SOURCE: The Bridge Group, Inc.

The Bridge Group, Inc.

March 17, 2011 07:00 ET

New eBook Reveals Perceptions of B2B Sales Reps on Marketing Leads

Bridge Group Free Download Offers Insight and Analysis of How Sales End-Users Rate Marketing Generated Leads

HUDSON, MA--(Marketwire - March 17, 2011) -  The complimentary eBook, Sales Speaks: Perceptions & Ponderings on Marketing Leads, is based on surveys of 1,150+ B2B Sales Reps conducted in by The Bridge Group, Inc & Vorsight in Q4 2010. The eBook can be downloaded by visiting The Bridge Group, Inc.

"With all the buzz around sales and marketing alignment, we thought it was time for a sanity check. Analysts, consultants and technology providers have all thrown their weight behind the requirement for sales & marketing to be on the same page. But, having said that, how are we doing in moving towards that goal?" said Trish Bertuzzi, President & Chief Strategist for The Bridge Group. "Rather than 'ivory tower' it, we decided to take the question to the people in the trenches, the day to day end-users of marketing generated leads."

Among the key findings of the eBook, were:

  • On average, sales reps report that only 31% of all leads generated fit their Ideal Customer Profile
  • Said another way, Sales Reps believe roughly 70% of the leads they receive have a low probability to purchase
  • 40% of the responding companies have not yet implemented lead scoring
  • Of those that have, only 33% rate their lead scoring systems as "accurate" or "very accurate"

The eBook contains quantitative data on the perceptions of front-line Sales Reps, commentary from Sales & Marketing experts and interpretations and advice on what B2B companies should be doing within their own organizations to move Sales & Marketing alignment forward.

The complete findings of this report are immediately available from The Bridge Group at http://www.bridgegroupinc.com/sales_speaks.html.

About The Bridge Group, Inc.
The Bridge Group specializes in building, expanding and optimizing inside sales strategies for B2B technology companies. They help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. More about The Bridge Group can be found at http://www.bridgegroupinc.com and http://blog.bridgegroupinc.com.

Contact Information

  • Matt Bertuzzi
    617.764.5125