How do you handle lost sales opportunities? Does all the follow-up responsibility lie with Sales? Do you ever worry that sales that end in no decision (or aren’t ready to close right away) fall through the cracks because your sales team forgot to follow up? A 3-Year-Old Proposal One of our clients had an exciting thing happen recently. […]
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 recently published B2B conversion rates on our website, and you can find the information here. In addition, we’ve provided a free lead calculator for you to run the numbers based on your own conversion assumptions.
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.