How Are Your Sales Leads Generated?

Like last week's blog post, this week I'm posting more interesting observations from CSO Insights' Sales Performance Optimization 2009 Survey:

If you're like us here at Glance, you'd probably rather have your sales reps spend more time actually selling rather then generating leads, right? The CSO Insights Report goes on to suggest that the best way that Marketing can help Sales find more leads is to improve the company web site. In fact, 54% of Sales reps interviewed in this study, feel their company web site needs improvement!

Marketing: point taken! After all, the first step in any prospects' buy cycle is visiting web sites to research purchase options, hopefully registering (friending, following, etc.) for more information, and therefore, becoming a lead. For prospects, your company web site needs to engage their attention, garner their interest, and make them take an action to become a lead.

What about your company -- how/where do you generate most of your sales leads? How is Marketing helping Sales generate leads?

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-- Carla Gates, Director, Marketing