Have you finished your sales-and-marketing plan for 2015? Awesome! But you might want to make changes, after you read the findings from a study conducted by Implisit.com.
Implisit analyzed the conversion rates of hundreds of companies, in order to discover the channels that offered the best B2B customer conversion channels. The findings are summarized in an infographic below.
Events and purchased lists had the lowest lead-to-conversion rate of 14 options. On the other hand, referrals performed the best for customer conversion, as did websites and social media. (For an excellent book on how to build referrals, get John Jantsch’s The Referral Engine: Teaching Your Business to Market Itself.)
The Implisit research also breaks down conversion rates by sales stage. One important finding: webinars are great for generating leads, but webinar leads don’t close well.
The companies in Implisit’s study converted 13 percent of their leads into opportunities, and 6 percent of opportunities to customers.
The average amount of time it took to turn a lead into an opportunity was 84 days, but it took 18 days to transform an opportunity into a customer.
How does your business compare?