B2BMarketers:
YourBestProspects
areCalling.
AreYouReady?
AsaB2Bmarketer,whichwould
youguessishigherquality?
A.inboundphonelead
B.inboundweblead
IfyouguessedA,you’reright.
Aphoneconversationbeatsan
onlineengagementanyday.
Why?
#1
It’simmediate.
It’spersonal.
$
$$
$
It’swheredealsarewon.
AndB2B
buyerslike
conversations
too.
Infact,
57%
oftechbuyersfinditextremely
importanttobeabletocall
duringtheresearchphase,
Source:Gartner:TechGo-to-Market:Ali...
and
40%
saypersonalcontactisvery
importantduringtheevaluate
andengagesstagesofthe
buyingcycle.
Source:Gartner:TechGo-to-Ma...
Soifsalespeople
wantinbound
calls...
andbuyerswant
conversations...
Whydon’tmoreB2Bmarketers
includeinboundcallsintheir
marketingstrategy?
?
It’stimetochangethisaround.
Notconvinced?
Hereare6reasonswhyyou
shouldstarttrackingand
optimizingforinboundcalls.
1.You’reonlytrackingand
nurturingtheonlinepathto
purchase(probablyviaa
marketingautomationtool).
76%
ofleadingSaaScompaniesuse
marketingautomation.
Source:Mintigo,“Stateofthe
MarketingTechnologyIndustry”
$
$
2.Yourmarketingbudgetis
growing,andyouhaveto
justifyeverydollar.
CMOsbelieveROIonmarketing
spendwillbethe#1method
fordeterminingsuccessby2015.
Source:IBM GlobalCMOStudy
3.Yourhighestqualityleads
comefrom inboundcalls(you
think).
CALLING...
Butyouhavenoideawherethey
comefrom orhowtogetmore.
?
4.Yoursalesteam iswasting
timecallingorqualifying
bogusleads.
Only25%ofleadsare
legitimateandshouldadvance
tosales.
Source:GleansterResearchvia
http://www.hubspot.com/marketing-statist...
5.Yoursalesrepsneedmore
highqualityleads.
Inboundcallsareratedasan
excellentleadsourceby66%
ofSMBs.
Source:BIA/Kesley
6.Youavoidactivelydriving
moreinboundcallsbecause
youcan’ttrackthem.
Ofthetop30B2Bbrands
surveyed,only20%displayedaphonenumberon
theirhomepage.
Surveyed30leadingB2B
companiesontheInc.5000list.
So,
youwanttodrive
moreinboundcalls,
butnotsurewhere
tostart?
Whatifwetold
you...
1)It’spossibleto
getcreditforandgetcreditforand
measurethetrueROI
oftheinboundsales
callsyougenerateas...
2)It’spossibleto
optimizeformore
inboundcalls,which
arethehighest
convertingleadtype
intheB2Bpathto
purchase.
CALLING... C...
Formoretipsonhowtobringinboundcallintelligence
toyourmarketingdashboard,checkoutthefollowing
articlesonInvoca’sblog:
Formo...
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B2B marketers your best prospects are calling. Are you ready?

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B2B buyers and marketers love phone calls because they are immediate and personal, so why aren't more B2B marketers including inbound calls into their marketing strategy? Learn how to bring inbound call intelligence to your marketing dashboard.

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B2B marketers your best prospects are calling. Are you ready?

  1. 1. B2BMarketers: YourBestProspects areCalling. AreYouReady?
  2. 2. AsaB2Bmarketer,whichwould youguessishigherquality? A.inboundphonelead B.inboundweblead
  3. 3. IfyouguessedA,you’reright.
  4. 4. Aphoneconversationbeatsan onlineengagementanyday. Why? #1
  5. 5. It’simmediate. It’spersonal.
  6. 6. $ $$ $ It’swheredealsarewon.
  7. 7. AndB2B buyerslike conversations too.
  8. 8. Infact, 57% oftechbuyersfinditextremely importanttobeabletocall duringtheresearchphase, Source:Gartner:TechGo-to-Market:AlignMarketingActivities toTechBuyingCycleActivityStreamsforHighestImpact
  9. 9. and 40% saypersonalcontactisvery importantduringtheevaluate andengagesstagesofthe buyingcycle. Source:Gartner:TechGo-to-Market:Align MarketingActivitiestoTechBuyingCycleActivity StreamsforHighestImpact
  10. 10. Soifsalespeople wantinbound calls... andbuyerswant conversations...
  11. 11. Whydon’tmoreB2Bmarketers includeinboundcallsintheir marketingstrategy? ?
  12. 12. It’stimetochangethisaround.
  13. 13. Notconvinced? Hereare6reasonswhyyou shouldstarttrackingand optimizingforinboundcalls.
  14. 14. 1.You’reonlytrackingand nurturingtheonlinepathto purchase(probablyviaa marketingautomationtool).
  15. 15. 76% ofleadingSaaScompaniesuse marketingautomation. Source:Mintigo,“Stateofthe MarketingTechnologyIndustry”
  16. 16. $ $ 2.Yourmarketingbudgetis growing,andyouhaveto justifyeverydollar.
  17. 17. CMOsbelieveROIonmarketing spendwillbethe#1method fordeterminingsuccessby2015. Source:IBM GlobalCMOStudy
  18. 18. 3.Yourhighestqualityleads comefrom inboundcalls(you think). CALLING...
  19. 19. Butyouhavenoideawherethey comefrom orhowtogetmore. ?
  20. 20. 4.Yoursalesteam iswasting timecallingorqualifying bogusleads.
  21. 21. Only25%ofleadsare legitimateandshouldadvance tosales. Source:GleansterResearchvia http://www.hubspot.com/marketing-statistics
  22. 22. 5.Yoursalesrepsneedmore highqualityleads.
  23. 23. Inboundcallsareratedasan excellentleadsourceby66% ofSMBs. Source:BIA/Kesley
  24. 24. 6.Youavoidactivelydriving moreinboundcallsbecause youcan’ttrackthem.
  25. 25. Ofthetop30B2Bbrands surveyed,only20%displayedaphonenumberon theirhomepage. Surveyed30leadingB2B companiesontheInc.5000list.
  26. 26. So, youwanttodrive moreinboundcalls, butnotsurewhere tostart?
  27. 27. Whatifwetold you... 1)It’spossibleto getcreditforandgetcreditforand measurethetrueROI oftheinboundsales callsyougenerateas amarketer.
  28. 28. 2)It’spossibleto optimizeformore inboundcalls,which arethehighest convertingleadtype intheB2Bpathto purchase. CALLING... CALLING...
  29. 29. Formoretipsonhowtobringinboundcallintelligence toyourmarketingdashboard,checkoutthefollowing articlesonInvoca’sblog: FormoreinformationonInvoca’s inboundcallintelligence,visit www.Invoca.com orcall888-687-9946.

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