Marketers judge the success of their campaigns on the number of inquiries they receive, there is a chance their results are largely overstated. A campaign that brings in a lot of inquiries may in reality be generating very few leads, whereas a campaign that generated few inquiries may be generating more solid leads. This will improve the efforts of your sales team as well, and who doesn’t love great sales and marketing alignment. When the marketing team validates leads, the sales team spends less time sifting through a lot of non-leads and more time moving prospects further along the funnel.
- After building a lead generation campaign, one thing should be clear: how you are going to manage the many inquiries your site will generate.
- Lead validation, which is the process of separating sales leads from non-sales-related conversions, will give you the most accurate data from your lead generation campaigns
- Most leads, 85 percent, converted on the first visit. After the first visit, the drop-off is significant, proving that site quality is a big deciding factor for website visitors.
“When the marketing team validates leads, the sales team spends less time sifting through a lot of non-leads and more time moving prospects further along the funnel. This will get the best leads into their hands in the most effective way, improving follow-up response time and quality close rates.”