21st Century Public Relations

Instead of seeing marketing activities in isolation, marketers need an end-to-end view of buyer engagement. It’s not about the first “touch” that brings a prospect into the sales funnel, or the last “touch” before signing a deal. It’s about tracking all the touch points at which a prospect connects with your marketing programs, and measuring those multi-touch impacts.

So how do you do it? Here are four marketing analytics for demonstrating marketing’s ability to drive revenue:

Flow: Where are prospects connecting with your marketing programs?
Balance: How many prospects are in each stage of the sales funnel?
Conversion: What’s the ratio of movement from stage to stage?
Velocity: What’s the rate of movement from stage to stage?