B2B marketers across industries have one fundamental goal in common: ensuring their sales team has a surplus of qualified leads to draw on to meet their goals. If marketing isn’t generating leads, sales can’t sell . . . and that means something needs to change.
Unfortunately, the process of delivering promising leads gets more and more complicated every year. Marketing methods are evolving and changing rapidly, and the proliferation of channels has created a complex web of touchpoints. According to a recent study from B2B online, Online Marketing: The Next Frontier of Email, Display, Search & Social, more than six out of every ten B2B marketers (63 percent) find it difficult to meet the demands of the sales pipeline with their current set of approaches.
Many of the challenges B2B marketers face involve qualifying leads in the digital era, and then tracking the effectiveness of digital campaigns. They’re having trouble with:
Tracking marketing campaigns
Many marketing pros aren’t effectively tracking and quantifying results for digital campaigns. Many marketing pros are tracking certain metrics, but they’re not getting closer to effective measurement. What are the right metrics to track? What does success look like? Which leads are converting? Where are the high-performers?
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Not having enough qualified leads
Success requires quality, not quantity. But some digital marketing methods are still in beta, Long sales cycles and disparate systems, lacking integration across channels makes it difficult for marketers to identify leads that will actually convert. Improved segmentation can help, and you’ll need to adapt lead scoring processes to today’s digital channels, as well.
Sales acceptance of leads
The conversion of marketing qualified leads to sales accepted leads is decreasing in the wake of new digital methods—especially for social media marketers. New definitions may be required and agreed upon, as sales and marketing both re-think what makes a lead valuable.
Less interaction between buyers and sales representatives.
Buyers have less contact with sales representatives than ever before, and they’re paying more attention to recommendations and referrals from their online networks. If sales can’t get a foot in the door—and credibility with their targets—it’s likely they won’t make their numbers. In fact, now B2B marketers don’t even engage with sales until leads are 57% of the way through the purchase process.
B2B marketers are passionate about the possibilities of digital channels, but unless these channels start filling the pipeline, the advantages digital channels offer and if they can find a solution that supports their goals, sales will get on board as well.