B2B companies spend an enormous amount of time, energy and resources generating the leads that power their revenue engines. But once they’ve accumulated these leads, how effectively are they orchestrating their journey into the right hands for follow-up?
That question was at the heart of LeanData’s 2017 State of Lead Management study, which sought to capture how businesses were managing their leads for success...and their biggest challenges.
Five years later, what's changed?
LeanData partnered with Sales Hacker, Heinz Marketing and Outreach to find the answers. After analyzing the responses of 1,700+ sales, marketing and operations professionals, we are pleased to present the findings. We hope you find these insights helpful on your journey to growth in 2022!
Other content in this Stream
Delivering World-Class Buying Experiences with LeanData’s BookIt Scheduling Software
Automated scheduling software enhances buyers' customer experience, empowering them to immediately select a meeting time and facilitate their buying journey on their own terms.
Accelerate Speed to Lead With Accuracy & Context to Drive Revenue Growth
This ebook provides an in-depth examination of speed to lead, how it impacts success in the marketplace, and specific process and performance recommendations for optimization.
7 Steps to Building a Winning Account-Based Marketing Strategy
Learn the 7 key steps to take to build a winning ABM strategy, a multi-functional growth initiative where customer accounts are engaged as a market of one.
Revenue-Driven Sales Territory Planning & Management
Sales territory planning and sales territory management are foundational pillars of every successful Sales team. Learn the keys to sales territory management to keep your revenue team on track.
2022 Inbound & Outbound Sales Pipeline Performance Benchmarking Report
LeanData, in collaboration with Atrium, Clearbit, Modern Sales Pros and RevOps Squared, conducted research throughout July and August, 2022 to benchmark inbound & outbound pipeline performance.
State of Lead Management Telco Industry: 2022 Benchmarks
LeanData, in partnership with Salesforce and RevOps Squared conducted research throughout June and July, 2022 to benchmark the State of Lead Management across the Telco industry.
8 Steps to Create & Execute a Winning Sales Territory Plan
Successful sales territory management begins with effective sales territory planning. Use this easy-to-follow infographic from LeanData to create & execute upon your own winning sales territory plan.
Automated scheduling software allows individuals and groups of users to determine the best time to schedule a meeting together. Use this buyer's guide to pick the best solution for your needs.
As a function, Operations — Sales Ops, Marketing Ops & RevOps — had a much different perspective on the 2022 State of B2B Lead Management than other functions on the revenue team.
The 2022 State of Lead Management compiles data from over 1,700 sales, marketing and operations professionals to deliver insights on the best practices for revenue orchestration and driving growth.
Proper revenue orchestration requires routing leads and other Salesforce objects to the right rep at the right time, each & every time. Use this Buyer's Guide to select your best automated solution.
Integrating automated solutions into your sales stack can greatly aid speed to lead, or your lead response time, delivering a better customer experience and empowering your team to win more deals.
Customers have adopted digital-first buying journeys, and companies need to re-examine and evolve their go-to-market strategies and processes to keep pace with ever-changing customer needs.
Growing complexity in go-to-market motions have pushed Salesforce-native capabilities to the brink. Learn about 8 GTM challenges, their corresponding automated solutions, and the ROI case for each.
Adopting Revenue Operations to Fuel Your Growth Engine
Learn how Revenue Operations, or RevOps, aligns all go-to-market operations teams across vision, planning, process, systems, data, goals and measurement to maximize revenue for the business.
In today's race to win the customer, the leading determinant of your business' success is its lead response time, or its "speed to lead." Learn the key stats, common challenges and tactical solutions.
Every SDR stack needs five must-have tools to fully empower an efficient and effective go-to-market motion.
Speed to lead, or your lead response time, is often the distinguishing factor between closing a deal and losing out to your competition. This eBook shows you how to win the race to the customer.
Learn about the systems, processes and tools to empower your sales development representatives to succeed from the go-to-market experts at LeanData.
