B2B Lead Generation Tactics

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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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  • <a href="http://www.gomomentum.com/" title=“Business VoIP Solutions by Momentum®">Momentum</a> did some research, compiled all of the most fascinating data and created a cheat sheet for sales excellence.
  • Momentum® offers business VoIP solutions, <ahref="http://www.gomomentum.com/services_smallbusiness.html" title=“Hosted PBX Services by Momentum®“>hosted PBX services</a>, virtual assistant and many other VOIP solutions for large enterprises.
  • B2B Lead Generation Tactics

    1. 1. Best B2B Lead Generation Tactics:Guide to Qualified Leads, Accelerated Deals
    2. 2. DARKGREYCYANBLUECYANBLUEFRI4TH HOUR3RD HOUR2ND HOUR1ST HOUR4-6 11-12 8-9 4-5 1-2Average numberof calls beforemaking contactwith the leadAverage numberof calls beforequalifying the leadWhen To CallThe best days to call areWednesday And Thursday. Salesreps are 50% more likely to bothcontact and qualify a lead on thosedays.How Soon To CallOdds of reaching a new sales lead:10x after the first 60 minutes100x if called in 5 vs 30 minutesOdds of qualifying that sales lead:6x after the first 60 minutes21x if called in 5 vs 30minutesSales team responsetime from when leadis generated to thepoint of contact.1,0005008TH HOUR7TH HOUR13,000CALL FAST CALLOFTENREAL, MEASUREABLE SALES GAINSCAN BE MADE IN A MATTER OF HOURS,OR EVEN MINUTES, BY DEVELOPING ATARGETED SALES APPROACH.85%OF SALES TEAMSDON’T TRACK CALLRESPONSE TIMES.WORST TIMENOONChances of contactinga lead increase 114%by calling duringthe best time.Chances of qualifyinga lead increase 164%by calling during thebest time.BEST TIME WORST TIMEAM PM PMCONTACTING A LEAD:BEST TIMEPMQUALIFYING A LEAD:123THURWEDTUESMON6TH HOUR5TH HOUR
    3. 3. 39% 72% 93%CONTACT RATECALL EVERY LEAD51.4% OF ALL LEADSARE NEVER CALLED.ON AVERAGE LEADSARE ONLY CALLED1 TIME. COMPANIESTHAT CALL MORE THANONCE SEE A HIGHERCONTACT RATE.#OFCALLATTEMPTS
    4. 4. QUALITY LEADS + SALES EXCELLENCE= REVENUE GROWTHSUCCESS100%SALES
    5. 5. FACE TO FACE MEETINGS40%OF PROSPECTS CONVERTEDTO NEW CUSTOMERS91%OF BUSINESSES BELIEVED IT WASMOST CRITICAL FOR PERSUASION
    6. 6. E-NEWSLETTERSWHITEPAPERSSOCIALMEDIAWEBINARSVIDEOS43%40%% OF COMPANIES THAT USE:80%70%60%50%40%30%20%10%0%SUCCESS RATE FOR B2B LEAD GENERATION65%60%CONTENT MARKETING90% OF COMPANIES USE CONTENTMARKETING. 60% PLAN TO INVESTMORE TO THIS AREA IN THEIR 2013BUDGET
    7. 7. SOURCES•••••••Harvard Business Review: Cold Call Tactics That Increase SalesHow Social is B2B? by InsideView72 Fascinating Social Media Marketing Facts and StatisticsGoogle’s 2011 B2B Marketing GuideA2012 Retrospective: Lead Response Management Research Paper360 PartnersThe Value of Face-to-Face Marketing in the VirtualAge
    8. 8. Momentum is a premiere residential and business VoIP provideroffering communications solutions for direct subscribers and partnersnationwide. Founded in 2001, Momentum powers more than 120,000digital voice lines and offers a wide range of services includingEnterprise Voice, SIP Trunking, Internet Fax, Virtual Call Center andWholesale VoIP solutions.WWW.GOMOMENTUM.COM 877.251.5554

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