Model Overview Report

Lead Development (Teleprospecting) Effectiveness: Eight Key Factors

January 1st, 2018
Amy Hawthorne, Principal Analyst
Amy Hawthorne Principal Analyst
With contributor:
Kerry Cunningham

Summary

Lead development sits at the critical juncture between marketing and sales; as a result, it has a profound impact on demand creation productivity. Because lead development representatives (LDRs) have a high volume of conversations with prospects every day, the function also impacts how prospects experience the brand. Fortunately, nearly every aspect of lead development performance can be measured and managed, with well understood processes and practices to guide practitioners in optimizing the function. In this report, we introduce eight factors for lead development effectiveness, along with the guiding principles that inform their development.

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