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If you’ve been struggling converting sales, you should consider evaluating all aspects of your sales pipeline. One of the areas where you may want to consider focusing your attention is lead nurturing. Unfortunately, according to MarketingSherpa, 79% of marketing leads never convert into sales. What’s more, a lack of lead nurturing is often the most common cause behind this problem. To further emphasize the importance of lead nurturing, take a look at some of these statistics:

  • According to the Annuitas Group, nurtured leads make 47% larger purchases than non-nurtured leads
  • Gleanster Research indicates that 50% of leads are qualified enough to buy, but not yet ready to do so. Many companies do not want to invest in lead nurturing, but they should remind themselves that these leads are close and that they may need a bit more time before they are comfortable purchasing your product.
  • MarketingSherpa also indicates that a mere 56% of companies verify leads as valid before passing them along to sales. This wastes resources, as the sales teams then spends time following up with leads who are not interested. Lead nurturing would reduce this problem significantly.
  • Only 9% of B2B organizations practice lead nurturing on a daily basis
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