February 3, 2005
Getting Leads is Easy. Tracking Them is Hard.
It's easy for a company to generate thousands of business cards, inbound email request or etc...leads if you will But the biggest challenge comes in following up with those leads. Even if you have software to help you, if your staff are not doing the proper routing and following it can still be difficult.
News Factor writes "Most companies lose track of between 40 percent and 80 percent of all leads somewhere along the sales cycle. Technologies are still struggling to close the loop," Yankee Group analyst Sheryl Kingstone told NewsFactor.
"Some of the world's largest companies don't have a common process for accurately tracking and managing leads," Bruce Cleveland, senior vice president of Siebel Systems, told NewsFactor.
In an effort to fill the void, the better-automated systems attempt to provide end-to-end visibility. Read the full article
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