HubSpot's State of Inbound 2015 Report is out and the results show that the #2 Priority Among Sales Leaders is Funnel Efficiency. (You can download a full copy of the report at the bottom of this article)
It’s no coincidence though that Funnel Efficiency is the 2nd biggest challenge at the very same time that Inbound is becoming more and more mainstream within companies of all sizes around the world.
Why? There are 2 major reasons.
- Inbound leads are less qualified initially by nature, which is resulting in longer sales cycles and inefficiencies of time being wasted by sales people on unqualified leads and marketers mishandling these leads from inception.
- Legacy lead management processes don't incorporate marketing & sales integration aligning with the new “buyer’s journey” and inbound strategies which is resulting in increased funnel leakage, missed opportunities, missed quotas and wasted money.
That’s the bad news.
The good news is that inbound leads ultimately close at exponentially higher rates than outbound leads, they just need a little more TLC and that in turn is where you’ll get to once you’ve made your funnel more efficient.
To improve Funnel Efficiency we first need to understand the 2 main reasons for funnel inefficiency:Read More