Sources: Aberdeen Group, Content Marketing and Sales Effectiveness Survey, MarketingSherpa, SAVO

Following The Right Signs To Accelerate

DealsWhile marketing is tasked with generating leads and supporting the lead conversion process, sales is focused on accelerating opportunities through the funnel and improving close rates.

This infographic highlights key stages and major milestones to show how sales provides buyers with the right information, when

they’re looking for it, to help achieve those goals.

Starting At The Top

Going Back For More

Harnessing The Power Of Content

Right Content At The Right Stage

Accessing Relevant Information

Closing The Deal

It takes leading companies

One third of businesses send at least

Only

237

50%

36%

52%

50%

21%

to close just one deal vs. 350 for companies that are deemed average.

back into their sales system for more nurturing vs. converting them into an opportunity.

marketing touches

of their prospect leads

of leading companies

Nearly

of leads

of leading companies

1

2

3

4

5

6

are measuring content’s impact on the sales cycle, and that drops to 24% among average companies.

The conversion rate of a marketing response to a marketing-qualified lead is 14% for companies that have aligned content with specific funnel stage vs. only 4% for firms that have not aligned by stage.

have a process to align content with a specific sales funnel stage vs. just 27% for average companies.

The sales team needs the right resources — content, collateral and coaching — to move buyers along. High-performing reps require persona knowledge and assets, as well as tools that help them customize their interactions with prospects.

of sales reps do not understand their own company’s content marketing strategy.

With careful lead nurturing throughout the process,

can be converted to sales – as evidenced by some of today’s top marketers.

237

350

24%

36%

50%

21%