Having a healthy number of leads is a crucial part of driving revenue. But often B2B marketers are challenged by determining what constitutes a qualified lead. This is often because they’re unclear about where a given prospect is in the buying cycle. The result? Sales wastes their time contacting people that are not yet ready […]
We see most marketing departments tracking conversion strictly from new leads to sales. In reality, leads should pass through multiple stages, and conversion rates at each stage should be tracked to measure the effectiveness of marketing and pre-sales activities.