How good is your follow-up?
2% of sales are made on the 1st contact 3% of sales are made on the 2nd contact 5% of sales are made on the 3rd contact 10% of sales are made on the 4th contact 80% of sales are made on the 5th-12th contact ~ National Sales Executive Association
Nurtured leads = more sales
A Forrester Research report highlights that companies who excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost
Sales Cycles
SiriusDecisions reports that during the last five years, the average sales cycle has become 22% longer, typically with three more decision makers participating in the buying process. This highlights the need for (and challenge with) communicating with many people in an organization and maintaining these relationships over time.
20% increase in sales opportunities
According to DemandGen Report, nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads.