3 reasons why companies are still missing the majority of leads that they generate
70-80% of leads marketers generate end up getting lost, ignored or discarded. – Source: B2B Lead Blog
This is an incredible statistic. Can you believe that such a stat exists?
I mean, these are companies who literally pay people to make sure that that this number doesn’t happen. Let’s take a look at some reasons why this stat exists.
Reason 1: The majority of corporate america still doesn’t utilize marketing automation systems
According to this article on Forbes, less Than 10% Of Companies are using marketing automation systems today. That’s quite a stat for a software that, when used correctly, can help;
- Nurture clients and prospects, automatically
- Result in 450% more conversions
- Make your sale bigger, when you do make the sale
Especially since these softwares are becoming more and more available to small businesses and even individuals, there’s really no excuse for not having your sales and marketing strategy managed in a marketing automation software.
Reason 2: Companies aren’t using CRM’s either
Similar to marketing automation softwares. CRM’s help you manage your sales process and contacts. I mean come on, the acronym stands for “Customer Relationship Management.” Is that not something that you would invest in as a business owner? Here’s why you should.
- Customers spend more money with your firm when they have a good relationship with your sales team.
- ROI – According to Bigcontacts.com, the average ROI for a CRM is $8.71 for every $1 spent.
- Productivity – citing the same article, sales reps saw a 26.4 percent increase in productivity when using a CRM.
Although there are plenty more reasons why you’d want to invest in a CRM, if those three aren’t sufficient enough for you, then you really need to consider a change in profession. :-).
Reason 3: The wrong person for the job
Hiring the right people to be involved in your sales and marketing is the difference between success and anti-marketing. If someone is going to be representing your company, whether that be in person or with marketing material, you need to make sure that they are properly motivated and trained on what it is that you do.
Just take for example the sales position. If this person is poorly compensated and unhappy, or just not a good salesperson, they are going to let leads slip through the cracks. The same is true with marketing. If they aren’t happy, well trained, or good at their job, you’re not going to see great results with what they are accomplishing.
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