Study Shows Nurtured Sales Leads 9 Times More Likely To Convert To Appointments
Nurtured BtoB sales leads are nearly nine times more likely to result in sales appointments than cold calls, according to a recent internal study conducted by Sales Engine International, a BtoB integrated marketing and sales acceleration firm.
For the study, Sales Engine International tapped into the same BtoB marketing sales “road map” that it implements for clients. The company used itself as an example to analyze how marketing can be leveraged to drive sales appointments. Paul Rafferty, Founder and CEO of Sales Engine, noted that that the company’s predictions of the number of nurtured leads to sales was more pronounced than expected.
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DemandGen International, Inc.,
Companies in retail and entertainment have seen success in driving customer engagement with gamification tools. While applications like foursquare, Farmville and even Facebook Places have made brand interaction a game by allowing consumers to collect prizes, points and badges in exchange for coupons and free goods, it’s been difficult to crack the code on how BtoB companies can leverage the strategy to engage buyers.