Best B2B Lead Generation Tactics
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Best B 2 B Lead Generation Tactics: Guide to Qualified Leads, Accelerated Deals
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Visit us at http://www.gomomentum.com/ 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 of Best B2B Lead Generation Tactics
Best B2B Lead Generation Tactics: Guide to Qualified Leads, Accelerated Deals
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.
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
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.
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
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.
QUALITY LEADS + SALES EXCELLENCE = REVENUE GROWTH
SALESSUCCESS
100%
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
% OF COMPANIES THAT USE:
43%40%
SUCCESS RATE FOR B2B LEAD GENERATION
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
65%60%
CONTENT MARKETING90% OF COMPANIES USE CONTENT MARKETING. 60% PLAN TO INVEST MORE TO THIS AREA IN THEIR 2013 BUDGET
SOURCES• Harvard Business Review: Cold Call Tactics That Increase Sales• How Social is B2B? by InsideView• 72 Fascinating Social Media Marketing Facts and Statistics• Google’s 2011 B2B Marketing Guide• A 2012 Retrospective: Lead Response Management Research Paper• 360 Partners• The Value of Face-to-Face Marketing in the Virtual Age
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, SIPTrunking, Internet Fax, Virtual Call Center and Wholesale VoIP solutions.
WWW.GOMOMENTUM.COM 877.251.5554
