conversion ratios
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How Our Veterinarian Can Help Improve Your Win Rate
- January 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most repeat business is handled by salespeople with a number of different titles but the two that describe most of them are, Order Taker and Quoter. The salesperson receives the call or email where the existing customer asks for the price on something they may or may not be currently buying from this company. The order taker/quoter says, “I’ll get a quote right off to you!” While some of those quotes or proposals convert to sales, many more do not. Why?
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Sales Hacks and How to Improve Your Lead Follow Up Conversions
- August 31, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have previously written about how important it is to quickly and consistently follow up on inbound leads. This article from September of 2013 included two great infographics that demonstrate lead conversion statistics. However, Russ, from FindAccountingSoftware.com, emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information.
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Aligning and Optimizing Sales and Marketing to Increase Conversions
- May 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you ever wonder how web pages help (or hinder) the sales effort? I do.
When salespeople follow up on leads their success has a great deal to do with the quality and freshness of the leads. When they fail they blame marketing for generating lousy leads!
On the other side of the coin, marketing looks at the NUMBER of leads generated for the sales force and how many of them convert to opportunities and business. When the salespeople are ineffective at converting, marketing blames it on the sales force.
When sales and marketing are aligned and optimized (lead emphasis on quality and sales emphasis on process), sales increase dramatically.