According to Forrester Research, “Companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead.” Lead management provides a remarkable ROI: low risk, modest investment, many benefits.
Buyers have changed: to capture their interest, there is a need to proactively engage and educate them on topics that are of value to them. Marketers need to interact with prospects before the sales conversion, by providing relevant information that is relevant in the early stages of the buying process. They must become adopt at identifying sales-ready leads and at nurturing the remainder.
Leads need to be scored based on profile and activity, which allows you to send prioritized lead lists for sales. With good information about lead prioritization, more reps meet quotas and revenue goals are more likely to be achieved.
We help client organizations attract more and better leads and deliver greater marketing value to the C-suite. We work with you to:
- Align marketing and sales around a around a shared understanding of lead qualification.
- Design and implement effective processes to score, prioritize and nurture the hottest sales leads.
- Create, publish and promote content that turns skeptics into prospects, prospects into customers, and customers into evangelists.
- Select metrics and implement analytics to track the contribution of marketing to revenue generation.
- Maximize adoption for these changes within marketing and sales, and throughout the rest of the organization.