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!
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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.
Most Cutting-Edge Ops Program
An individual or team on the cutting edge of innovation in modern go-to-market operations demonstrating forward thinking solutions across people, process and/or technology.
Buyer Experience Impact of the Year
An organization or team who has developed world-class buyer experience.
Digital Transformation of the Year
An individual, team or organization that has led a digital transformation initiative, introducing digital technology into an area of the business, changing how you operate and deliver value.
Go-To-Market Agility Powered by Operational Excellence
This award recognizes one operations team and its standout ability to help an organization nimbly pivot to successfully meet new market realities.
Account-Based Program of the Year
An organization or team that has built and executed account-centric programs with proven success.
Lead Management Program Transformation of the Year – Emerging Enterprise
An operations-led initiative that drove transformational change in the people, process and technology of the lead management engine to improve speed, accuracy and agility.
Lead Management Program Transformation of the Year – Large Enterprise
An operations-led initiative that drove transformational change in the people, process and technology of the lead management engine.
This annual “best in show” award recognizes the standout achievements or contributions to the industry of one Ops professional.
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.
