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The Missing Piece in Sales Lead Management

Last week, the Sales Lead Management Association posted an article discussing the sales industry’s struggles with lead follow-up.

It pointed out that marketing automation and CRM are important tools, but they don’t completely solve the problem -- even when used in tandem.

That’s because there’s something missing between these two technologies. The sales funnel starts with leads (marketing automation) and ends with customers (CRM), but what about the gap in the middle? Screen Shot 2015-04-20 at 10.53.58 AM

Sales acceleration technology is the missing piece. It sits between marketing automation and CRM platforms, and keeps the assembly line moving.

When it comes to lead follow-up, industry studies have taught us most reps give up before even making a second attempt. However, if they persist to six tries, chances of making contact reach about 90 percent.

Sales acceleration technology dramatically improves productivity, allowing reps to follow up on leads more quickly and persistently. And with automatic data capture to CRM, leads stop falling through the cracks.

It’s been reported that 79 percent of marketing leads never convert to sales, so it’s important for

reps to spend more time with the best leads.

Sales acceleration technology uses advanced data science to predict which leads your reps are most likely to contact and close. It then prescribes when to contact them, which contact method to use, and what message to deliver for optimal results.

If you want to improve sales lead follow-up, combine sales acceleration technology with your marketing automation and CRM.

To learn more about how sales acceleration technology works, take a look at this short video.

 John Ternieden is a content writer for InsideSales.com, the leading cloud-based sales acceleration technology company. 

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