Phoenix, AZ (PRWEB) March 20, 2012
Televerde, a leading provider of B2B lead generation and lead nurturing solutions, has just published the results of its B2B Marketing Research Study. This is the fourth edition of the research and features responses from more than 300 marketing and sales executives to some of the questions. The research, conducted online and at some of the industry events Televerde participates in, features metrics and other insight associated with more than 70 questions about lead generation, lead nurturing, lead conversion, marketing automation and contact data practices and performance. Some highlights:
Lead Generation & Conversion
Contact Data/Marketing Lists
“While some of the findings of the research are not surprising based on our observations at times up close and first-hand with our clients and in other situations from afar based on what we read and hear at industry events,” explains Larry Fleischman, Televerde’s Director of Marketing, “there were some results that shook us a bit. For example, 68% of the respondents are experiencing lead leakage/lead loss in their sales pipelines despite the availability of best practices, processes and systems that can significantly mitigate this issue. And 89% of respondents are experiencing contact data challenges.” Fleischman says that although Televerde was aware that the data accuracy challenge is widespread because the company sees it and addresses it all the time, the fact that nearly everyone who responded to the study categorizes it as a major hurdle was a bit surprising.
“Another ‘loop throwing’ finding for us was that more than one-third of the respondents are not nurturing sales-rejected leads and nearly half aren’t nurturing disengaged leads,” Fleischman states. “It’s a major missed opportunity for future revenue opportunities.”
Fleischman observes that one organization’s challenge can be another’s opportunity (meaning the respondents’ competitors). “For any of the respondents who reported issues with lead waste, poor quality contact data, sub-optimized lead nurturing practices, and low conversion rates compared to their peers, then our research should serve as a call to action to take steps to correct the situations that need attention.” He recommends optimizing demand creation programs to generate stronger sales revenue performance and to mitigate losses that are converting to gains for competitors who may be doing a better job than respondents in some or all of these areas.
You can participate in Televerde’s ongoing B2B Marketing Research Study and download the latest edition of the comprehensive findings. In exchange for respondents providing some basic contact information when taking the survey, Televerde we’ll enter names in a drawing for either an Amazon Kindle Fire or for its complimentary Lead Nurturing & Data Diagnostics Audit.
Televerde is the leading B2B provider of sales pipeline development solutions that drive increased revenue for our clients by integrating contact data, marketing automation and world-class teleservices. We identify new customers, accelerate and convert sales opportunities, and discover fresh, actionable market insight. The outcomes we produce are improved performance of your sales pipeline, net new top-line sales revenue growth, measurable return on marketing investments, and sales & marketing alignment. For more information, visit http://www.televerde.com or our Create & Accelerate blog. Or call us at +1 888-787-2829.