According to the survey, even though the budgets for lead-gen programs are rising, the biggest obstacles for increasing spend on such programs, the majority of respondents (47.2%) reported, was that they do not have reports to show the ROI for what they are spending. Moreover, 41.8% cited sales management lack of follow-up impeding their ability to show ROI; and 11% said the biggest obstacle was their agency’s not knowing how to prove ROI.”

This is a very interesting survey. We often find that a few simple suggestions to our Lead Buyers in terms of Sales Approach can make all the difference in the world. For many companies, it is not about lead quality, as much as it is about the quality of their Companies Sales Cycle.