Act-On

APRIL 10, 2024

eBook Learn More According to research from Gartner, B2B buyers are spending more time researching online, and less time interacting directly with sales — as little as 5-6% of their total buying journey. The points you assign will depend entirely on your business and your audience. Tyson is a small business owner.

Lead Ranking 164

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 164

Act-On

SEPTEMBER 25, 2023

Sales and marketing alignment isn’t easy, but it’s one of the most efficient ways to improve your business. Research from Gartner shows that buyers only spend 17% of their time meeting with potential suppliers—that’s all suppliers, not just the winning solution. And, sometimes, a lack of trust and personal relationships.

Work Management 147

Work Management Planning Marketing Management Paid Search Agency 147

Act-On

FEBRUARY 16, 2024

And here’s something else to consider: Research shows that while most businesses make sales to between 5% and 20% of new customers, they close deals with 60% to 70% of existing customers. Yet only 25% of marketers rank customer lifetime value (CLV) among their top five marketing metrics. Lead scoring allows you to master the follow-up.

Lead Nurturing 197

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 197