New eBook Reveals Perceptions of B2B Sales Reps on Marketing Leads

ARLINGTON, Va., March 18, 2011 /PRNewswire/ -- The complimentary eBook, Sales Speaks: Perceptions & Ponderings on Marketing Leads, is based on surveys of 1,150+ B2B Sales Reps conducted by The Bridge Group, Inc & Vorsight in Q4 2010. The eBook can be downloaded from www.vorsight.com.

"The trend in business seems to be about inbound leads and marketing efforts, but do these leads fit sales needs? Are sales and marketing actually aligned in goals and definitions? And finally do sales teams really know what to do to make the most of these opportunities? These are some of the questions we sought out to answer in this research study," said Steve Richard, Co-Founder & Head Sales Trainer for Vorsight. "We thought it was time to let the sales reps receiving marketing leads shed light on the true state of sales & marketing."

Among the key findings of the eBook, were:

• On average, sales reps report that only 31% of all leads generated fit their Ideal Customer Profile
• Said another way, Sales Reps believe roughly 70% of the leads they receive have a low probability to purchase
• 40% of the responding companies have not yet implemented lead scoring
• Of those that have, only 33% rate their lead scoring systems as "accurate" or "very accurate"

The eBook contains quantitative data on the perceptions of front-line Sales Reps, commentary from Sales & Marketing experts and interpretations and advice on what B2B companies should be doing within their own organizations to move Sales & Marketing alignment forward.

The complete findings of this report are currently available from Vorsight at Sales Speaks eBook.

About Vorsight.

Vorsight is an award winning sales effectiveness firm that helps B2B sales teams generate more opportunities with qualified decision makers at target accounts. Specializing in tactical sales prospecting training, inside sales consulting, and meeting scheduling, Vorsight maximizes clients' inside sales capabilities. More information about Vorsight can be found at http://www.vorsight.com

SOURCE Vorsight