4. Being Everywhere
score their leads and then use
To demonstrate the ROI of lead nurturing, Marketing Sherpa compared the results of all companies versus "best practice" marketers. They found that best practice companies pass only 12% of leads to sales (vs. 17% on average). But, 40% of those leads convert to prospects (vs. 34% on average) and to sales at 20% (vs. 16% average). The result is 9.6 sales per 1,000 leads, vs. 9.2 sales per 1,000 leads – which means more revenue. Also, they save costs as well, since they don't waste as many high-cost resources like the direct sales channel.
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