What is a Lead Swamp?

The Scary Swamp

I grew up in farm country in southern Illinois where I remember seeing ugly swamps and dense forests that from a distance were smelly, dank, dark, mystical, and somewhat scary.  When you get close to the swamp though, and from a clinical perspective, you realize that swamps are full of life and potential energy and are an important part of the natural lifecycle and renewal.   There is so much potential, some of the energy even glows...

The Sales and Marketing Database --  "Lead Swamp"

While many companies have spent thousands, hundreds of thousands, and millions of dollars to generate new leads for their business, not one company we have talked to is ever satisfied with their results.  Most sales and marketing leaders agree that less than 10% of the contacts in their sales and marketing database have ever had a sales representative engage in a discussion with the contact.   

That says that 90% go uncontacted...  This is the "Lead Swamp"

Yet, when we talk to sales managers and account execs, they are all "lead starved" and while they may have a quota to dial 100-250 dials a week to build pipeline, they are getting 1 or 2 leads from marketing if they are lucky and having to identify contacts within their territory to achieve their sales targets.

Learn more about 4 ways to leverage the Lead Swamp, help sales reps double the number of qualified opportunities they create and solve the problem of the "lead starved" rep.