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•

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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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