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How do you go about pinpointing where leads are falling off and how did you resolve it?

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2 Answers
Digital Marketing Strategy
  1. Melissa Perez
    Melissa Perez

    Splunk Director, Americas Field Marketing; Industries, Commercial and Latin America • 7mo

    Ahh, leads falling off, what a fun topic. We work very closely with our marketing operations team on our sales reporting (Marketing Contributed Pipeline). One of our comparison reports shows the lead numbers for our marketing tactics quarter over quarter and year over year. This comparison report is invaluable to look back and see where incoming leads are falling off by tactic type. From here, we take a few approaches. 1 - We meet with our digital sales team to talk about the lead flow by the ta ...Read More

    1,221 Views
  2. Erika Barbosa
    Erika Barbosa

    Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3y

    This is where analytics skills come in handy :) To pinpoint where leads are falling off will largely depend on your go-to-market motion. The process will look very different from an SMB org, to a product-led growth org, to a sales org. That being said, you need a way to visualize the user path and understand counts and percentages along each step of the way to identify where the dropoff is occurring. I’ve personally never seen a 'perfect way' to go about this. It is also so specific to your org ...Read More

    768 Views

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