Sensible Marketing Blog

    18 Lead Nurturing Stats Every Marketer Must Know

    [fa icon="clock-o"] July 21, 2014 [fa icon="user"] Larry Levenson [fa icon="folder-open'] lead nurturing, lead scoring

    lead-nurturing-stats-for-marketersBy and large, marketers have mastered acquiring high-quality leads, but they strike out when it comes to nurturing them. Despite having the ability to contact 92 percent of leads, Forbes’ research shows that brands touch base with only a quarter of them.

    In order to be an effective marketer, you'll need to continue talking to, sharing content with, and engaging those leads who may be stuck in the middle of your funnel -- caught between their first conversion and a sales call.

    This is where lead nurturing can play a vital role, enabling us to continue to educate, inform, and build a solid relationship with those leads to push them closer toward the bottom of the funnel and transform them into a much more qualified sale that's way easier to close. And delivering more sales-ready leads is important in the process of integrating sales and marketing and driving ROI!

    • A whopping 68% of B2B organizations have not identified their funnel. (Source: MarketingSherpa) Tweet This Stat
    • 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa) Tweet This Stat
    • 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (Source: MarketingSherpa) Tweet This Stat
    • 65% of B2B marketers have not established lead nurturing. (Source: MarketingSherpa) Tweet This Stat
    • 79% of B2B marketers have not established lead scoring. (Source: MarketingSherpa ) Tweet This Stat
    • 22% of B2B organizations touch leads with lead nurturing on a weekly basis. (Source: MarketingSherpa) Tweet This Stat
    • 34% of B2B organizations touch leads with lead nurturing on a monthly basis. (Source: MarketingSherpa) Tweet This Stat
    • Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research Tweet This Stat
    • Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: The Annuitas Group) Tweet This Stat
    • Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Source: Gartner Research) Tweet This Stat
    • Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate. (Source: CSO Insights) Tweet This Stat
    • Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts. (Source: SilverPop/DemandGen Report) Tweet This Stat
    • Lead nurturing emails generate an 8% CTR compared to general email sends, which generate just a 3% CTR. (Source: HubSpot) Tweet This Stat
    • Organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not. (Source: MarketingSherpa) Tweet This Stat
    • Nurtured leads produce a 20% increase in sales opportunities versus non-nurtured leads. (Source: DemandGen Report) Tweet This Stat
    • Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. (Source: The Annuitas Group) Tweet This Stat
    • Companies that excel at lead nurturing generate 50% more sales at 33% lower cost. (Forrester Research) Tweet This Stat
    • Companies that invest in marketing automation solutions see 70% faster sales cycle times, and 54% improvement in quota achievement. (Bulldog Solutions) Tweet This Stat

    Lead nurturing is one of the most important functions of sales and marketing, and yet it somehow often gets overlooked. It’s a good idea to always be checking to make sure that your lead nurturing programs are in place and that they are working, so that no leads get lost.

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    Photo courtesy of Robbie Grubbs via photopin

    Larry Levenson

    Written by Larry Levenson

    Larry is the Chief Inbound Officer of Sensible Marketing, a boutique marketing agency in Phoenix, Arizona, and a frequent speaker on inbound marketing topics. You can connect with him on LinkedIn:

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