SiriusDecisions research shows that most B2B purchasing decisions are made by teams consisting of multiple individuals. Organizations that focus on individual lead counts and conversion metrics may be distracting themselves from producing pipeline and revenue. This SiriusDecisions Research Brief, “Why Your Falling Lead Conversion Rates Are a Good Thing (And What to Measure Instead)” explains that by focusing on and measuring buying group activity, rather than individual leads, you will develop a more meaningful assessment of the health of your B2B revenue engine.
Read this brief to better prepare your organization to:
- Recognize and measure buying group activity with better data and insights
- Convert multiple leads together as a buying group and not as individuals
- More effectively respond to demand from key accounts and prospects
Download this brief today.