HomeResearch Articles CRO, CMO, CSO KPIs: Why Your Falling Lead Conversion Rates Are a Good Thing, and What to Measure Instead

CRO, CMO, CSO KPIs: Why Your Falling Lead Conversion Rates Are a Good Thing, and What to Measure Instead

  • Buying in B2B is a group activity; when an organization researches solutions, many group members are involved and show up as web traffic and leads
  • Failing to recognize that many individual leads represent one selling opportunity skews demand management metrics and hinders performance
  • To optimize performance and assign credit for demand generation properly, organizations must focus on opportunity — not lead — creation and conversion
You must log in to client portal for full access to this content. Login

Take Action

Not a SiriusDecisions Client?