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50 Must Know Statistics for B2B Lead Generation

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If you want to improve your lead generation capabilities, it's important that you know the facts.

Learn more about lead generation at: http://pureb2b.com/blog

Published in: Sales
  • Good information here! I'd like add some other great tools: 1- FollowUp.co (Paid) and ReplyUp.com (Free) - Send follow-ups emails; 2- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 3- Found.ly (Paid) - Sales prospecting tool on LinkedIn; 4- Attach.io (Paid) - Viewer engagement analytics for presentations.
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50 Must Know Statistics for B2B Lead Generation

  1. 1. Must-Know Statistics to Improve B2B Lead Generation Strategies 50
  2. 2. Website, Search and Email Marketing
  3. 3. Websites and landing pages require optimization to look good, while also making it easier for users to digest the content. Optimization also helps faciliate the regular indexing performed by search engines. On-page SEO factors include keyword optimization, inbound and outbound link building, developing content and social sharing amongst others. Email marketing has been effectively used in a wide array of circumstances for over a decade. In this time, best practices have evolved to cater to a wider audience with more discerning tastes. Due to the intrusive nature of email, marketers need to develop techniques that reduce the annoyance factor by providing something of value in return to the receiver. To find out more about email marketing, click here.
  4. 4. Strategic landing pages are used by 68% of B2B businesses to acquire leads. - Marketo
  5. 5. 49% of B2B buyers prefer using consumer websites for work-related purchases and expect to be given the same array of omnichannel buying options they have as consumers. - The Future of Commerce
  6. 6. 93% of the B2B buying process begin with an online search. - Pinpoint Market Research and Anderson Jones PR
  7. 7. Before finalizing a product purchase, 94% of B2B buyers research online. - Marketing Profs
  8. 8. 76% of B2B buyers use three or more marketing channels when researching a potential purchase. - Blue Nile Research
  9. 9. The three most commonly used B2B lead generation strategies are: email marketing (78%), event marketing (73%), & content marketing (67%). - Demand Metric Research Corporaton
  10. 10. Emailranks as the third most influential information source for B2B audiences, behind colleague recommendations and industry-specifi intermediaries. - BaseOne via Imagination
  11. 11. 59% of B2B marketers say email is the most effective channel for generating revenue. - BtoB magazine
  12. 12. It is expected that by 2017, the number of emails sent daily will reach approximately 297 billion.- The Wonder of Tech
  13. 13. Content Marketing
  14. 14. Content Marketing is a concept that has been in use since before the Internet. The notion of content marketing is to generally tell a story to the reader, and companies know that it is a strong promotional strategy. The content marketing process has evolved over the years, but since the dawn of the Internet, sharing of content has become an increasingly common practice in people’s everyday lives, and distribution techniques have progressed as well. These days, content marketing involves creating and distributing valuable information to a pre-determined target audience to earn their attention and ultimately drive profitable customer action. The goal is to foster strong relationships between brands and their clients, encourage awareness, trust, credibility, loyalty and in best cases, advocacy. Content marketing is now an essential part of any effective inbound marketing strategy because it is a far more cost-effective way to engage with customers and generate sales leads. To find out more about which content types will work best for your audience, click here.
  15. 15. 85% of B2B marketers say lead generation is their most important content marketing goal in 2016. - Content Marketing Institute
  16. 16. Content marketing is used for lead generation by 83% of B2B marketers. - Content Marketing Institute
  17. 17. Through the success of content marketing, 49% of B2B marketers follow up with quality sales lead for further assessment. - Content Marketing Institute
  18. 18. 70% of B2B marketers claim that videos are more effective than other content when it comes to converting users to qualified leads. - Vidyard
  19. 19. Brand awarenesswas the primary objective of content marketing for 84% of B2B marketers. - OpenView
  20. 20. Social Media
  21. 21. Social media refers to the various types of media shared via a social platform. Originally meant for communities to use to connect with and share with one another, social media usage has grown to the point where the vast majority of Internet users access social media portals. This phenomenon provides an excellent opportunity for brands to engage with and learn about their prospects. Social media marketing can help increase website traffic, leads and conversions, raise brand awareness, create brand identity and association, and improve interaction with the main audiences. A strategic social media marketing plan involves defining social objectives and goals, determining your target audience, what platforms they are using, improving your social media accounts, developing relevant content and evaluating your posts and activities. LinkedIn has proven to be the most effective social media platform for targeting B2B buyers. If you’d like to find out more about LinkedIn marketing and how to effectively implement it in your business, click here.
  22. 22. When making a purchase, 75% of B2B buyers use social media for their decision-making. - International Data Corporation
  23. 23. 49% of B2B marketers, find social media to be the most difficult marketing activity to implement. - eMarketer
  24. 24. 43% of B2B marketers have acquired customers through Facebook. - HubSpot
  25. 25. Social Media lead conversion rates are13% higher than the average lead conversion rate. - Hubspot via Struto.co
  26. 26. 62% of B2B users stated that LinkedIn is the most effective social media platform for their business. - Content Marketing Institute
  27. 27. Lead generation from LinkedIn was successful for 65% of B2B companies. - LinkedIn
  28. 28. Focusing more on LinkedIn has been considered a priority by 77% of B2B marketers. - Social Media Examiner
  29. 29. Twitter is the top social platform for B2B mentions, with 73% of B2B brand mentions. - Brandwatch
  30. 30. Mobile Marketing
  31. 31. As the technology of mobile devices has evolved over the years, so has the behavior of people that use them. Mobile device usage has experienced a steady increase since the origins of the first smartphones and has reached a point where an estimated 60% of all Internet traffic now comes from mobile devices. It is no longer a question for marketers whether or not to leverage mobile usage, but HOW to leverage mobile usage behavior. The numbers are in, and more people are using their phones, tablets, media players, and other mobile devices to go online than ever before — accounting for about 50% more traffic than traditional computer users. So, if you are NOT currently making the most of this phenomenon and your website is NOT mobile-friendly, your business is probably missing out on the extra traffic and potential sales leads from users that could be discouraged by the lack of compatibility. If you would like to learn a little more about mobile marketing, click here.
  32. 32. Only 45% of businesses are conducting mobile marketing with mobile websites (70%), mobile applications (55%), and QR codes (49%) as the most usual tactics. - StrongView
  33. 33. About 50% of B2B vendors sell through mobile (including stores and applications). - MarketingCharts
  34. 34. Mobile apps play a significant role in content marketing according to 83% of B2B marketers. - e-Strategy Trends
  35. 35. Half of B2B buyers are using smartphones for business purchases — with 40% of these purchases directly influenced by such devices. Conversely, the allocation for mobile in digital marketing only amounts to 3%. - Webbiquity
  36. 36. Demand Generation | Lead Generation
  37. 37. A lead is a person that your company is in contact with who is interested in purchasing your product or services. Marketers are always accountable for generating these leads to drive the sales funnel and increase customer databases. There are two different techniques that marketers use to accomplish their lead generation requirements: Inbound and Outbound, with the most effective lead generation campaigns making use of both. Inbound lead generation help potential customers find your company when they are searching for relevant solutions to a problem they may be facing. These activities include website SEO, business blogging, and social media promotion, which tend to be more cost-effective but much harder to implement, maintain, and measure. Outbound lead generation helps a company find users and deliver information to them. These outbound activities involve email marketing, paid advertising, content syndication, direct mailing, event marketing, or cold calling. Whereas outbound lead generation tends to be more costly than inbound, it is usually much easier to implement, maintain, and measure. The most effective lead generation techniques tend to have the highest conversion rates and lowest cost per lead (CPL). To find out more about lead generation, click here.
  38. 38. 37% of marketers state that the budget constraints hinder them from conducting an efficient marketing automation strategy. - Pepper Global
  39. 39. 68% of B2B companies are still struggling with lead generation. - CSO Insights via Lattice Engines
  40. 40. Expertise in lead nurturing results in a 50% increase in sales-ready leads, along with a 33% decrease in its cost. - Forrester Research via Hubspot
  41. 41. Lead generation strategies were only successful for 13% of business for accomplishing their main objectives. - Ascend2 Lead Generation Benchmark Report via idio
  42. 42. Outbound leads cost 39% more than inbound leads. - HubSpot
  43. 43. 61% of B2B marketers find generating high-quality leads as their biggest challenge. - B2B Technology Marketing Company
  44. 44. a CRM system is believed by 84% of companies to be beneficial in determining the quality of leads. - Demand Metric Research Corporation via Direct Marketing News
  45. 45. High-quality lead generation is the top challenge for 61% of B2B marketers. - B2B Technology Marketing Community
  46. 46. 58% of B2B marketers said they will increase their lead generation budget in 2015. - B2B Technology Marketing Community
  47. 47. Only 5-10% of qualified leads successfully convert for marketers. - B2B Technology Marketing Community
  48. 48. t 25% of marketers don’t have any idea of their conversion rates. - B2B Technology Marketing Community
  49. 49. The average cost of a B2B sales lead varies by industry. Healthcare leads are most expensive ($60) followed by business/finance ($43). At the low end are leads for marketing products/services ($32) and technology ($31). - Madison Logic via Marketing Insider
  50. 50. Verifying business leads before passing it to the sales team is conducted by only 56% of B2B companies. - MarketingSherpa via Hubspot
  51. 51. With 61% of B2B marketers immediately forwarding leads to sales, qualified leads only amount to 27%. - MarketingSherpa via Hubspot
  52. 52. More than 79% of marketing leads don’t convert into sales with the lack of lead nurturing as the leading cause. - MarketingSherpa via Hubspot
  53. 53. Increasing the quality of leads is the top priority for a majority (68%) of B2B professionals, followed by increasing lead volume (55%). - B2B Technology Marketing Community
  54. 54. Lead generation outsourcing is 43% more efficient than generating leads in-house because of their expertise. - Fearless Competitor
  55. 55. Only 57% of B2B firms consider converting leads into paying customers as their top priority when devising their marketing campaigns. - MarketingSherpa via HubSpot
  56. 56. Customer Experience
  57. 57. Customer experience refers to the collection of interactions that a customer has with a particular brand over the duration of their relationship. These experiences include initial attraction, awareness, discovery, cultivation, advocacy, and purchase of a product or use of a service. Addressing the customer experience involves maximizing the satisfaction levels at each point of contact with the brand to promote a better overall brand experience and create a competitive advantage. Generally speaking, the way to improve satisfaction levels depends highly on a company’s particular brand image, common practices, and delivery of products and services. In order to define areas needing improvement, intensive customer research has to be carried out. The most successful companies address customer experience by listening to their consumers, researching product/service differences, and demonstrating the value of their offerings. To find out more about how to tap into the Buyer’s Journey, click here.
  58. 58. B2B marketers believe customer experience, personalization, and big data hold the most promise over the next five years. 22% of B2B marketers named customer experience as the greatest opportunity. - Econsultancy and Adobe
  59. 59. 83% of CMOsstated that their organizational culture is crucial in the team’s productivity and quality of services they deliver. - Spencer Stuart
  60. 60. Approximately 90% of B2B companies are likely to switch partners even with just one single bad experience. - CMO.com by Adobe
  61. 61. Only 45% of B2B marketers are confident that they have good, if not high, levels of customer centricity. - FierceCMO
  62. 62. Visit Our Blog www.pureb2b.com/blog http://twitter.com/ThinkPureB2B http://facebook.com/ThinkPureB2B www.linkedin.com/company/pureb2b

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