It sometimes seems, akin to Bill Murray's cranky TV meteorologist in "Groundhog Day," that B2B marketing and sales teams must forever relive poor results. Industry analyst groups continued to report in 2011 that average companies are leaving up to 80% of potential business on the table. Why? Simply stated, a number of current sales lead management processes are broken. As a result, we see poor lead quality, a lack of accountability and unattended leads dropping out of the funnel. A look at three areas contrasts last year's activity with fundamental shifts that must occur this year for lead generation outcomes to reach performance levels of above average teams. Read more.

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