B2B marketing needs raw business opportunities. This means that business leads are the raw materials needed to run the industry itself. Whether if it is a business leads or a sales leads, the common ground really is to find new avenue for their clients.
But in our marketing experience, it if often a misconceptions of our marketers and online researchers to perceive an inquiry from a lead. So, what is it then? Does that sound really dangerous in running the marketing process? My answer is yes. It’s a big deal for a marketer not to properly spot an inquiry from a deal.
Research shows that as much of 71% of inquiries are left unanswered and 36% are never followed up. The results is from the moment marketers collect information such as these and dump them over to sales, no one wins. There is no return of investment here. That means, we have to be smart and judge whether we qualify an inquiry to a lead. Read more →