Lead Generation Methods 2013 - Ken Krogue

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Ken Krogue - President & Founder of http://www.insidesales.com/
LinkedIn: http://www.linkedin.com/in/kenkrogue
Twitter: https://twitter.com/kenkrogue
Forbes.com Articles: http://www.forbes.com/sites/kenkrogue/

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  • 6 elements of PowerDialer Screen (EVERY FEATURE LINKED TO BENEFIT – TELL WHY IT IS COOL)- Tic sheet – lets reps see their activities and metrics for the day, actually driving performance and competition- CRM Object : you can call on leads, accounts, opportunities, and cases – events and tasks. Not just lead gen team but sales and support and admins. Productivity - For any job function- Record statistics - see exactly what has happened while on the phone – real time visibility – save time in research - one place to see what is going on. Only company with phone stats in the Saleforce reporting - Call controls – buttons – go for sizzle, record, hold, voice message, - benefit, this is the power tools of the system, incredibly convenient and powerful- Action list – send an email, set callbacks, schedule and manager calendar – streamline more actions and productivity tools with a single point for your workspace. Local Presence- Call result – where you record the result of the call. We separate out the linear process from the transactional process. If you have managed the lead process you have seen the train wreck of mixing the call result and your lead status. You can track every call result, (Busy, Connects, No Answers, etc.) and let you manage the progression in the sales process in your lead status. Example? Benefit is we store these natively in Salesforce! You won’t see that on any other platform.Recent calls – Let’s you quickly go back to recent activity. A key feature our enterprise customers requested. Don’t waste time searching to go back.
  • We see in this slide that more than any other method, companies use websites, which is unsurprising. Email and tradeshows are also both very popular. More surprisingly, many flashy and interactive Web 2.0 tools were mostly ignored, including podcasts, virtual, on-demand events, and other Web 2.0 tools.
  • An effectiveness index was calculated which was 2 * (% that ranked it highly effective) + (% that ranked it somewhat effective) – (% that ranked it not very effective) – (2 * % that ranked it ineffective). Results were then ranked according to this metric. The y-axis shows the percentile between 0 and 1 of that rank. Adoption rate (the x-axis) simply shows the percentage of respondents who said they use that tactic.
  • Overall, the same methods that are judged effective at generating leads are also effective at driving brand awareness. We found a very high correlation, .92, between effectiveness at generating leads and effectiveness at driving brand awareness.
  • The percentages in reflect the total number of “highly effective” rankings in a category divided by the total number of rankings of any kind in a category.
  • Lead Generation Methods 2013 - Ken Krogue

    1. 1. Lead Generation Methods 2013 Ken Krogue - Founder
    2. 2. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Founded: 2004 Market Leader: #1 for B2B Inside Sales Professionals Patents: 4, Pending: 9 Location: Provo, Utah Annual Growth: 110%+ Venture Investors $39M: – U.S. Venture Partners – Hummer Winblad – Josh James Dave Elkington CEO Ken Krogue President Founders InsideSales.com Background
    3. 3. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Forbes: forbes.com/sites/kenkrogue Blog: kenkrogue.com Ken Krogue President & Founder Forbes Contributor & #1 Blog #1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’ Please join the conversation!
    4. 4. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Marquee Clients
    5. 5. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. PowerCall™ PowerDialer™ PowerSuite TM PowerText™ PowerSocial™ PowerStandings™ InsideSales.com Inside Sales Automation & Predictive Analytics Platform Neuralytics™
    6. 6. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Recent Research 2013 Top Sales Challenges Survey 2012 Dreamforce ResponseAudit 2013 Lead Gen Methodologies 2013 AA-ISP ResponseAudit 2013 Distance Education ResponseAudit 2013 Inside Sales Market Size Survey
    7. 7. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Laura Ramos – Top 50 B2B Marketers
    8. 8. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2006 2006 2006, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0
    9. 9. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2007 2006 2007 2006, 2007, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0
    10. 10. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2008 2006 2007 2008 2006, 2007, 2008, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0
    11. 11. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2009 2006 2007 2008 2009 2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0 Effective Lead Gen
    12. 12. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2009 2006 2007 2008 2009 2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0 Inside Sales Exec Events Trade Shows Webinars Email Search Direct Mail Video, Podcast Blogs Web 2.0
    13. 13. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Effective Lead Gen 2009 2006 2007 2008 2009 2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst Exec Events Inside Sales Trade Shows Webinars Search Email Direct Mail Video, Pod Blogs Web 2.0 Inside Sales Exec Events Trade Shows Webinars Email Search Direct Mail Video, Podcast Blogs Web 2.0
    14. 14. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Lead Gen Research 2013
    15. 15. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Top B2B Marketing Challenges 0% 10% 20% 30% 40% 50% 60% 70% 80% Generating more leads Improving lead quality Increasing awareness Reaching decision makers Budget contraints Enabling sales & support Developing brand Customer retention & loyalty Customer relationships Showing marketing results Understanding buyer Allocating budget Partner productivity Customer data Top Challenges Top Challenges
    16. 16. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Industries Surveyed 30% 19% 12% 11% 8% 7% % Respondents Business Services Manufacturing Media Other Software Finance
    17. 17. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Lead Generation Methods 2013 Online Company Website Email or Electronic Marketing Search Marketing Blogs Online Display Ads Other Web 2.0 Tools: RSS Subscriptions, Mashups, Widgets, Wikis Online Video Rich Media: Podcasts, Flash Demos, Interactive PDFs Traditional TV Advertising Radio Direct Mail Print Advertising Public Relations Outdoor Media Outbound Inside Sales Telemarketing Social Facebook Twitter LinkedIn Google+ Pinterest Events Tradeshow, Conferences (in person, large scale) Sponsorships and/or Associations Executive Events: Breakfasts, Seminars, Hospitality Events (in person, small scale) Virtual On-Demand Events Webinars, Webcasts Outdoor Media
    18. 18. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Marketing Method Adoption 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Company Web site Email or electronic newsletters Tradeshows, conferences Inside Sales LinkedIn Facebook Direct mail Print advertising Sponsorships and/or associations Twitter Search marketing Webinars, webcasts Public relations Blogs Online video Online display ads Telemarketing Executive Events Google+ Rich Media Radio TV advertising Pinterest Outdoor media Other Web 2.0 tools Virtual, on-demand events Online Traditional Outbound Social Events
    19. 19. Copyright © InsideSales.com Inc. All Rights Reserved Method Most Used Awareness Lead Gen Variance Website 1 1 1 0 Email 2 2 2 0 Tradeshow 3 3 3 0 LinkedIn 4 5 6 -2 Inside Sales 5 4 4 +1 Facebook 6 9 13 -7 Sponsorships 7 7 8 -1 Search Marketing 8 8 7 +1 Webinars 9 6 5 +4 Print 10 13 14 -4 Twitter 11 16 16 -5 Direct Mail 12 11 9 +3 Blogs 13 10 12 +1 PR 14 14 15 -1 Telemarketing 15 15 11 +4 Seminars 16 12 10 +6 Online Display Ads 17 18 17 0 Online Video 18 17 18 0 Google+ 19 19 19 0 Rich Media 20 20 20 0 Radio 21 21 21 0 TV 22 22 22 0 Virtual Events 23 23 23 0 Web 2.0 Tools 24 24 24 0 Pinterest 25 25 26 -1 Outdoor Media 26 26 27 -1 Other 27 27 25 +1
    20. 20. Copyright © InsideSales.com Inc. All Rights Reserved Method Most Used Awareness Lead Gen Lead Variance Website 1 1 1 0 Email 2 2 2 0 Tradeshow 3 3 3 0 LinkedIn 4 5 6 -2 Inside Sales 5 4 4 +1 Facebook 6 9 13 -7 Sponsorships 7 7 8 -1 Search Marketing 8 8 7 +1 Webinars 9 6 5 +4 Print 10 13 14 -4 Twitter 11 16 16 -5 Direct Mail 12 11 9 +3 Blogs 13 10 12 +1 PR 14 14 15 -1 Telemarketing 15 15 11 +4 Seminars 16 12 10 +6
    21. 21. Copyright © InsideSales.com Inc. All Rights Reserved Effectiveness at Leads Company Website Email Tradeshows Inside Sales LinkedIn Facebook Direct Mail Print Advertising Sponsorships / Associations Search Marketing Webinars Twitter Blogs Public Relations Telemarketing Online Display Ads Online Video Executive Events Google+ Rich Media Radio TV Advertising Outdoor Media Pinterest Other Web 2.0 Tools Virtual, On-Demand Events 0.0 0.5 1.0 0% 50% 100% Effectiveness Usage Underused Poorly Used Overused Clearly Effective
    22. 22. Copyright © InsideSales.com Inc. All Rights Reserved Effectiveness at Awareness Website Email Tradeshows Inside Sales LinkedIn Facebook Direct Mail Print advertising Sponsorships / Associations Search Marketing Webinars Twitter Blogs Public relations Telemarketing Online display ads Online Video Executive Events Google+ Rich Media Radio TV Advertising Outdoor Media Pinterest Other Web 2.0 tools Virtual Events 0.0 0.5 1.0 0% 50% 100% Effectiveness Usage Underused Poorly Used Overused Clearly Effective
    23. 23. Copyright © InsideSales.com Inc. All Rights Reserved Business Awareness High Use 0 140 280 0 75 150 BusinessAwareness Use High HighLow Low Website Email Tradeshow Inside Sales
    24. 24. Copyright © InsideSales.com Inc. All Rights Reserved Business Awareness Low Use 0 140 280 0 75 150 BusinessAwareness Use High HighLow Low Other Outdoor Media Pinterest Other Web 2.0 On-Demand Events
    25. 25. Copyright © InsideSales.com Inc. All Rights Reserved Business Awareness Under-Used 0 140 280 0 75 150 BusinessAwareness Use High HighLow Low Webinars Search Marketing Sponsorships Seminars Public Relations Telemarketing
    26. 26. Copyright © InsideSales.com Inc. All Rights Reserved 0 140 280 0 75 150 BusinessAwareness Use Business Awareness Over-Used High HighLow Low Linkedin Facebook Direct Mail Print Ads Twitter
    27. 27. Copyright © InsideSales.com Inc. All Rights Reserved 0 120 240 0 75 150 LeadGeneration Use Lead Generation High Use High HighLow Low Website Email Tradeshow Inside Sales
    28. 28. Copyright © InsideSales.com Inc. All Rights Reserved 0 120 240 0 75 150 LeadGeneration Use Lead Generation Low Use High HighLow Low Other Outdoor Media Pinterest Other Web 2.0 On-Demand Events TV Advertising
    29. 29. Copyright © InsideSales.com Inc. All Rights Reserved Seminars Telemarketing 0 120 240 0 75 150 LeadGeneration Use Lead Generation Under-Used High HighLow Low Webinars Search Marketing
    30. 30. Copyright © InsideSales.com Inc. All Rights Reserved 0 120 240 0 75 150 LeadGeneration Use Linkedin Facebook Print Ads Twitter Lead Generation Over-Used High HighLow Low
    31. 31. Copyright © InsideSales.com Inc. All Rights Reserved Highly Effective Methods 17% 27% 39% 5% 10% 22% 29% 37% 10% 16% 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% Online Events Outbound Social Media Traditional Generating Leads Driving Brand Awareness
    32. 32. Copyright © InsideSales.com Inc. All Rights Reserved Tools Used by Inside Sales Reps List/Lead Providers Appointment Setting DashboardsDialers ACDsIncentives Social MediaCoaching CRM Calendaring
    33. 33. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Tools: Using Tools Using Calendaring Tools 92% CRM 80% Conferencing / Presentation Software 70% Social Media Tools 67% Reporting / Dashboard Tools 66% Compensation / Commission / Incentive Tools 65% List / Lead Providers 57% Training Tools 52% Coaching Tools 45% Appointment Setting Tools 34% ACDs (Automated Call Distributers) 13% Dialers 13% IVRs (Interactive Voice Recognition) 8%
    34. 34. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Tools: Plan to Use Tools Using Plan to Use Calendaring Tools 92% 4% CRM 80% 11% Conferencing / Presentation Software 70% 14% Social Media Tools 67% 18% Reporting / Dashboard Tools 66% 19% Compensation / Commission / Incentive Tools 65% 16% List / Lead Providers 57% 15% Training Tools 52% 25% Coaching Tools 45% 25% Appointment Setting Tools 34% 19% ACDs (Automated Call Distributers) 13% 10% Dialers 13% 17% IVRs (Interactive Voice Recognition) 8% 9%
    35. 35. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Tools: Don’t Plan to Use Tools Using Plan to Use Don't Plan to Use Calendaring Tools 92% 4% 5% CRM 80% 11% 9% Conferencing / Presentation Software 70% 14% 16% Social Media Tools 67% 18% 15% Reporting / Dashboard Tools 66% 19% 15% Compensation / Commission / Incentive Tools 65% 16% 19% List / Lead Providers 57% 15% 28% Training Tools 52% 25% 23% Coaching Tools 45% 25% 30% Appointment Setting Tools 34% 19% 47% ACDs (Automated Call Distributers) 13% 10% 77% Dialers 13% 17% 70% IVRs (Interactive Voice Recognition) 8% 9% 83%
    36. 36. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Tools: Highest Quota Attainment Tools Using Plan to Use Don't Plan to Use % of Quota Calendaring Tools 92% 4% 5% 76% CRM 80% 11% 9% 75% Conferencing / Presentation Software 70% 14% 16% 73% Social Media Tools 67% 18% 15% 75% Reporting / Dashboard Tools 66% 19% 15% 76% Compensation / Commission / Incentive Tools 65% 16% 19% 76% List / Lead Providers 57% 15% 28% 75% Training Tools 52% 25% 23% 76% Coaching Tools 45% 25% 30% 77% Appointment Setting Tools 34% 19% 47% 75% ACDs (Automated Call Distributers) 13% 10% 77% 70% Dialers 13% 17% 70% 76% IVRs (Interactive Voice Recognition) 8% 9% 83% 73%
    37. 37. Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc. Tools: Under Utilized Tools Tools Using Plan to Use Don't Plan to Use % of Quota Calendaring Tools 92% 4% 5% 76% CRM 80% 11% 9% 75% Conferencing / Presentation Software 70% 14% 16% 73% Social Media Tools 67% 18% 15% 75% Reporting / Dashboard Tools 66% 19% 15% 76% Compensation / Commission / Incentive Tools 65% 16% 19% 76% List / Lead Providers 57% 15% 28% 75% Training Tools 52% 25% 23% 76% Coaching Tools 45% 25% 30% 77% Appointment Setting Tools 34% 19% 47% 75% ACDs (Automated Call Distributers) 13% 10% 77% 70% Dialers 13% 17% 70% 76% IVRs (Interactive Voice Recognition) 8% 9% 83% 73% Under-Utilized Tools

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