Date post: | 19-Oct-2014 |
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Business |
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Best B2B Lead Generation Tactics:Guide to Qualified Leads, Accelerated Deals
DA
RK
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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•
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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
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