be clever by gathering intelligenceI get emails weekly, if not more often, from shysters offering lead generation services. I also talk with clients who have very high enquiry rates, thanks to their high advertising budgets but achieve a low proportion of qualified enquiries. This is the last of 10 THOUGHTS addressing strategies for maximising qualified […]

be clever by gathering intelligenceI get emails weekly, if not more often, from shysters offering lead generation services. I also talk with clients who have very high enquiry rates, thanks to their high advertising budgets but achieve a low proportion of qualified enquiries. This is the last of 10 THOUGHTS addressing strategies for maximising qualified enquiries – or genuine prospects. I am defining a qualified enquiry – or genuine prospect – as one where there is a better than 50% likelihood of conversion. I recognise that there is usually a sales funnel and acknowledge the importance of minimising time wasted on unqualified enquiries in that funnel. In the United States: 90% of Fortune 500 companies consistently gather competitor intelligence 70% of large enterprises believe that having competitive intelligence in the past would have increased the effectiveness of previous campaigns73% of businesses invest more than 20% of overall technology budgets on…