If you have gone through spring cleaning of your lead generation, then you should also be thinking about how well you are handling your lead nurturing or lead management. Lead Liaison produced an infographic recently to highlight the consequences of poor lead management.
Did you know:78% of B2B buyers start their research for products online (in my view we all know this but we have still not been able to conclusively indicate where B2B buyers are – some studies say Twitter, blogs, LinkedIn and more)13% who respond to lead generation campaigns are actually ready to buy80% of marketers do not pass leads to sales (I wonder what definition of a lead they are using for this metric?)70% of leads generated will never be followed upLeads convert 22 times more often when you make contact in 5 minutes (this may explain Optify’s report that the most leads come from Twitter)Businesses that contact leads within the first hour have nearly 7 times greater chance of qualifying the leadThe average lead takes between 5 and 6 attempts to contact73% of sales teams do not have a process to re-qualify or re-visit leadsup to 70% of initially disqualified leads become qualified within 12 months if nurtured45% of businesses do not have standardized sales and marketing processes
So what happens if you ignore or conduct your lead management poorly?