What works when selling to marketersLead generation best practices for marketing technology and services vendors

A noisy, cluttered marketplace makes it difficult for marketing technology vendors to find the right tactics and messages that will get noticed by marketers. However, traditional lead generation practices are very successful in reaching this target.

Data is based on a study by LeadJen of lead generation campaigns targeting lists of marketers over a three and a half year period, from 2010-2013. These records included 1.45 million outreach attempts, included more than 20,000 conversations with marketing professionals, and generated 830 appointments resulting in nearly $4.8 million in revenue generated.

LeadJen 1311 W. 96th Street, Suite 250, Indianapolis, IN 46260 leadjen.com

Marketers are 8% - 30% more receptive to lead generation efforts

Midweek/Midday most productive

appointments set in first call

25% more appointments set

with marketers

MON

12

6

111

210

39

48

57

TUE WED THU FRI

Appointment per lead

MarketingAll Industries

2.0%2.5%

17%30%

20% 20%13%

13%Marketers

53%Outbound calls

31%1 call

11%2 calls

20%Inbound response

via email

14%Inbound

response via phone call

13%Follow up

email or call

10-12%Other professionals

6%3 calls

5%4-6 calls

Appointments set by time (Eastern time zone)Appointments set by day

How appointments are set 14%14%

9%

8%2%

12 % 16%

10%

10%

5%

13%

appointments set after

following up on“no interest”

response