This document provides key facts and statistics about various digital marketing strategies including email marketing, social media, SEO, content marketing, blogging, lead generation, and sales. It covers metrics and best practices for each channel such as open rates, click-through rates, and effective times for posting or making calls. The document also includes sources for the information provided at the end.

1. SALESSTAFF
A collection of by-the-numbers
facts that every sales and marketing
professional needs to know

2. TABLE OF
CONTENTS
Email Marketing
Social Media
Facebook
Twitter
LinkedIn
SEO
Content Marketing
Blogging
Lead Generation
Sales
Sources
About SalesStaff

3. EMAIL
MARKETING
64% of email recipients open email
based on subject line alone
58% of emails with subject lines fewer
than 10 characters are opened
Shhhh...‘Secrets’ is the most clicked
lead-nurturing subject line word
Personalized subject lines are 22% more likely to be opened
SUBJECT LINES
18X
CONTENT
more revenue from relevant emails
compared to broadcast emails
14%click-through
improvement
with
personalized
emails
10%conversion rate
improvement
with
personalized
emails
LEAD NURTURING
4-10Xmore response rate from
lead nurturing emails compared
to standalone email blasts
GENERAL
1%increase in unsubscribe rates
among lead nurturing emails,
indicating their effectiveness
in removing unqualified leads
of marketers indicate that email is their
most important digital marketing tool
< of all emails received
in 2012 were spam
13%of all leads were generated using email
marketing, according to marketers
19%<
69%
of subscribers say that too
many emails is the No. 1 reason
they unsubscribe from email
8 9 B I L L I O Nbusiness emails are sent every day by workers worldwide
8 9 , 0 0 0 , 0 0 0 , 0 0 0
Email
Opens
By Hour
<
12:00am
1:00am
2:00am
3:00am
4:00am
5:00am
6:00am
7:00am
8:00am
9:00am
10:00am
11:00am
12:00pm
1:00pm
2:00pm
3:00pm
4:00pm
5:00pm
6:00pm
7:00pm
8:00pm
9:00pm
10:00pm
11:00pm
Email
Opens
By Day
<
Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
1
2 3
2
4
5 5
6
3
7
8
9
3
10
11 11

4. SOCIAL
MEDIA
GENERAL FACTS
The Top Three Social
Networks used by
B2B Marketers are:
LinkedIn (91%)
Twitter (85%)
Facebook (81%)
The percentage increase in job postings for
social media positions on LinkedIn since 2010.
TOP 5 CITIES FOR JOB OPENINGS
WITH “SOCIAL MEDIA” IN TITLE
1
NYC
3
S.F.
4
LONDON
2
L.A.
5
CHICAGO
84%of B2B marketers use social
media in some form
62%of marketers said
social media became
more important in
the last six months
59%of marketers use
social media at
least six hours
per week
100%higher lead-to-close rate
for social media compared
to outbound marketing
36%of B2B executives
have a “low interest”
in social media
12%of B2C executives
have a “low interest”
in social media
LinkedIn
Facebook
Blogging
Twitter
YouTube
Google+
Forums
Pinterest
How B2B Uses
Social Media
29%
29%
19%
16%
4%
3%
1%
How B2C Uses
Social Media
67%
11%
10%
5%
4%
2%
1%
1%
96% of B2B marketers measure
number of fans and followers
89% meaure traffic
84% measure mentions
55% track share of voice
51% track sentiment
13
12
13
5
1415
15
16 16
14
14
17

5. 42%of marketers say Facebook
is critical or important
to their business
75%the percentage increase
of businesses that say
Facebook is critical or
important to their business
70%the percentage decrease
in likes and comments when
auto-posting
20%of Facebook-connected
users are on Pinterest daily
600,000The number of mobile users
Facebook adds every day
45-54This age group is the
fastest-growing
on Facebook
23%of Facebook
users check their
account every day
47%of marketers say
Facebook is overrated
as a marketing platform
77%of brand posts
shared on
Facebook
are photos
FACEBOOK
SOCIAL
MEDIA
15
15
18
19
20
21
18
22
22
40

6. 2XB2B marketers who use
Twitter generate, on average,
twice as many leads as
those who don’t
4Xthe rate of time
people spend on Tumblr
and Pinterest compared
to Twitter
2-3Xthe rate at which
Pinterest retains and
engages with users compared
to Twitter at a similar time
in their histories
71%of tweets
are ignored
23%of tweets
generate
a reply
6XTwitter ads costs nearly
six times as much as
Facebook
8-24XBut, the CTR for Twitter
is 6 to 24 times higher
than Facebook
MOST FAVORITED TWITTER
APPS AND PLATFORMS BY
B2B MARKETERS
Desktop/Web App
Mobile App/Platform
Twitter.com
Tweet Button
Twitter for iPhone
LinkedIn
HootSuite
Twitter for iPad
TweetDeck
Instagram
foursquare
Twitter (Android)
80%
76%
51%
35%
34%
24%
18%
13%
18%
13%
TWITTER
SOCIAL
MEDIA
24
22
22
25
22
26
27
26

7. 91%of users use the
free version of LinkedIn
45%of B2B marketers have
gained a customer through
LinkedIn
of visits from social
media sites to corporate
websites come from
LinkedIn
20%of LinkedIn users
are under the age of 30
1.7millionLinkedIn followers for Google,
which has the largest presence
on LinkedIn
11%of users spend
more than eight
hours on LinkedIn
per week
10The ten most liked
brands on LinkedIn
are all B2B
64%
SOCIAL MEDIA MOST
SUCCESSFUL AT
GENERATING
LEADS
35%
30%
25%
20%
15%
10%
5%
LINKEDIN
SOCIAL
MEDIA
25
22
28
29
30
31
28
23

8. Every month there are more than 10.3 billion Google searches
78%of those searches in the U.S. are
researching products and services online
of B2B marketers say SEO
has the biggest impact on
their lead generation goals
of B2B marketers plan to
maintain or increase SEO
budgets
98%
33%of organic search
clicks go to the
first result
of B2B buyers begin their buying
process with informal research
about business problems
which is almost twice
as much as the numbers
2 through 5 combined
and more than numbers
5 through 20 put
together
Google
Bing
Yahoo!
Ask
AOL
Search
Engine
Usage
February 2013
If at first you don’t succeed . . .
89%of users will modify their search and
try again if first results fail.
<
WEB MARKETING
SEO
32
33
34
34
35
36
36
36
34
23

9. CONTENT
MARKETING
OF MARKETERS
USE ARTICLES
A R T I C L E S & V I D E O
42%of B2B marketers
believe they
are effective at it
34%of B2C marketers
believe they
are effective at it
of marketers want
to increase investments
on curated content
marketing
ARE THE 2 MOST POPULAR
FORMATS FOR CONTENT MARKETING
ORGANIZATIONAL GOALS FOR
B2B CONTENT MARKETING
OF MARKETERS
USE VIDEO
Customer testimonials are the most
effective form of content marketing.
I love this
product!
<
The top
challenge for
content
marketers is
“lack of time.”
of marketers use
content marketing
but only
BrandAwareness
CustomerAcquisition
LeadGeneration
CustomerLoyalty
ThoughtLeadership
Engagement
WebsiteTraffic
LeadMngmnt
Sales
79%
74%
71%
64%
64%
63%
60%
45%
43%
<
37 37
37
38
38 38
39
40
41

10. CONTENT
MARKETING
BLOGGING
92%
of companies who blogged multiple
times a day acquired a customer
through their blog
81%of marketers rated their blog
as useful or better
Two-thirds of blog readers say a brand
mention or promotion within the context of
the blog influences their purchasing decision.
<
Among U.S. adults aged 18-34, four-fifths say
bloggers “can be very or somewhat influential in
shaping product or service purchasing decisions.”
<Companies with more
than 200 blog
articles have
the leads than those
with 10 or fewer
of B2B companies
maintain blogs
62%of B2B marketers rate blogging as
an effective content marketing tactic
3
3
3
42
12
12
3
42 42

11. SALES
LEAD GENERATION
80%
70%
60%
50%
40%
30%
BIGGEST
CHALLENGES
FOR B2B MARKETERS
78%
60%
55%
52%
46%
4-5 p.m. is the best
time to make cold calls
<
6.25 Hours: The average time
it takes the average inside
sales rep to set 1 appointment
<
of companies report struggling
with lead generation
O N L Y
27% 25%
of B2B leads are
sales-ready when
first generated
of leads are
legitimate and
should go to sales
3.68
The average inside sales
rep makes 8 dials per hour
<
< 11a.m. &
2 p.m. are
the worst
times to
make cold
calls
MONDAY TUESDAY WEDNESDAY FRIDAY SATURDAY SUNDAY
Thursday is the best day to prospect.
THURSDAY
Wednesday is the second best.
the average
number of call
attempts it takes
to reach a prospect
in 2013
the average
number of call
attempts it took
to reach a
prospect in 2007
8
5-10%the percentage of leads
that convert to sales
for marketers
25%don’t know their
conversion
rates!
43
44 45
46
46
47
47
46
46
47
48
48
49

12. SALES
GENERAL
?
of sales go to the vendor that
responds to the prospect first
of companies
report that their
sales reps need
help figuring
out which
accounts to
prioritize
45%
of sales reps feel
they do not have
the right info
before making
a sales call
42%
4% OF THE SALESPEOPLE IN THE U.S.
SELL 96% OF THE GOODS AND SERVICES
5th-12th Contact
Fourth Contact
Third Contact
Second Contact
First Contact
of customer say
they’d give
referrals
91%
but only
of sales people
ask for them
11%
the percentage of
customers the
average company
loses every year
14%
In sales presentations, visuals
are processed 60,000x faster
in the brain than text
The Last 5 Minutes
of a sales presentation are
the most memorable
47
50
51
51
53
53
54
43
43

13. SOURCES
1 Chadwick Martin Bailey
2 Adestra July 2012 Report
3 HubSpot
4 Jupiter Research
5 Aberdeen Group
6 SilverPop/DemandGen Report
7 BtoB Magazine
8 The Radicati Group
9 Chadwick Martin Bailey
10 Mashable
11 Sign-up.to
12 FlipCreator
13 The Strategy Web
14 Social Media Examiner
15 State of Inbound Marketing
16 BizReport
17 Awareness, Inc.
18 Digital Buzz Blog
19 AppData
20 Techvibes
21 Fast Company
22 iMedia Connection
23 comScore
24 RJMetrics
25 Social Media Today
26 Smart Insights
27 Leadtail
28 The Undercover Recruiter
29 eConsultantacy
30 TrackSocial
31 BizJournals
32 MindJumpers
33 Marketing Charts
34 B2B Marketing
35 Performics
36 Chitika
37 eMarketer
38 e-Strategy Trends
39 Social Times
40 Content Marketing Institute
41 @Robert_Rose on SlideShare
42 New Media and Marketing
43 Lattice Engines/CSO Insights
44 MarketingSherpa
45 Gleanster Media
46 Ovation Sales Group
47 InsideSales.com
48 B2B Technology Marketing Community
49 Placester
50 Harvard University and Gallup
51 Neo Mammalian Studios
52 Sales Partners
53 Dale Carnegie
54 BusinessBrief.com

14. ABOUT US
Our company evolved from
a 1990’s consulting practice that
guided hundreds of CEOs and
Entrepreneurs on the implementation
of sales training, systems and
processes; staffed thousands of sales
people; and created branding,
messaging and go-to-market plans
for hundreds of hi-tech and B2B
clients.
Today, that experience is the
foundation for a hybrid demand
generation operation piloted by a
highly experienced and talented
team of sales leaders at SalesStaff
LLC. More than 10,000 sales
appointments and leads are
generated annually for our clients.
We are changing our industry in a
better direction that leverages
outbound prospecting, business
intelligence, and a
performance-based production
model.
The collective impact to client sales
pipelines is more than a billion dollars
of new sales opportunities entering
funnels every year. SalesStaff provides
high-level appointment setting and
demand generation services for
business-to-business technology
companies through the deployment
and management of quota-based
marketing programs.
We research opportunities and
successfully secure meetings with key
executives and generate leads on
behalf of our clients’ B2B sales teams
to expand their sales pipelines and
accelerate sales cycles.
SalesStaff stands firm on our
commitment to clients to do what we
say we will and deliver quality sales
appointments, leads, and sales
intelligence.
WHAT OUR CLIENTS
SAY ABOUT US
An IT Security Client
”In evaluating Demand Generation vendors, we found
the pay-for-performance model offered by SalesStaff to
be extremely attractive. Other per-month or per-rep
models we evaluated didn’t provide a firm guarantee
of results. So we were eager to work with SalesStaff,
and have been more than pleased with the results.”
A Managed Services Client
“What we liked most about working with the team at
SalesStaff was the open communication we had
throughout the course of the campaign. They were
always available to discuss critical aspects of the
campaign. In addition, they successfully developed a
structured process to follow-up with key prospects.”
A Workforce Management Client
“What I like most about working with the SalesStaff
team is that they do what they say they’ll do.”