Sales Prospecting Perspectives

Many companies aren’t utilizing the full potential of their lead nurturing campaigns.

They’re passing all lead nurturing responsibilities to marketing.

They’re separating the lead nurturing cycle from the sales funnel.

And they’re not aligning their departments for better conversions.

According to a study by CSO Insights, underwritten by Velocify, 42.3% of companies nurture leads by handing them off to marketing, who then engages and remains active with them through lead nurturing campaigns until they’re ready to buy.

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw, Content Marketing Manager at Lattice Engines. 

With a handful of days left to impact sales goals, it’s no wonder that some sales professionals are feeling the heat and starting to sweat. According to a 2013 study from CSO Insights, two-thirds of companies are struggling with lead generation.  More than 65 percent of companies surveyed are looking to improve new customer acquisition as a key driver for the year. And sadly, less than two-thirds are making quota. Sales professionals admittedly are raising their hands, asking for help with prioritizing and researching new accounts.