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.