Source: Google & Compete B2B Customer Study, June 2012. Samples vary based on statistic shown. Google US BIM master research deck 2009 TechTarget study Google, Forbes, BtoB, June 2009
Speed, access and information have all empowered Today’s B2B Buyer .
They have become used to and have come to expect to choose, to have control and to be able to participate and share their opinion.
“The Waterfall”, a framework developed by research firm, Sirius Decisions, is our adopted nickname for the lead funnel at Silverpop. This framework and process allow us to track the sources, lifecycle and performance of leads from capture to close. By measuring conversion rates throughout the funnel, we’re able to measure the productivity of our lead management flows, identify performance issues and identify opportunities for improving the outcomes of Marketing and Sales efforts.