By RainToday Research
In our recently released research What's Working In Lead Generation, we asked participants to report what percentage of their leads typically arrive as "sales-ready," "needs nurturing," or "disqualified." Look at the graph below and notice that, on average, half of all leads require further nurturing before the "elusive time of need" arrives.
Takeaway: Nurture the leads you have. Many companies let the leads they work so hard to generate drop out of their pipeline.* In our experience, service businesses are better at staying on sales-ready leads, and notoriously bad at staying on leads that need further nurturing.
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