Best B2B Lead Generation Tactics
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Best B2B Lead Generation Tactics

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Visit us at http://www.gomomentum.com/ ...

Visit us at http://www.gomomentum.com/

Each year, companies invest hundreds of thousands of dollars in developing websites and marketing content to generate opportunities for its sales team, but many fail to pick up the phone and follow up with leads appropriately and end up wasting the time, money and effort it took to produce the lead in the first place. For a business to see truly significant revenue growth, this technology needs to be backed by a targeted sales strategy.

How quickly and how persistently should the response be to marketing-generated inquiries? What is the most effective way to reach leads and enter them into the sales process? What are the best times and best days of the week to reach a decision maker? Is there a form of content marketing that leads to the most qualified leads? Momentum did some research, compiled all of the most fascinating data and created a cheat sheet for sales excellence.

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Best B2B Lead Generation Tactics Presentation Transcript

  • 1. Best B2B Lead Generation Tactics:Guide to Qualified Leads, Accelerated Deals
  • 2. CALL FAST CALL OFTEN REAL, MEASUREABLE SALES GAINS CAN BE MADE IN A MATTER OF HOURS, OR EVEN MINUTES, 85% OF SALES TEAMS DON’T TRACK CALL BY DEVELOPING A TARGETED SALES APPROACH. RESPONSE TIMES. 500 8TH HOUR 1,000 7TH HOUR 6TH HOU When To Call How Soon To Call 5TH HOU R FRIDAY The best days to call are Wednesday Odds of reaching a new sales lead: R 1 SDAY-- and Thursday. Sales reps are 50% 10x after the first 60 minutes 4TH HO UR THUR 3RD H DNES DAY - more likely to both contact and qualify 100x if called in 5 vs 30 minutes OUR WE 2ND HO TUESDAY-- a lead on those days. UR DAY-- Odds of qualifying that sales lead: 1ST HO UR MON 6x after the first 60 minutes 21x if called in 5 vs 30 minutes 2 CYAN BLUE DARK GREY Average number of calls before making contact with the lead Average number of Sales team response CYAN BLUE calls before qualifying time from when lead the lead is generated to the point of contact. 3 13,000CONTACTING A LEAD: QUALIFYING A LEAD: Chances of contacting Chances of qualifying BEST TIME WORST TIME BEST TIME WORST TIME 4-6 11-12 8-9 4-5 1-2 a lead increase 114% a lead increase164% PM NOON by calling during AM PM PM by calling during the the best time. best time.
  • 3. CALL EVERY LEAD51.4% OF ALL LEADSARE NEVER CALLED.ON AVERAGE LEADS AREONLY CALLED 1 TIME.COMPANIES THAT CALLMORE THAN ONCE SEE A # OF CALL ATTEMPTSHIGHER CONTACT RATE. 39% 72% 93% CONTACT RATE
  • 4. QUALITY LEADS + SALES EXCELLENCE = REVENUE GROWTH 1 % 00 SALES SUCCESS
  • 5. FACE TO FACE MEETINGS40% OF PROSPECTS CONVERTED TO NEW CUSTOMERS 91% OF BUSINESSES BELIEVED IT WAS MOST CRITICAL FOR PERSUASION
  • 6. IMPORTANTSEOELEMENTS% OF COMPANIES THATUSE THE FOLLOWINGSPECIFIC SEO ELEMENTS 84% G B LO G G I N K E Y W O R D S/ P 72% S % 51 G TA M N ET IO HR A-D 4% ES C R I P T 6 AS TIT ES LE T AGS N IO 58 % R AT EG S O C IA L M E DI A I N T
  • 7. % OF COMPANIES THAT USE: 80%CONTENT MARKETING 70%90% OF COMPANIES USE CONTENT 60%MARKETING. 60% PLAN TO INVEST MORE 50%TO THIS AREA IN THEIR 2013 BUDGET 40% E-NEWSLETTERS WHITEPAPERS SOCIAL MEDIA 30% WEBINARS 20% VIDEOS 10% 0% SUCCESS RATE FOR B2B LEAD GENERATION 40% 43% 60% 65%
  • 8. SOURCES• Harvard Business Review: Cold Call Tactics That Increase Sales• How Social is B2B? by InsideView• 72 Fascinating Social Media Marketing Facts and Statistics• Google’s 2011 B2B Marketing Guide• A 2012 Retrospective: Lead Response Management Research Paper• 360 Partners• The Value of Face-to-Face Marketing in the Virtual Age
  • 9. Momentum is a premiere residential and business VoIP provider offeringcommunications solutions for direct subscribers and partners nationwide.Founded in 2001, Momentum powers more than 120,000 digital voicelines and offers a wide range of services including Enterprise Voice,SIPTrunking, Internet Fax, Virtual Call Center and Wholesale VoIP solutions.WWW.GOMOMENTUM.COM 877.251.5554