It is clear as we talk to sales leaders that at the same time they want quality leads for their sales teams, fundamentally in a B2B world it is almost impossible to score a lead accurately until a sales rep picks up the phone or engages in an email dialogue with a prospect.  No amount of white paper downloads or website visits or email opens or clickthru’s can validate what  a lead is truly worth to the organization until that conversation occurs.  Yes an inbound inquiry that says I am interested and want to purchase is incredibly valuable, but there are so many other times when a customer is doing due diligence on an industry, gaining insight competitively or looking for a new job that once again is hard to score accurately until a conversation occurs. 

That’s where the inherent analysis of each conversation that occurs within the sales organization occurs.   By categorizing the initial disposition of the outcome of the call and then capturing on what attempt it occurred on and the interval in between Jesubi creates Prospecting Velocity reports.  We have filed a patent on it as more and more customers come to depend on it to help them assess their own sales efforts when it comes to funnel managment and they tell us they can’t get that information anywhere else. 

Our goal is to integrate in Prospecting Velocity with some of the other Marketing Automation solutions so we can bring the scoring together with the sales reps activity.  In that way both sales and marketing can gain a true appreciation for all of the Marketing Qualified Leads being generated and assess their true value to the organization.