Quick Tip: Don’t Skip Steps In the Sales Cycle

Traditionally, marketing’s role has been all about lead generation. Get names and get them to sales. But there is a problem with that direct route.

Gleanster Research says that only 25 percent of leads are sales-ready. The rest need to be nurtured. (Click to Tweet)

Lead nurturing—providing leads with additional information and guidance—and meeting them where they are in the sales cycle can make the difference between a lead that never advances and one that becomes a valued customer.

Companies that excel at lead nurturing generate 50 percent more sales-ready leads at 33 percent lower cost (Forrester Research). (Click to Tweet)

Our advice: Formalize your lead nurturing and lead qualifying process and be ready to provide materials for leads at all stages of the sales funnel. Our Introduction to Lead Nurturing has the details. Download it here