Industry News
Good Leads CEO Shapes Strategies To Help CMOs Net Results In Recession
The knee-jerk response for many companies during the recent economic downturn was to cut discretionary spending. Unfortunately, these line item cuts often had an adverse effect on business development and lead generation. To help their clients and prospects work around this budget squeeze, Salem, NH-based Good Leads developed several new programs including a "stimulus plan" and a "vertical validation," offer for its clients.
DemandGen Report recently caught up with Bob Good, Founder and CEO of the business development services firm, to learn more about the impact Good Leads' programs have had on their clients' pipelines during the fourth quarter.
Aberdeen recently completed a comprehensive study of the B2B TeleServices industry, which examined the lead discovery and qualification pressures faced by marketing and sales practitioners, the actions they consider to drive peak performance in their investments, and how Best-in-Class performers utilize outsourced TeleServices methodologies to drive maximum pipeline content and sales performance metrics.
Teleservices From the View of Best-in-Class Companies
Data acquired in March and April 2008 from over 200 enterprises—including some Good Leads clients and Sales Insider™ subscribers—reveals a number of impactful data points. For instance, Best-in-Class companies:
- Place a premium on lead quality, whereas Laggards are much more interested in utilizing services to help address an out-of-control lead generation process that results in too many leads to handle.
- Demonstrate a preference for well-defined leads provided by appointment-setting methodologies. They demand that meetings are highly substantiated by relevant account intelligence, identification of appropriate business pressures, and the involvement of influencers or decision-makers in the conversation.
- Realize 15 to 20% increases in crucial performance metrics—such as sales performance against quota and average deal size—when they remain flexible about their execution, compensation, and delivery model from B2B teleservices providers.
Aberdeen research reveals that companies are increasingly turning to companies like Good Leads in order to augment the overall size of pipeline content created by their sales teams, while maintaining both the quality and unit spend on lead opportunities sourced on their behalf (see chart below).
