More money than ever is spent on the technology, people and process to enable organizations to generate higher volumes of sales qualified leads at greater velocities. Research from Gartner CEB indicates that these investments aren’t working out too well. They found that, on average, companies are spending nearly $5,000 per rep more on technology alone, and they’re seeing their conversion rates drop almost 12 percent. The growing tech stack, combined with maturing lead and demand generation...
