At the end buying customers is the key objective for any business. Far too large investments currently take place in marketing that does not drive sales and sales organizations put too much time into selling to potential customers who are not ready to buy.
The lack of nurturing of leads is the most common reason for the poor performance. What’s even worse, many companies are experiencing even lower results tha 79%.
47% of B2B marketers say they get business from as little as 4% of marketing-generated leads, or that they are not even familiar with the concept. Source: Forrester Research
Our job as marketers is to help to ensure that the leads that sellers invest time in are ready to buy and we should also provide them with a basis regarding what each individual’s buying process and needs looks like. Salespeople will be more efficient both with their time and with a higher rate of successful deals.
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