Sales Research Publications

Lead Life Cycle

Our 2008 Lead Life Cycle Optimization Report focuses on marketing's priorities and strategies to deliver quality leads to sales that result in deals closed. As more selling organizations need to optimize every customer interaction, learn how optimizing the life cycle of leads can improve your results. Just released in October 2008, this report features benchmarks based on 300 participating marketing organizations.

Profile of 300 Survey Participants:
Senior marketing executives responsible for lead generation strategy, marketing and/or operations

Marketing firms taking part in the study by revenue:

• 36.5% had revenues less than $25M
• 22.3% had revenues between $26M-$100M
• 16.1% had revenues between $101M-$500M
• 25.2% had revenues greater than $500M

This 15 page report includes the following key findings and analysis.

• Executive Summary
• Selling More Important than Awareness
• Web-based Marketing Becoming More Important
• Use of Lead Management Systems Increases to 50%
• But the Other 50% Using Low-Tech or No-Tech
• No Clear Consensus on When to Pass Leads on to Sales
• Lead Scoring Gaining More Support
• Scoring is Helping Turn Leads to Opportunities, to Sales
• Lead Nurturing Strategies Leaving Holes
• Marketing Measuring Success Based on Revenue
• Marketing ROIs Coming in Many Flavors
• Marketing and Sales Disagree on Source of Leads that Close
• Marketing Rates their Performance Positively, Sales Doesn't Agree
• Going Forward Recommendations

The analysis is further supplemented by a PowerPoint slide deck providing the aggregated responses to all the survey questions.

For a PDF of all the questions included in the survey click here.

$795.00