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Prospecting and Lead Generation

SiriusDecisions provides chief sales officers (CSOs) with proven diagnostic capabilities and tools to determine appropriate demand expectations from various demand sources, making it possible to hit revenue targets. We provide expert advice and best practices that enable CSOs to identify opportunities to improve demand quality and quantity, pipeline visibility, and cross-functional accountability for demand.

How SiriusDecisions Helps

  • We provide a framework that helps sales leaders understand how much demand to expect from each demand source
  • We help sales leaders standardize the way they look at demand so they can view its quality and quantity in a consistent way
  • We help sales leaders determine how many resources they need from their expected demand sources to reach their bookings target
  • We help sales leaders define cross-functional service-level agreements to ensure that top-of-funnel demand moves through the funnel and that mutually agreed upon handoffs are in place.

Key Issues

Is there a breakdown in your organization's lead handoff process that is marked by marketing reaching its lead goals while sales misses its revenue targets?

Do you know how much demand to expect from marketing, telesales and channel partners to hit revenue targets?

Do you hold your demand sources accountable for delivering an agreed upon number of leads?

Can you identify breakdowns in the demand management process and pinpoint where opportunities drop or stall so you can take corrective action?

Do you know how much demand must be added to the top of the funnel to support your target pipeline and revenue goals?

The SiriusDecisions Advantage

Companies that leverage SiriusDecisions grow their revenue two to seven times faster than other organizations. We offer clients objective, fact-based advisory services backed by data that enables them to make better decisions and accelerate time to execution so sales can make its number.


Results You Can Expect

Trust between marketing and sales to ensure that everyone knows what's expected of them and everyone agrees what a good lead looks like

A larger pipeline with higher forecasting accuracy

Greater visibility into how different demand sources are performing

Higher accountability for the various demand sources

The ability to identify problems in the demand management process and take corrective action


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