From first lead to final invoice
One of the most challenging obstacles to marketing is the gap in time between a first lead and getting the job.
Especially in B2B, decision cycles can range from three months to four years. Throughout these cycles, and particularly in between each stage, it is important you remain front of mind without stalking your prospect with weekly, monthly and quarterly newsletters and brochures.
A recent survey asked participants in an industry webcast about the biggest roadblocks in their lead nurturing programs.
- 33.6% - Lack of strategy
- 18.1% - Lack of content
- 17.4% - Lack of staff
- 11.4% - Lack of skill set
- 11.4% - Lack of technology
- 8.1% - Lack of executive buy-in
The results present a clear picture of where companies need to invest their time and energy when creating marketing plans. Over half of the respondents admitted that not necessarily additional resources were required. They indicated that it was mainly a matter of clarifying responsibilities and using existing internal strategies and knowledge to strengthen their lead nurturing program.
If you remain unsure of where to start or how to put strategies into practise, please give me a call on 08 9221 9777 or shoot me an email at brad@imageseven.com.au to discuss the next steps.
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