b2b lead generation tactics
Post on 19-Oct-2014
585 views
DESCRIPTION
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.TRANSCRIPT
Best B2B Lead Generation Tactics:Guide to Qualified Leads, Accelerated Deals
DA
RK
GR
EY
CYA
N B
LUE
CYA
N B
LUE
FRI4TH HOUR
3RD HOUR
2ND HOUR
1ST HOUR
4-6 11-12 8-9 4-5 1-2
Average numberof calls beforemaking contactwith the lead
Average numberof calls beforequalifying the lead
When To CallThe best days to call are Wednesday And Thursday. Sales reps are 50% more likely to both contact and qualify a lead on those days.
How Soon To CallOdds of reaching a new sales lead:
10x after the first 60 minutes100x 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 responsetime from when leadis generated to thepoint of contact.
1,000500
8TH HOUR
7TH HOUR
13,000
CALL FAST CALL OFTENREAL, MEASUREABLE SALES GAINSCAN BE MADE IN A MATTER OF HOURS, OR EVEN MINUTES, BY DEVELOPING A TARGETED SALES APPROACH.
85%OF SALES TEAMSDON’T TRACK CALLRESPONSE TIMES.
WORST TIME
NOON
Chances of contactinga lead increase 114%
by calling duringthe best time.
Chances of qualifyinga lead increase 164%by calling during the
best time.
BEST TIME WORST TIME
AM PM PM
CONTACTING A LEAD:
BEST TIME
PM
QUALIFYING A LEAD:
1
2
3
THUR
WED
TUES
MON
6TH HOUR
5TH HOUR
39% 72% 93%CONTACT RATE
CALL EVERY LEAD51.4% OF ALL LEADSARE NEVER CALLED.ON AVERAGE LEADSARE ONLY CALLED1 TIME. COMPANIESTHAT CALL MORE THANONCE SEE A HIGHERCONTACT RATE.
#O
F C
ALL A
TTEM
PTS
QUALITY LEADS + SALES EXCELLENCE= REVENUE GROWTH
SUCCESS
100%SALES
FACE TO FACE MEETINGS
40%OF PROSPECTS CONVERTEDTO NEW CUSTOMERS
91%OF BUSINESSES BELIEVED IT WASMOST CRITICAL FOR PERSUASION
E-N
EW
SL
ET
TE
RS
WH
ITE
PAP
ER
S
SO
CIA
L M
ED
IA
WE
BIN
AR
S
VID
EO
S
43%40%
% OF COMPANIES THAT USE:80%
70%
60%
50%
40%
30%
20%
10%
0%
SUCCESS RATE FOR B2B LEAD GENERATION
65%60%
CONTENT MARKETING90% OF COMPANIES USE CONTENTMARKETING. 60% PLAN TO INVESTMORE TO THIS AREA IN THEIR 2013 BUDGET
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
Momentum is a premiere residential and business VoIP provider offering communications solutions for direct subscribers and partners nationwide. Founded in 2001, Momentum powers more than 120,000 digital voice lines and offers a wide range of services including Enterprise Voice, SIP Trunking, Internet Fax, Virtual Call Center and Wholesale VoIP solutions.WWW.GOMOMENTUM.COM 877.251.5554