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Infographic: Building a lead nurturing funnel

Author's avatar By Danyl Bosomworth 28 Sep, 2011
Essential Essential topic

Useful infographic from Marketing Sherpa to promote their forthcoming B2B Marketing Summit. Marketing Sherpa have a lot of data and significant expertise around integrated marketing in the B2B space. Their graphic focusses on key insights on a 5 stage marketing conversion funnel. Here's 3 take-aways that stand out to me:

  1. Based on Sherpa's survey data, the average percentage of leads that buy is 20% - though remember Eloqua's research that 80% of your leads simply buy from someone else! Their lead nurturing presentation on SlideShare is worth a look
  2. One third of B2B businesses have not identified their sales funnel, ouch. Have you!?
  3. Brand reputation and awareness remain relatively low in the minds of B2B marketers when compared to focussing on lead generation or conversion, yet surely that should be hand-in-hand? Maybe building your B2B brand in the thought leadership space (for your market) represents a big opportunity to pull in early prospects?

Author's avatar

By Danyl Bosomworth

Dan helped to co-found Smart Insights in 2010 and acted as Marketing Director until leaving in November 2014 to focus on his other role as Managing Director of First 10 Digital. His experience spans brand development and digital marketing, with roles both agency and client side for nearly 20 years. Creative, passionate and focussed, his goal is on commercial success whilst increasing brand equity through effective integration and remembering that marketing is about real people. Dan's interests and recent experience span digital strategy, social media, and eCRM. You can learn more about Dan's background here Linked In.

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