The Psychology of Entertainment Media: Blurring the Lines

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Comments and opinions published on the web by or for an organization to promote its activities. Lack of lead nurturing is the common cause of this poor performance. (MarketingSherpa) 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (MarketingSherpa) Just 56% of B2B organizations verify valid business leads before they are passed to Sales. (MarketingSherpa) A whopping 68% of B2B organizations have not identified their funnel. (MarketingSherpa) 57% of B2B organizations identify 'converting qualified leads into paying customers' as a top funnel priority. (MarketingSherpa) 65% of B2B marketers have not established lead nurturing. (MarketingSherpa) 79% of B2B marketers have not established lead scoring. (MarketingSherpa) 34% of B2B organizations touch leads with lead nurturing on a monthly basis. (MarketingSherpa) 22% of B2B organizations touch leads with lead nurturing on a weekly basis. (MarketingSherpa) 15% of B2B organizations touch leads with lead nurturing on a quarterly basis. (MarketingSherpa) 9% of B2B organizations touch leads with lead nurturing on a daily basis. (MarketingSherpa) 2% of B2B organizations touch leads with lead nurturing on an annual basis. (MarketingSherpa) Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Forrester Research) Only 25% of leads are legitimate and should advance to sales. (Gleanster Research) Nurtured leads make 47% larger purchases than non-nurtured leads. (The Annuitas Group) Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Gartner Research) 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads. (Forrester Research) 25% of marketers who adopt mature lead management processes report that sales teams contact prospects within one day.

Pages: 376

Publisher: Erlbaum Psych Press (October 3, 2003)

ISBN: B000SEZASK

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