Study Finds Most Sales Leads Aren’t Pursued

A new study from KnowledgeStorm and SiriusDecisions finds that most sales leads are not followed up on by field sales forces.

Findings of the report conducted by KnowledgeStorm, a technology solutions content and search site, and SiriusDecisions, a provider of executive management services, will be discussed in a web seminar on May 11 at 11:30 AM.

“The study concluded that it is important for companies to establish a demand center, or field execution model, to drive leads through the sales pipeline,” the partners said. “Over 90 percent of leads are never followed up on by the field sales force. The lower the level of lead passed directly on to the field, the worse the overall demand creation performance.”

To register for the Webcast, click on the following link: www.knowledgestorm.com/ActivityServlet?ksAction=optInReq&solId=74112&c=SiriusDecisionsWebcastProsApril2005&n=74112