Giving a sales force the tools to maximize their pipeline and focused on the next best opportunity to connect with is the secret to success. Dialing without discretion or nurturing in a recipe for sales staff turn-over and frustration.

First I’d just like to say that the post is a very interesting one and raises a lot of issues. I think one important thing to consider is that a lot of companies do not have the resources in terms of money or time to implement sophisticated sales and lead nurturing strategies. Even with the existence of technological solutions such as CRM systems and lead management software, there are many companies in the UK both big and small that don’t get much more advanced than pen and paper!

In terms of implementing the things that you discussed, apart from helping with increasing revenue by closing more sales, I think probably just as important is enabling companies to actually measure the success of their various lead sources. From my experience, the biggest problem that companies face is that they can’t properly determine which of their sales and marketing strategies work because they can’t measure and track performance. Sophisticated lead management systems will help companies know what works for them.

I look forward to the day where every business has the technology to properly manage their sales processes.