Historical lead yield values often fail to reflect the current value of your lead generation efforts due to marketing changes or environmental shifts. This is where cohort analysis of pipeline and revenue development comes to the rescue.
The following is a guest post from Craig Wortmann of Sales Engine, a tools and services firm dedicated to providing sales professionals with the knowledge, skills and discipline they need to be successful.
How do you know when the time is right to follow up with a lead? The answer is hidden in a user's behavior - the interactions a lead has with your website, the pages that they view and the types of emails that they engage with.
So you want to grow your SaaS product’s revenue, and you need to get more leads for your sales team in order to continue your rapid growth trajectory. Just one problem: the leads aren’t coming your way.