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Closing Leads: the challenge of marketing automation

Submitted by on Friday, 17 January 2014

Empty funnelMarketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible.

But are they leads? Or are they just names?

How do you know the difference between what name is worth spending time one and one that’s not?

How much is it costing you to follow every lead in some way – either to qualify, score, or call for an appointment? What is it costing you for each sale?

What is your percentage that you’re closing – from the first moment the lead comes in until it is closed (and no fudging here – no counting from the appointment)?

What is the difference between your close rate using the leads you’re currently getting, and using the sales skills you’ve used until now?

Have I got your attention?

 

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