Marketing eBookDid you know that according to a recent BrightTALK statistic 80% of marketers report their lead generation efforts are only slightly or somewhat effective?

This is preventable!

Having an effective lead generation process is crucial for your organization’s success, though many businesses struggle to come up with their own definitions today.

If you fall into this boat, don’t fret. Knowledge is your best tool to remedy this, and our experts have the tips to ensure your confidence.

Here are some common reasons that organizations decide to develop a lead to opportunity process…


1. If you’re struggling to understand and develop lead definitions…

Have you ever wondered: What is a lead? What is the process for a lead to opportunity?

This may vary from organization to organization, but the core definition stays the same. While you are serving different markets and target audiences, and have a different sales cycle and conversion points, a lead, in essence, is a person or organization with an interest in what you are selling.

To define who this person is specifically for your organization, you will need to take a more comprehensive look at your business strategy and processes.

We dive deeper into what this means in the eBook, “Defining Your Process from Lead to Opportunity.”


2. If you’re struggling to understand the difference between MQLs vs. SQLs

When you begin to develop your lead to opportunity process, understanding MQLs vs. SQLs may be a challenge.

When is a lead ready to talk to sales? When should marketing keep nurturing them?

Developing and executing a lead scoring model helps to improve collaborations and alignment. Click To Tweet

We elaborate upon these important considerations within the aforementioned guide.


Young business people discussing business plan together at office3. If you’re struggling to convert leads to opportunities…

Do you struggle to bring sales and marketing together to ensure that the efforts of your marketing team are received and followed up on by your lead/sales team?

Alignment is a common concern for many organizations today.

We share best practice tips to address this concern in, “Defining Your Process from Lead to Opportunity.”


4. If you need help developing a customized opportunity definition…

In business, an opportunity is an account or contact that has been qualified, entered into your buying cycle, and is committed to working with you. You have already contacted, called, or met this person and understand their needs and requirements.

While this is another core definition, the specific attributes about what makes an opportunity for your organization differentiates among markets.

You may have multiple types, which we help break down in the guide.


5. If you are unsure about how to track and evaluate your lead conversion process…

What fields should you keep in mind as you track and evaluate your lead conversion process? There are many to keep in mind!

In, “Defining Your Process from Lead to Opportunity,” we help show you how you can use valuable tools like CRM to do it best.


6. If you need help using analytics to benefit your tracking conversion process…

Analytics are a huge benefit to your tracking conversion process, and CRM is a great tool to help you do it. Click To Tweet

Within CRM, you can track and gain visibility into many metrics and concepts. CRM helps you track how your team is doing as they convert leads to opportunities for your business.

Popular sales metrics you may track in CRM include:

  • Average sales cycle length
  • Average deal size
  • Opportunity win rate history and current expectations
  • Conversion rate of leads to opportunities
  • Best reps at winning opportunities
  • Ideal sales success/customer sales

Are you ready to define your process from lead to opportunity and learn more about how to craft one specifically for your organization’s functionality and goals?

Download your complimentary copy of, “Defining Your Process from Lead to Opportunity,” here.

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