KnowledgeStorm and Sirius Decisions Announce Results of Best Practices in Lead Development Study
Joint Webcast will address effective lead development best practices and will recognize Lead Management Excellence award recipients.
Atlanta, GA (PRWEB via PR Web
Direct) May 10, 2005 -- KnowledgeStorm (www.knowledgestorm.com),
the Internet's top-ranked technology solutions content and search site, today
announced that it joined forces with SiriusDecisions (www.siriusdecisions.com), the world's first provider of
executive management services focused exclusively on the Chief Executive
Officer, Chief Sales Officer and Chief Marketing Officer, to conduct a study on
Best Practices in Lead Development.
The Best Practices in Lead
Development study was developed by SiriusDecisions to
effectively evaluate lead management processes. Participation was open to any
business-to-business technology company that sells hardware, software, services
or a combination of these types of offerings.
The study concluded that
it is important for companies to establish a demand center, or field execution
model, to drive leads through the sales pipeline. Over 90 percent of leads are
never followed up on by the field sales force. The lower the level of lead
passed directly on to the field, the worse the overall demand creation
performance.
"Leads are the lifeblood of a company," says Laurie Hood,
vice president of marketing, KnowledgeStorm. "Marketing and inside sales
departments have done significant work to create 'field-ready' sales leads
through campaigns aimed at driving more activity, but we have found that
companies still need to do significant work to drive better results. Leads
constantly need to developed and nurtured, and leads need to be handed off to
the sales force to act upon at the appropriate time in the sales
cycle."
Companies need to change from a lead generation business model to
a dynamic lead development process by determining lead levels, as well as
focusing on the qualification process and second-tier marketing campaigns. It is
imperative that companies measure and track their leads for successful
integration into the sales pipeline and maximum effectiveness.
Those
companies who participated in the survey were evaluated, based on their
responses, and were considered for the KnowledgeStorm
Recognition for Lead Management Excellence award. The KnowledgeStorm Recognition
for Lead Management Excellence designation recognizes companies that have
achieved a high level of proficiency with their internal lead management
processes. Recipients of the KnowledgeStorm Recognition for Lead Management
Excellence award include:
* Avnet Enterprise Solutions
* ASPECT
Business Solutions
* CMS Software, Inc.
* eBusiness Advantage Inc.
*
Great Commission ConnecXion, Inc.
* Made2Manage Systems Inc.
* Maxager
Technology Inc.
* Necho Systems Corporation
* Quantum Corporation
* Red
Prairie
* Sales Builder, Inc.
* SRGG Solutions Inc.
* Tranzation
*
Wisdom Force
Based on the results from the SiriusDecisions Best
Practices in Lead Development study will be covered in more detail during a
one-hour Webcast on effective lead development best practices to be held on May
11 at 11:30 a.m. EST. To register for the Webcast, click on the following link:
SiriusDecisons Webcast.
About SiriusDecisions
SiriusDecisions is the world's first provider of Executive
Management Services focused exclusively on the Chief Executive Officer, Chief
Sales Officer and Chief Marketing Officer. Our information and consulting
solutions are delivered through the use of our SiriusDatabase, our proprietary
assessment tools, an unparalleled peer-to-peer network and our experience as
sales and marketing practitioners. Our focus is on your top line; we show
companies how to create predictable, accelerating revenues. Additional
information can be found on the company's Web site at www.siriusdecisions.com
or can be obtained from the company at (450) 965-7391.
About
KnowledgeStorm
Founded in 1998, KnowledgeStorm is the
Internet's top-ranked technology solutions content and search site. With the
largest online index of IT solutions, KnowledgeStorm offers technology buyers a
free, easy and comprehensive means to match business requirements to a "short
list" of technology providers and to stay current on technology topics and
trends. This information is available through the KnowledgeStorm Network, which
includes effective lead generation
services to fill sales pipelines with motivated and educated buyers. For
more information, visit http://www.knowledgestorm.com.
KnowledgeStorm and the
KnowledgeStorm logo are trademarks of KnowledgeStorm, Inc.
Media
Contact:
Amber Reed
KnowledgeStorm,
Inc.
678-597-5910
e-mail protected from spam bots
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Source : http://www.prweb.com/releases/2005/5/prweb238838.htm