MQL to SQL handoffs, coverage, velocity and the metrics that predict the quarter.
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Lead follow up is the process of reaching back out to a prospect after they’ve shown interest in your business. That interest might come through a form fill, phone call, content download, event…
Pipeline coverage is one of those metrics that looks simple until someone tries to act on it. The math is straightforward. The interpretation is where most teams get it wrong. Most business owners…
An MQL, or Marketing Qualified Lead, is a prospect who has shown enough engagement with your marketing content to be considered more likely to become a customer than the average visitor. The…
Revenue does not start when a deal closes. It starts the moment someone finds your brand — and how you track everything between that first touch and the signed contract determines whether your…
Most marketing leaders can tell you exactly how many leads they generated last quarter. Almost none can tell you how many of those leads became revenue.
If you’re not where you expected to be, a quick marketing audit will help you work out exactly where your pipeline is slipping – and what you can do to correct it.
Manufacturing events are one of the few moments in B2B where buyers actively come to you. Make sure you’re ready to make the most of every conversation.
Find out what makes something a marketing qualified lead and get our top tips on how to generate more MQLs. For many B2B marketers, the Marketing Qualified Lead (MQL) is a critical milestone,…
Most B2B teams lose pipeline not at the top of the funnel, but in the handoff. Here’s what’s breaking the MQL-to-SQL conversion process and how to fix it.
Most marketing leaders can tell you exactly how many impressions their last campaign generated. Fewer can tell you how many of those impressions became qualified conversations with a salesperson.…
Sales velocity is the one metric that tells you whether you’ll hit your revenue target before the quarter ends. Here’s how to calculate it and, more importantly, how to move it.
A structured B2B lead management process is one of the most direct levers for improving pipeline quality, shortening sales cycles, and closing more deals.