practices and processes.

Why did these better performing companies adopt lead management systems and processes? The report said their number one reason was the need to increase new customer acquisition revenue.

The report, Crossing the Chasm with Automated Lead Management, also indicated that best-in-class companies using lead management systems and processes achieved these results:

-       79% improved company-wide annual revenue growth with average performance increasing 59%.

-       75% improved their current lead-to-sales conversion with an average of 23% improvement.

-       86% improved their lead-to-sales conversion over the last year (versus 39% for all other companies).

-       70% measure the number of qualified leads that are delivered from marketing to sales.

How does your company become a best-in-class company?

Aberdeen report recommends that to achieve best-in-class performance companies must engage in collaborative discussions between sales and marketing to develop a formal definition for a “qualified lead.”

That’s the first step to implementing lead management processes. We work with clients to help define what makes a qualified sales ready lead for their company.

To learn more about why companies use lead management, download the white paper that explains what lead management is and how it increases sales, shrinks sales cycles and allows sales and marketing to achieve ROI.

Call SmartLead to discuss how your company can start reaping the benefits of a lead management system and processes. 1.800.735.3237