Pipeline Generation BLog

Quality Leads Produce Better Pipeline: SiriusDecisions 2011 Summit

Posted by Michael Damphousse

Sirius Decisions Summit Logo

Green Leads is pleased to announce that we will be a Gold Sponsor at the SiriusDecisions 2011 Summit--B2B Sales and Marketing: Forging a New Alliance.  The event is scheduled May 4-6 at the Fairmont Scottsdale Resort.  This event is considered the premiere B2B Sales and Marketing event of the year and if you are into Sales, Marketing, Demand Gen, and any discipline that surrounds it, this is the event to attend.

The Summit is a unique three-day conference where SiriusDecisions analysts and top sales and marketing leaders from companies of all sizes share how b2b organizations are solving critical issues that hinder predictable growth. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect.  Green Leads' interest in the event is the continued focus SiriusDecisions has placed on the topic of demand generation as it pertains to building and converting quality pipeline.

Sirius Decisions Summit Jim Ninivaggi"There will be a great deal of discussion around quality vs. quantity as it pertains to pipeline," explained analyst Jim Ninivaggi of SiriusDecisions’ Sales Optimization Strategies advisory service.  "Our recent study shows that marketing/sales organizations that focused on the quality of leads — and not just quantity — out produce their peers with reduced lead waste.”

Demand gen specialists have long debated the topic of Sales Ready Leads--Quality vs. Quantity.  I'm looking forward to hearing SiriusDecisions' findings and discuss them with my clients and peers how quality can impact the pipeline.  If you had a choice of Quality vs. Quantity as it pertains to high value sales ready leads, which way would you lean?  Come to the Summit and find out what the experts think about the topic.  I hope to see you there.