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

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 and

Contact Information

  • Matt Bertuzzi