Why aren’t sales leads followed up?

Today we have a guest post from Russ Hill, Founder of Ultimate Lead Systems. How often have you heard sales people say leads generated by marketing are just “literature collectors, college professors, students, lookers or tire kickers?” Or, “I don’t have time for sales lead follow-up.” Or the sales manager who says, “I know my sales people are following up. They just don’t have time to provide feedback.” I’ve worked with many companies over the years that made lead follow-up an imperative with their sales forces. In every case where it was required it yielded significant and profitable results reporting hundreds of thousands and even millions of dollars in sales. There is much discussion in internet groups about “aligning marketing and sales” and lead follow-up is a critical part of this discussion. 12136read more >