Survey: Few Companies Align Their Demand Gen and Sales Training Efforts

Published: October 28, 2014

Only 10% of companies are completely coordinated in their level of demand generation and sales/training alignment, despite the fact that 40% of respondents believe optimal alignment does contribute to stronger lead conversion rates. Those are just some of the results from a recent survey by Corporate Visions that polled 420 B2B professional worldwide.

More than 15% noted that their efforts were uncoordinated, while 43% said their efforts were somewhat coordinated.

When asked about the impact that this coordination — or lack thereof — had on their organizations as a whole:

  • 40% said alignment leads to better lead conversion and closed deals;
  • 11% said alignment has no significant impact on lead conversion and closed deals; and
  • 25% said lack of alignment leads to lost lead conversion and closed deals

More than 20% are unsure about the impact either way. This data point suggests that many companies may not even measure this critical information at all.

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“These survey results support our contention that there’s a potential ‘conversion gap’ in companies between demand generation and sales follow-up conversations,” said Tim Riesterer, chief strategy and marketing officer for Corporate Visions.

Posted in: Industry News

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