Post on 19-Oct-2014
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Lead NurturingBenchmark Report
Key Findings DeckPublication Date: 1/2011
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೦ Insights and Best Practices from Top Performers– Top 3 reasons Top Performers use Lead Nurturing– Top 3 tactics Top Performers use to outperform peers with
Lead Nurturing initiatives– Most common challenge Top Performers face with Lead
Nurturing– Top 6 Performance Metrics Top Performers use to measure
the success of Lead Nurturing initiatives
What’s In This Deck?
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೦ Increase revenue
೦ Increase sales productivity
೦ Increase the number of sales-ready leads
Reasons to Implement
*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.
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೦ Agree upon the definition of a “sales ready” lead
೦ Enable prospect qualification with lead nurturing
೦ Align marketing content to the prospect buying cycle
Value Drivers
*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.
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೦ Develop effective nurture marketing campaign content
೦ Achieving acceptable customer data quality
೦ Fostering a sales and marketing alignment culture within the organization
Challenges
*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.
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೦ Revenue೦ Email click-thru
rates೦ Lead volume in
sales pipeline೦ Cost per lead೦ Average deal size೦ New customer
acquisition rate
Performance Metrics
*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.
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Download the Full Benchmark Report for Free
(with complete vendor landscape)
http://bit.ly/hXkzHt
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೦ Gleansight: Social Media Marketing೦ Gleansight: Mobile Marketing೦ Deep Dive: Measuring the Impact of Lead Nurturing
on the Sales Pipeline೦ Deep Dive: The Seven Types of Lead Nurturing
Campaigns
Related Research from Gleanster