TODAY’S LEADGENERATIONCHALLENGE – SURVEY2012
The Survey - Background   Sales and marketing teams are faced    with delivering more with smaller    budget and in many ...
The Results   We asked 200 sales, marketing and    channel directors about their lead    generation activities and challe...
The Most Successful Lead GenMethod?   Events still comes out   Options           %    top, despite questions             ...
Outsourcing Lead GenerationOptions               % Response      Telemarketing, PRTelemarketing            62%           ...
You said…Telemarketing                       Inside Sales   Is the qualification of            Drives sales qualified   ...
Cost per lead?   We asked what you would expect the overall    cost of delivering a sales qualified lead to be.   With C...
In summary   Lead generation is still a challenge, despite    the changing marketing landscape   Achieving quality and c...
More Information   Blog:    www.vizioneurope.com/    news   @GCurmeVizion   www.vizioneurope.comTry out our new onlineR...
About Vizion   Vizion specialises in building and    managing sales and business    development teams in the European    ...
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Vizion survey results share

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  • Most of the panel expressed a keen interest in outsourcing telemarketing due to the seasonality, the difficult to scale and that there can be disruption caused within their own teams.
  • Vizion survey results share

    1. 1. TODAY’S LEADGENERATIONCHALLENGE – SURVEY2012
    2. 2. The Survey - Background Sales and marketing teams are faced with delivering more with smaller budget and in many cases with with less resources. How do you as a sales or marketing professional rise to the challenge of increasing volume and improving the quality of leads for sales and channel functions?
    3. 3. The Results We asked 200 sales, marketing and channel directors about their lead generation activities and challenges  Just over 50% of the respondents are marketing professionals The survey sample covers the EMEA region and North America
    4. 4. The Most Successful Lead GenMethod? Events still comes out Options % top, despite questions Response around ROI Events 33% Telemarketing is still Telemarketing 29% high on everyone’s Web 14% agenda at 28.6% Email Marketing 14% Advertising and DM Social Media 5% share the bottom rung PR 5% with 0% DM 0% Advertising 0%
    5. 5. Outsourcing Lead GenerationOptions % Response  Telemarketing, PRTelemarketing 62% and Events are thePR 43% most popular itemsEvents 29% to outsourceEmail Marketing 19%Web 19%  But, you differentiateDirect Mail 10% telemarketing fromAdvertising 10% inside salesWe do not outsource 10%
    6. 6. You said…Telemarketing Inside Sales Is the qualification of  Drives sales qualified enquiries leads through pipeline Is easier to outsource due to seasonal peaks/troughs  30%+ of you have Difficulties in scaling up inside sales teams in- quickly house (and prefer it that Should be priced based on way) results and work completed  25% say you recently NOT pricing per day/per resource outsourced the function
    7. 7. Cost per lead? We asked what you would expect the overall cost of delivering a sales qualified lead to be. With C-level leads costing more to generate and qualify, before Option % Response handing over to sales $200-$400 24% $400-$600 57% $600-$800 19% More than $800 1%
    8. 8. In summary Lead generation is still a challenge, despite the changing marketing landscape Achieving quality and cost effectiveness (showing) ROI is a key concern You require flexibility, SLAs and results from your outsourced telemarketing and inside sales functions
    9. 9. More Information Blog: www.vizioneurope.com/ news @GCurmeVizion www.vizioneurope.comTry out our new onlineROI calculator to see howwe can help you delivermore
    10. 10. About Vizion Vizion specialises in building and managing sales and business development teams in the European market. We are results driven, with one key objective for your business – to increase sales pipeline and therefore deliver increased revenue. Our team is built up of expert sales professionals and our management team brings over 25 years experience working with B2B technology companies globally. We deliver improved sales effectiveness, reduced sales cycles, increased sales pipeline and increased revenue.
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