B2B Demand Generation | The Realities
If you ask a business executive how good his or her company is in B2B lead generation,
almost all will say “We’re experts at it.” But a big of digging reveals the truth that belies this statement.
The simple fact is that most are really bad at it. Check out the damning stats below.
Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report, revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. But their other responses point to what’s causing this.
• 68 percent have not identified their sales and marketing funnels, no less optimized them.
• 61 percent send leads directly to sales.
• 79 percent don’t score leads.
• 65 percent don’t nurture leads.
Want to quickly assess your company’s approach? Take the Inflextion-Point B2B Sales and Marketing Health Check.
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“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.
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Jeff Ogden