Demystifying the leads funnel [Infographic]

DEMYSTIFYING THE LEADS FUNNEL LEADWHY? NURTURING 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. During the last five years, the average sales cycle has become 22% longer. 65% of new leads are generally not ready for sales engagement. LEADHOW? NURTURING LEAD STATUS CUSTOMER BEHAVIOUR CONTENT TYPE Low • Edu.White Papers • Articles OBJECTIVE Problem Name Identification Attract • Tech Papers • Webinars • Demos Prospect Research Interact • Industry • White papers • Solution Sheets • Product Demos & Videos Lead Evaluation Manage • Case Studies Opportunity Education • Data Sheets Close • Newsletters / Education Collateral • Support Collateral CUSTOMERS High LEADWOW! NURTURING WOWI Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. Nurtured leads make 47% larger purchases than non-nurtured leads. Statistics drawn from research by Marketo, Forrester, CSO Insights, MarketingSherpa and others. Grazitti Interactive Marketing for Digital Natives Copyright © 2012 Grazitti Interactive. All rights reserved. BRAND EXPOSURE 到 。