Harvard Business School Articles for the Week of 07/25/05
Startling as it may seem, research shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales. The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales.
|1.) 3M Company||11.) Capital One Financial Corporation|
|2.) General Electric Company||12.) Whirlpool Corporation|
|3.) Johnson & Johnson||13.) Colgate-Palmolive Company|
|4.) Dell Inc.||14.) Pitney Bowes Inc.|
|5.) Liz Claiborne, Inc.|| 15.) Pfizer Inc.|
|6.) IBM||16.) FedEx Corporation|
|7.) The Procter & Gamble Company||17.) Washington Group International, Inc.|
|8.) General Mills, Inc.||18.) The Home Depot, Inc.|
|9.) Medtronic, Inc.|| 19.) Avery Dennison Corporation|
|10.) American Express Company||20.) Sonoco Products Company|
"You'd think people like Kelloggs would have teams of people checking new brand names out to see what they might mean," said a spokeswoman for leading drugs advice charity Drugscope.
"What once looked to be a marquee deployment of hosted CRM software at Cisco Systems Inc. is now the subject of a damning report from a research firm that says the project has stalled. In a note published on June 22, analysts from JMP Securities LLC suggested that a deployment of CRM software from San Francisco-based Salesforce.com Inc. had been temporarily delayed.
Salesforce.com signed a deal with Cisco during the second half of 2004 that called for an initial rollout of up to 2,000 seats and a later installation of as many as 10,000 seats by June 2005, according to the JMP Securities report. But end-user resistance and integration challenges forced the deal to be renegotiated so that the rollout is staggered. Completion is now set for March 2006."