The graph at right, published in MarketingSherpa’s 2011 Benchmark Report, provides a snapshot of what marketers care about most. And it’s very telling, especially now. As we approach the fourth quarter, I am acutely aware of why marketers believe generating better leads is a higher priority than generating more leads.
In an economy that’s more precarious than ever, there’s simply no room to waste time, budget, or resources. And there is little that is more wasteful and frustrating than chasing down leads that will never be customers. It’s no wonder generating a high volume of leads has dropped in priority as sales cycles have become longer – lots of poorly qualified leads can bring a sales cycle to a screeching halt.
Conversely, I have learned how to accelerate your sales cycle to warp drive: fill it with well-qualified leads.
That’s why, during our next two B2B Lead Roundtable webinars, I’ll examine the smartest strategies you can execute right now to attract the highest-qualified leads to your sales funnel and speed them directly to your bottom line – just in time to meet your end-of-year goals. Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources, and Revenues – Part II will be held Tuesday, September 20, at noon EDT, 11 a.m. CDT, and 9 a.m. PDT.
If you’re concerned about how you’re going to meet your sales goals and revenue projections, I strongly encourage you to attend.