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43%
FACE TO FACE MEETINGS
40%OF PROSPECTS CONVERTED
TO NEW CUSTOMERS
91% OF BUSINESSES BELIEVED IT WAS
MOST CRITICAL FOR P...
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Best B2B Lead Generation Tactics

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Call fast. Call often. Real, measurable sales gains can be made in a matter of hours, or even minutes, by developing a targeted sales approach.

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Best B2B Lead Generation Tactics

  1. 1. 43% FACE TO FACE MEETINGS 40%OF PROSPECTS CONVERTED TO NEW CUSTOMERS 91% OF BUSINESSES BELIEVED IT WAS MOST CRITICAL FOR PERSUASION 51 % BLOGGIN G 72% M ETA-DESCRIPTION TAGS 6 4% TITLE TAGS 84%KEYWORDS/PHRASES 58% SOCIAL MEDIA INTEGRATION IMPORTANT SEOELEMENTS % OF COMPANIES THAT USE THE FOLLOWING SPECIFIC SEO ELEMENTS 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 www.gomomentum.com FRIDAY THURSDAY-- WEDNESDAY- TUESDAY-- MONDAY-- 1 2 3 Average number of calls before making contact with the lead Average number of calls before qualifying the lead DARKGREYCYANBLUE When To Call The best days to call are Wednesday and Thursday. Sales reps are 50% more likely to both contact and qualify a lead on those days. QUALITY LEADS + SALES EXCELLENCE = REVENUE GROWTH SALES SUCCESS 100% How Soon To Call Odds of reaching a new sales lead: 10x after the first 60 minutes 100x if called in 5 vs 30 minutes Odds of qualifying that sales lead: 6x after the first 60 minutes 21x if called in 5 vs 30 minutes Sales team response time from when lead is generated to the point of contact. CYANBLUE 1,000 500 8TH HOUR 7TH HOUR 6TH HOUR 5TH HOUR 4TH HOUR 3RD HOUR 1ST HOUR 13,000 2ND HOUR BEST TIME WORST TIME 4-6PM 11-12NOON Chances of contacting a lead increase 114% by calling during the best time. Chances of qualifying a lead increase164% by calling during the best time. BEST TIME WORST TIME 1-2PM 8-9AM 4-5PM 40% SUCCESS RATE FOR B2B LEAD GENERATION CONTENTMARKETING 90% OF COMPANIES USE CONTENT MARKETING. 60% PLAN TO INVEST MORE TO THIS AREA IN THEIR 2013 BUDGET 80% 70% 60% 50% 40% 30% 20% 10% 0% WHITEPAPERS E-NEWSLETTERS WEBINARS VIDEOS SOCIALMEDIA % OF COMPANIES THAT USE: 65%60% CONTACTING A LEAD: QUALIFYING A LEAD: CALL EVERY LEAD 39% 72% 93% #OFCALLATTEMPTS CONTACT RATE 51.4% OF ALL LEADS ARE NEVER CALLED. ON AVERAGE LEADS ARE ONLY CALLED 1 TIME. COMPANIES THAT CALL MORE THAN ONCE SEE A HIGHER CONTACT RATE. Best B2B Lead Generation Tactics: Guide to Qualified Leads, Accelerated Deals CALL FAST CALL OFTEN REAL, MEASUREABLE SALES GAINS CAN BE MADE IN A MATTER OF HOURS, OR EVEN MINUTES, BY DEVELOPING A TARGETED SALES APPROACH. 85% OF SALES TEAMS DON’T TRACK CALL RESPONSE TIMES.

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