CHICAGO, IL — (Marketwired) — 07/23/13 — According to a recent survey by , the market leader in , one-third of businesses send at least 50 percent of their prospect leads back into their sales system for more nurturing versus converting them into an opportunity. These results are drawn from a live poll during a SAVO webinar, “Smarter@Sales: Lead Conversion – Don-t Just Generate the Lead, Control the Outcome.”

The SAVO poll also revealed that lead conversion is “owned” by the sales organization at 72 percent of companies. “If sales teams are being held accountable for converting marketing leads into sales, then they are going to insist on only working with the best leads possible,” said Chuck Dulde, vice president of sales enablement at SAVO. “Unfortunately, most organizations don-t know if leads were pursued or if they truly were qualified. Sometimes it-s simply easier and better for performance review reasons to send leads back to marketing than to pursue them and fail.”

SAVO works with companies on a Smarter Selling approach to combat this challenge by helping companies integrate lead conversion, CRM and sales enablement to drive greater revenue performance. Through SAVO Insight, a business intelligence solution, and integrations with marketing automation tools and CRM, the sales force knows which campaign drove the lead, what products and solutions were of most interest to the buyer and are pushed prescribed specific next steps to pursue the lead. As a result, conversion rates and sales greatly improve.

To explore upcoming SAVO thought leadership webinars or view recordings of past webinars, please visit us .

Founded in 1999, SAVO is the leading provider of sales enablement solutions. SAVO-s on-demand sales enablement platform maximizes the sales team-s ability to communicate value and differentiation in clear, consistent and compelling ways. Combining proven sales and marketing best practices with award-winning technology, SAVO addresses all aspects of the sales enablement challenge — spanning people, process, insight and technology. For more information, visit or follow us on , or .

For more information, please contact:
Michelle Genser
312-506-1783

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