Today more than ever, sales needs marketing’s help. Busy customers are making traditional sales methods less and less effective. Sales metrics that once had sales teams fist pumping around the office in success, are making for discouraged sales teams.
In fact, B2B sales prospects often go through 57% of the sales process before even talking to a sales team. The modern buyer educates themselves by reading blogs, downloading white papers and signing up to receive more information.
That means that the chances of catching them on the phone is highly unlikely. According to a past study from MarketingSherpa, 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance.