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05/23/2008

You can predict the future if you know the right numbers.

The person who can predict sales results from marketing programs is a vital part of the company and of the sales process. Fortunately, this isn’t difficult: 45% of all inquiries  will turn into a sale for you or a competitor within one year. In the short term, 22-26% of all sales inquiries will turn into a sale for someone within 6 months, 10-15% with 3 months. Note that I said inquiries. I did not say qualified leads. Qualified leads will convert at a higher percentage. This is known as the Rule of 45. Now that you can predict the future for all lead generating programs, what will you do with it?

Read the entire article at The Rule of 45: Predicting Sales Results From Inquiries.

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