best b2b lead generation tactics
Post on 19-Oct-2014
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DESCRIPTION
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.TRANSCRIPT
43%
FACE TO FACE MEETINGS
40% OF PROSPECTS CONVERTED TO NEW CUSTOMERS
91% OF BUSINESSES BELIEVED IT WAS MOST CRITICAL FOR PERSUASION
51% B
LOG
GIN
G
72% META-DESCRIPTION TA
GS
64% TITLE TAGS
84% K
EY
WO
RD
S/P
HRASES
58% SOCIAL MEDIA INTEGRATION
IMPORTANT
SEOELEMENTS% OF COMPANIES THAT USE THE FOLLOWING SPECIFIC SEO ELEMENTS
SOUR
CES Harvard Business Review: Cold Call Tactics That Increase Sales
How Social is B2B? by InsideView72 Fascinating Social Media Marketing Facts and StatisticsGoogle’s 2011 B2B Marketing Guide
A 2012 Retrospective: Lead Response Management Research Paper360 PartnersThe 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
DARK
GREY
CYAN
BLUE
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
SALESSUCCESS
100%
How Soon To CallOdds 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.
CYAN
BLUE
1,000500
8TH HOUR
7TH HOUR
6TH HOUR
5TH HOUR
4TH HOUR 3RD HOUR
1ST HOUR
13,000
2ND HOUR
BEST TIME WORST TIME
4-6 PM 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
1-2PM8-9 AM 4-5 PM
40%
SUCCESS RATE FOR B2B LEAD GENERATION
CONTENT MARKETING90% 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%
WHI
TEPA
PERS
E-NE
WSL
ETTE
RS
WEB
INAR
S
VIDE
OS
SOCI
AL M
EDIA
% OF COMPANIES THAT USE:
65%60%
CONTACTING A LEAD: QUALIFYING A LEAD:
CALL EVERY LEAD
39% 72% 93%
# OF CALL ATTEMPTS
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 OFTENREAL, 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.