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Infographic: Following The Right Signs to Accelerate Deals

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Sometimes navigating a deal can feel like hiking a trail with no signs or map. We’ve all been there, and here are some tips for following the right signs to accelerate deals.

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Infographic: Following The Right Signs to Accelerate Deals

  1. 1. Following The Right Signs To Accelerate Deals While marketing is tasked with generating leads and supporting the lead conversion process, sales is focused on accelerating opportunities through the funnel and improving close rates. This infographic highlights key stages and major milestones to show how sales provides buyers with the right information, when they’re looking for it, to help achieve those goals. 350 1 Starting At The Top It takes leading companies 237 237 marketing touches to close just one deal vs. 350 for companies that are deemed average. 2 Going Back For More One third of businesses send at least 50% of their prospect leads back into their sales system for more nurturing vs. converting them into an opportunity. 3 Harnessing The Power Of Content Only 36% 36% of leading companies are measuring content’s impact on the sales cycle, and that drops to 24% 24% among average companies. 4 Right Content At The Right Stage The conversion rate of a marketing response to a marketing-qualified lead is 14% for companies that have aligned content with specific funnel stage vs. only 4% for firms that have not aligned by stage. 52% of leading companies have a process to align content with a specific sales funnel stage vs. just 27% for average companies. 5 Accessing Relevant Information The sales team needs the right resources — content, collateral and coaching — to move buyers along. High-performing reps require persona knowledge and assets, as well as tools that help them customize their interactions with prospects. Nearly 50% of sales reps do not understand their own company’s content marketing strategy. 6 Closing The Deal 21% With careful lead nurturing throughout the process, 21% of leads can be converted to sales – as evidenced by some of today’s top marketers. Sources: Aberdeen Group, Content Marketing and Sales Effectiveness Survey, MarketingSherpa, SAVO 50%

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