How We Help With Technology Sales Leads & Lead Generation

The days when technology companies could drive revenue by simply increasing the number of sales leads died with the "dot com" bust. The more challenging economy requires a more sophisticated approach to sales lead generation and managing new sales opportunities.

Why isn't lead generation alone enough to drive sales now? Here are just a few reasons:

Even at the best technology marketing organizations:

• Most marketing departments over-burden sales staff with unqualified telemarketing leads or leads from other sources that will hit a dead end.
  • Example: How is your marketing organization targeted? Closed sales or number of leads?
• Most senior sales staff still spend their valuable time prospecting.
• Most senior sales staff don't take Marketing's leads seriously.
• Most systems for lead management, including telesales, are broken. Long-term leads are never followed up.
• The handover of leads from marketing to sales is the biggest issue in moving leads to closed sales.

TSL should know. As the name implies, we started out as a company focused on generating "technology sales leads". We still do this of course! However, now lead generation is just part of a comprehensive process that we use to help our clients plan, develop, manage and close sales opportunities.

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