B2B Marketing: The 7 most important stages in the teleprospecting funnel

Funnel measurements have two important benefits in B2B lead generation:

1. Helping marketers forecast outcomes. By tracking the conversion percentages, marketers can apply those conversion percentages to each new campaign and predict what the outcome will be before the campaign occurs. Such predictions are very helpful in capacity planning and budgeting.

2. Helping marketing identify funnel leakage and optimize revenue production. Marketers can apply both their own internal, historical baseline conversion ratios (i.e., an aggregation of conversion ratios) and industry benchmarks, like those gathered by MarketingSherpa.