It was hard work and long hours, but Ellber finally got his email campaigns out.
The sales team has been following up with the activity it's generated - but, it looks like there's a disconnect between what Ellber is telling his boss, and what the sales team is experiencing in action. It turns out, not every person that opened the email - or even clicked through - is the right fit. And sales doesn't have all the context they could to really make the connections count.
SiriusDecisions estimates that 80% of the leads passed to sales never receive follow up. Each connect that is attempted, is attempted 10 times on average with only a 10% success rate. For each lead, a rep uses 14% of their time developing the relationship with only 1 in 4 shot of winning. I know that was a lot of numbers - but the net result is many hours and loads of effort resulting in rather slim margins. So, how could Ellber help sales use their time more effectively and increase win rates?
Polycom knows a thing or two about it. In fact, they achieved a 40% increase in lead follow up by focusing sales on highly qualified leads - ultimately driving a 34% growth in revenue over the last two years. Polycom shares details in this video, but you can also learn more about Eloqua for Sales.
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