Dreamforce survey

Wasted Days and Wasted Nights

When Freddy Fender crooned his classic ballad “Wasted Days and Wasted Nights,” I’m pretty sure he was not referring to sub-optimal lead management. But who knows, if the results of our exclusive survey of Dreamforce attendees had been around back then, maybe he would have been.

You see in the survey, both sales and marketing executives agreed that at least 50% of their sales effort and 50% of their lead generation budget are wasted – simply wasted – on leads that are never contacted. But they disagreed on the reason: Sales feels poor lead quality is the primary culprit; Marketing feels it’s poor lead follow-up.

Check out this infographic to drill deeper into the data.

What to do? Well the good news is the agreed on the solution – automating lead engagement. The even better news is that as luck would have it, Conversica presented a theater session at Dreamforce entitled “Smarketing: The New Sales-Marketing Alignment Driven by Artificial Intelligence”. It offered best practices for companies to get past the traditional finger pointing over lead quality and close the gap between sales and marketing teams, to increase sales efficiency and to drive more qualified leads.

If you missed it at Dreamforce, please take a few minutes and view it here. I promise your time won’t be wasted!

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