This is a guest post by Sarah Goliger, an inbound marketer at HubSpot. HubSpot is a marketing software company based in Cambridge, MA that makes inbound marketing and lead management software. HubSpot is also the sponsor of Marketing Pilgrim’s Inbound Marketing channel.
If you’re generating leads for your business, you should know that roughly 50% of those leads will not be ready to buy immediately, according to Gleanster Research. What can you do, as a savvy inbound marketer, to convert more of those leads into customers? The answer is lead management.
By nurturing them with content that is closely-targeted to their needs and interests, you can educate your leads and pull them through the initial stages of the buying cycle until they are ready to be handed over to your sales team. But how do you know when a lead is ready for that first sales call? With the latest analytics tools and lead management software it’s easy to track behavior on your website and collect data that will help you make smarter marketing decisions.
Here are 5 B2B buying signals you should look out for and specific actions you can take to increase your sales.