Lead Generation to Sales Conversion
If you’re frustrated with sales on your website, you may find this chart representing B2B lead generation to sales to be a real eye-opener. Most people don’t realize that almost a quarter of the sales in the cycle take 12 months or longer.
An excerpt from Marketing Sherpa’s report:
“One of the most challenging obstacles to marketing is the time span from lead generation to sales conversion. These long sales cycles put pressure on marketers to streamline the lead nurturing process… We also wanted to know what percentage of leads at each stage of the pipeline were likely to advance to the next stage. We found that on average, nearly four in 10 leads move from initial inquiry to being sales-ready and the same ratio advance from sales-ready to qualified prospect.”
This should serve as encouragement to not give up too soon in your marketing efforts, and to put more emphasis on lead nurturing. This report is focused on B2B, however, the same advice would serve for B2C, although the sales cycle should be shorter, depending upon the service or product being offered.
Yes, this diagram is a vivid discription of my situation, now I see the perfect solution – thanks for sharing this technique here!
This helps out a bit. I’ve been concerned about the lack of sales that I have with my site, but its’ onyl been a month or so, so from how it looks I’m waiting for a while.
I was impressed by the result that the majority of sales goes to only three months!
It makes you wonder how long you need to leave a page to see if it is generating the sales you hope for. Do you leave it for a couple of months or 12mths before changing the content?
My company belongs to B2C segment, but I think this technique is worth trying in my situation. I hope it’ll work.
I’ll use such a diagram for my next presentation – i hope my boss will really like it!
I was also surprised at the 3 month table. I would have imagined that the chart would have been somewhat different – a little less even. But this is a good presentation and a different take on the sales figures.
Hi, thanks for posting such convenient method here. I’m just wondering is it possible to variate the periods in this diargam and to take years or weeks instead of months?
You have a great post. thanks for the diagram its very useful for me. Thanks for share it wit us.
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