Short of Time or Resources for Lead Generation? You're Not Alone!

Re-examining and fixing your lead generation process is a great first step. All too often, it's recognized that not enough time is spent by salespeople on prospecting and lead generation. You can have a record-setting month or quarter, and as soon as the month is over, there's a sobering realization that the pipeline/forecast has dried up. Factor in the duration of your sales cycle, and suddenly, you've got a pressure-cooker of urgency for prospecting. That's where RareAgent comes in.

With RareAgent on your team, your salespeople can focus on what they do best — closing business, while RareAgent keeps your pipeline stocked, so that you can enter your next month or quarter somewhat comfortable in the knowledge that your team won't be scrambling.

Industry Insights — Quick Facts About Lead Generation

• The majority of sales and marketing leaders surveyed by Sirius Decisions rate lead generation as their top critical growth barrier, and most feel their lead generation skills are below average (Sirius Decisions).
• A survey by Profitable Channels shows that “growing faster at lower cost” is the top problem keeping marketers from getting a good night’s sleep.
• Too few resources are dedicated to “front end” lead generation – on average, sales teams spend less than 15% of sales time on lead generation (Sirius Decisions). An incremental upfront investment in lead generation will likely bring larger returns than spending more money on managing the sales pipeline.
• More than 75% of leads are not followed up on properly. (Sirius Decisions).
• Are you leveraging your investment from trade shows, seminars, and e-mail marketing campaigns in a timely manner? Following up on these leads within the first 2 hours will help jump start your opportunity pipeline.
• Most organizations recognize they do a bad job at managing the “front end” of the sales process – 87% of sales and marketing leaders rate themselves average or below average at generating demand (Sirius Decisions).
• “Aberdeen conservatively estimates that more than 70% of companies have been misdirecting their spending on sales technology and need to realign their investments toward the goal of helping sales sell.” (Aberdeen)
• “Investments in sales and marketing collaboration have the greatest impact when supporting “marketing process enablers” that align the marketing staff’s efforts with the sales process.” (Aberdeen)