ViewPoint

AUGUST 20, 2015

You should also look at lead-to-revenue conversion rates across the flow. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. I like to use specific criteria for each component and then grade my findings against that.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

JANUARY 9, 2014

If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Dirty data doesn’t help and is costly to clean up. Wouldn’t it make more sense to respect the interaction? Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 8, 2011

Many of today’s digital marketing that educates and engages prospects needs measurements that reflect marketing impact on increased revenue per customer as well as increased conversion rates in order to fully capture marketing’s financial contribution.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

AUGUST 29, 2011

Companies that have a formal process in place to incubate those leads until conditions change and the prospect does free up time to evaluate their products are seeing a much higher overall lead conversion rate than firms who don’t do this.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 22, 2015

If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. Jamie Turner, 60 Second Communications and frequent CNN guest : Yes, ABM is the new big thing , but it’s more than just a flash in the pan.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JULY 19, 2012

In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JUNE 7, 2011

Let's agree that a good lead-to-opportunity conversion rate is 10 percent (yes, some are higher, and some are lower—but play along with me). In this case, what we have are completely unrealistic expectations. Instead, you really need benchmarks, so that everyone can feel comfortable with the reality of b2b marketing metrics.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MARCH 6, 2012

In the process it increased conversion rates by 136%. By developing a comprehensive content-marketing initiative, ECI Telecom aligned its content with the buying journey so it could deliver the right content to the right audience at the right time.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 4, 2014

We see it in sales funnels that have an unusually low conversion rate between the pitch and negotiation stages. Meanwhile, the marketing team is busy patting itself on the back for how many “leads” they turned over to sales that quarter, regardless of whether a single one turned into a sale or not.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120