From ISBM, 70% Marketing Generated Leads Not Pursued

Great read from the Institute for Study of Business Markets (ISBM) on the life cycle of a sales lead after it’s generated by a marketing department.  According to their findings, nearly 70% of leads fall into the “black hole” where they’re simply not pursued by the sales force at all.  The reason for this is generally associated with several varying factors competing with sales reps time, ability to cultivate new relationships, etc.

The question you have to ask yourself as a marketer is are your trade show leads getting sucked into a black hole, and if so, why?

Courtesy of AMA’s Marketing Power News.