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. […]
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.