In order to convert leads to sales a comprehensive strategy, the right technology, proper training and a number of other things need to come together.
This is no small order which is why most companies with healthy budgets and serious goals work with the best to drive business growth through multiple digital channels. This article presents three primary reasons why sales leads don’t convert and is directed to internal teams, start-up agencies, business owners and marketing managers responsible for driving growth through digital marketing efforts.
The top row reveals leads deemed a good fit for an aggressive inbound strategy using marketing automation software. The bottom Industry Email List row reveals leads that are not a good fit. This could be due to their sales cycle, industry, or a number of other factors. The left column contains leads already engaging with content, and on the right are audience members who made a single touch point offering little engagement. Although this is a good, traditional starting point for qualifying leads, a third column can be added including those who have spoken to or expressed the desire to speak to someone in sales.
However, be cognizant that these metrics and, and will likely change. Also, as you start to qualify leads using this matrix you will begin to notice the standard conversion rate for each bucket. If you see groups converting at a lower or higher rate than others within the same bucket then you likely need to move them to a different bucket. Differentiating good-fit leads from poor ones is a straightforward task. Your team should know what kind of buyers are most likely to invest with you as opposed to those who struggle more to see the value in what you offer.