May 14

B2B Webinar: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

Lead Management


According to MarketingSherpa’s B2BMarketing Benchmark Report, almost 70 percent of B2B organizations increased their inbound marketing budgets this year. This includes website design, management, optimization, and inbound marketing tactics, including social media, virtual events, webinars, SEO, and pay-per-click.

If you’re making the same investment, you will definitely want to attend our next B2B Lead Roundtable Webinar on July 19, Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions. David Elkington, Chairman, and CEO of will share how his company has joined forces with these academic leaders to study how companies manage the leads they’re generating through inbound marketing efforts.

The results are going to surprise and may even alarm you.

Consider this: merely responding to the leads you receive will put you ahead of 40 percent of B2B organizations! Companies are spending more money than ever to drive leads through their websites and the Internet, and yet, nearly half don’t follow up! That means there’s an outstanding opportunity for those who do. David will give you practical, easy-to-implement ideas, underscored by case studies, to make sure you hold onto leads once you get them. The discussion will include:

  • The speed at which leads go cold – it’s a lot faster than you think – and what to do about it.
  • The average time it takes companies to respond to leads
  • The average attempts salespeople make before they give up
  • Why caller ID matters – even for B2B sales calls
  • The best time of the day and day of the week to follow up with prospects

Watch the webinar replay:

[vimeo clip_id=”26639918″ width=”600″ height=”400″]

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing.

He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. This is the reason why companies should focus on channeling more investments to inbound marketing. People do their shopping and procurement online to save time and money, and companies would definitely want to be at that moment when these people are ready to buy.

  2. These same concepts were just published again by Inc. Magazine on July 6, 2011, “How to Best Harness Inbound Marketing Leads.”

    Once your company gets a sales lead from your site, you’ll need to make the right steps to convert them into a paying customer. Here’s what you should know.

    By Eric Markowitz

    We have had over 65,000 companies access this research now since it was originally released. – Ken Krogue, President,

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