CSO Insights: Optimizing Lead Generation

What's the payback?

As CSOs and CMOs realize they to make their salespeople more effective, they strive to optimize lead generation.

CSO Insights, a sales research firm, recently completed a Sales Performance Optimization study of 1,275 firms worldwide.

The study found that companies excelling at demand generation program management – the art of clearly identifying a lead, delivering the targeted message to the prospect and tracking all activity to better understand the process – had higher conversion rates with more salespeople meeting their quotas.