But funnels gum up; movement can slow to a trickle.
Many leads never convert. Many qualified leads never close because they fall into status quo or the no-decision zone.
Consider this fact from Salesforce.com: 61 percent of B2B marketers send all leads directly to sales, despite the fact that only 27 percent will be qualified. No wonder the sales team gets frustrated.
Now look at this data from CSO Insights based on research into a representative sampling of B2B companies:
Average Performance B2B Pipeline
What does a lost sales cost your business?
In our strategy consulting, we work with a Funnel Opportunity Scorecard to track lead flow, sales activities and buy opportunities, one that replicates the best practices of top performers.
If you’re not sure you need this service, ask yourself:
- Are your salespeople chasing and wasting resources on unqualified prospects?
- Do your salespeople involve too many technical support people too early in the process?
- What percentage of qualified leads evaporate in the funnel, even when nurtured?
A Funnel Opportunity Scorecard gives CEOs and their sales leaders the insight needed to make important personnel or process changes.
With access to actionable data, you improve forecasting, lead quality, and close ratios.
It’s all about moving your sales forward.Next: Win-Loss Deal Reviews