markempa

JULY 6, 2017

According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Sending leads to sales based on behavioral lead scoring alone and not customer profile fit.

Sales Management 326

Sales Management Lead Management Ideal Customer Profiles Lead Ranking 326

Conductor

APRIL 8, 2020

Create a Lead Nurture Strategy for Awareness Traffic. It’s a very common occurrence for brands to have one lead conversion strategy across all of their content, regardless of persona or buying journey stage. This low-intent traffic typically isn’t susceptible to more aggressive lead capture tactics, so these users bounce.

Top of Funnel 126

Top of Funnel Lead Scoring Lead Ranking Lead Capture 126

markempa

NOVEMBER 3, 2014

61% send all leads directly to Sales; however, only 27% of those leads will be qualified. 79% have not established lead scoring. 65% have not established lead nurturing. A lead nurturing program has not been implemented. Lead qualification and scoring (Are they engaged? Are they a fit?

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120