Five Ways to Improve Lead Generation in 2019

In the age of the hyper-informed buyer, marketing and sales must collaborate to ensure a full funnel and a successful outcome from lead management activities. In this post, we’ll outline five ways sales and marketing can collaborate on lead generation and marketing to improve your sales performance in 2019.
Agree on the definition of a lead. Sales and marketing can’t collaborate on leads if they can’t agree on what a lead actually is, i.e., the criteria which must be met before an inquiry becomes a lead. Our research shows that the percentage of organizations with no agreed-upon definition of a lead continues to rise: from 19.3% of respondents in 2014 to 42.0% of respondents in our new study. (click to tweet)
For more details, download our recently released 2018 – 2019 Sales Performance Study.
Formally document the nurturing process. Nurturing an inquiry into a lead can be a quick process or it can