Download - Lead Generation Methods 2013 - Ken Krogue
Lead Generation Methods 2013
Ken Krogue - Founder
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Ken KroguePresident
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Blog: kenkrogue.com
Ken KroguePresident& Founder
Forbes Contributor & #1 Blog
#1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’
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Recent Research
2013 Top Sales Challenges Survey
2012 DreamforceResponseAudit
2013 Lead Gen Methodologies
2013 AA-ISP ResponseAudit
2013 Distance EducationResponseAudit
2013 Inside Sales Market Size Survey
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Laura Ramos – Top 50 B2B Marketers
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Effective Lead Gen 2006
2006
2006, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
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Effective Lead Gen 2007
2006 2007
2006, 2007, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
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Effective Lead Gen 2008
2006 2007 2008
2006, 2007, 2008, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
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Effective Lead Gen 2009
2006 2007 20082009
2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
Effective Lead Gen
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Effective Lead Gen 2009
2006 2007 20082009
2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
Inside SalesExec EventsTrade ShowsWebinarsEmailSearchDirect MailVideo, PodcastBlogsWeb 2.0
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Effective Lead Gen 2009
2006 2007 20082009
2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst
Exec EventsInside Sales
Trade ShowsWebinars
SearchEmail
Direct MailVideo, Pod
BlogsWeb 2.0
Inside SalesExec EventsTrade ShowsWebinarsEmailSearchDirect MailVideo, PodcastBlogsWeb 2.0
Copyright © InsideSales.com Inc. All Rights Reserved© InsideSales.com Inc.
Lead Gen Research 2013
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Top B2B Marketing Challenges
Generating more leads
Increasing awareness
Budget contraints
Developing brand
Customer relationships
Understanding buyer
Partner productivity
0% 10% 20% 30% 40% 50% 60% 70% 80%
Top Challenges
Top Challenges
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Industries Surveyed
30%
19%
12%
11%
8%
7%
% Respondents
Business ServicesManufacturingMediaOtherSoftwareFinance
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Lead Generation Methods 2013
Online
Company Website
Email or Electronic Marketing
Search Marketing
Blogs
Online Display Ads
Other Web 2.0 Tools: RSS Subscriptions, Mashups, Widgets, Wikis
Online Video
Rich Media: Podcasts, Flash Demos, Interactive PDFs
Traditional
TV Advertising
RadioDirect Mail
Print Advertising
Public Relations
Outdoor Media
OutboundInside Sales
Telemarketing
Social
LinkedInGoogle+Pinterest
Events
Tradeshow, Conferences (in person, large scale)
Sponsorships and/or Associations
Executive Events: Breakfasts, Seminars, Hospitality Events (in person, small scale)
Virtual On-Demand Events
Webinars, Webcasts
Outdoor Media
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Marketing Method Adoption
Company Web siteEmail or electronic newsletters
Tradeshows, conferencesInside Sales
LinkedInFacebook
Direct mailPrint advertising
Sponsorships and/or associationsTwitter
Search marketingWebinars, webcasts
Public relationsBlogs
Online videoOnline display ads
TelemarketingExecutive Events
Google+Rich Media
RadioTV advertising
PinterestOutdoor media
Other Web 2.0 toolsVirtual, on-demand events
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Online
Traditional
Outbound
Social
Events
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Method Most Used Awareness Lead Gen Variance
Website 1 1 1 0
Email 2 2 2 0
Tradeshow 3 3 3 0
LinkedIn 4 5 6 -2
Inside Sales 5 4 4 +1
Facebook 6 9 13 -7
Sponsorships 7 7 8 -1
Search Marketing 8 8 7 +1
Webinars 9 6 5 +4
Print 10 13 14 -4
Twitter 11 16 16 -5
Direct Mail 12 11 9 +3
Blogs 13 10 12 +1
PR 14 14 15 -1
Telemarketing 15 15 11 +4
Seminars 16 12 10 +6
Online Display Ads 17 18 17 0
Online Video 18 17 18 0
Google+ 19 19 19 0
Rich Media 20 20 20 0
Radio 21 21 21 0
TV 22 22 22 0
Virtual Events 23 23 23 0
Web 2.0 Tools 24 24 24 0
Pinterest 25 25 26 -1
Outdoor Media 26 26 27 -1
Other 27 27 25 +1
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Method Most Used Awareness Lead Gen Lead Variance
Website 1 1 1 0
Email 2 2 2 0
Tradeshow 3 3 3 0
LinkedIn 4 5 6 -2
Inside Sales 5 4 4 +1
Facebook 6 9 13 -7
Sponsorships 7 7 8 -1
Search Marketing 8 8 7 +1
Webinars 9 6 5 +4
Print 10 13 14 -4
Twitter 11 16 16 -5
Direct Mail 12 11 9 +3
Blogs 13 10 12 +1
PR 14 14 15 -1
Telemarketing 15 15 11 +4
Seminars 16 12 10 +6
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Effectiveness at Leads
0% 50% 100%0.0
0.5
1.0
Company Website
EmailTradeshows
Inside Sales
Direct Mail
Print Advertising
Sponsorships / Associa-tions
Search MarketingWebinars
Blogs
Public Relations
Telemarketing
Online Display Ads
Online Video
Executive Events
Google+
Rich Media
Radio
TV Advertising
Outdoor Media
Other Web 2.0 Tools
Virtual, On-Demand Events
Usage
Eff
ec
tiv
en
es
s
Underused
Poorly Used Overused
Clearly Effective
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Effectiveness at Awareness
0% 50% 100%0.0
0.5
1.0
Website
Tradeshows
Inside Sales
LinkedInFacebook
Direct Mail
Print advertising
Sponsorships / Associa-tions
Search Marketing
Webinars
Blogs
Public relations
Telemarketing
Online display adsOnline Video
Executive Events
Google+
Rich Media
Radio
TV Advertising
Outdoor Media
PinterestOther Web 2.0 tools
Virtual Events
Usage
Eff
ec
tiv
en
es
sUnderused
Poorly UsedOverused
Clearly Effective
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Business Awareness High Use
0 75 1500
140
280
Use
Bu
sin
es
s A
wa
ren
es
s
Hig
h
HighLow
Low
WebsiteEmailTradeshowInside Sales
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Business Awareness Low Use
0 75 1500
140
280
Use
Bu
sin
es
s A
wa
ren
es
s
Hig
h
HighLow
Low
OtherOutdoor MediaPinterestOther Web 2.0On-Demand Events
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Business Awareness Under-Used
0 75 1500
140
280
Use
Bu
sin
es
s A
wa
ren
es
s
Hig
h
HighLow
Low
WebinarsSearch MarketingSponsorships
SeminarsPublic RelationsTelemarketing
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0 75 1500
140
280
Use
Bu
sin
es
s A
wa
ren
es
s
Business Awareness Over-Used
Hig
h
HighLow
Low
FacebookDirect MailPrint AdsTwitter
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0 75 1500
120
240
Use
Le
ad
Ge
ne
rati
on
Lead Generation High Use
Hig
h
HighLow
Low
WebsiteEmailTradeshowInside Sales
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0 75 1500
120
240
Use
Le
ad
Ge
ne
rati
on
Lead Generation Low Use
Hig
h
HighLow
Low
OtherOutdoor MediaPinterestOther Web 2.0On-Demand EventsTV Advertising
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SeminarsTelemarketing
0 75 1500
120
240
Use
Le
ad
Ge
ne
rati
on
Lead Generation Under-Used
Hig
h
HighLow
Low
WebinarsSearch Marketing
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0 75 1500
120
240
Use
Le
ad
Ge
ne
rati
on
LinkedinFacebookPrint AdsTwitter
Lead Generation Over-Used
Hig
h
HighLow
Low
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Highly Effective Methods
Online Events Outbound Social Media Traditional0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
17%
27%
39%
5%
10%
22%
29%
37%
10%
16%
Generating Leads Driving Brand Awareness
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Tools Used by Inside Sales Reps
List/Lead Providers
Appointment Setting
DashboardsDialers
ACDsIncentives
Social MediaCoaching
CRM
Calendaring
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Tools: Using
Tools UsingCalendaring Tools 92%
CRM 80%
Conferencing / Presentation Software 70%
Social Media Tools 67%
Reporting / Dashboard Tools 66%
Compensation / Commission / Incentive Tools 65%
List / Lead Providers 57%
Training Tools 52%
Coaching Tools 45%
Appointment Setting Tools 34%
ACDs (Automated Call Distributers) 13%
Dialers 13%
IVRs (Interactive Voice Recognition) 8%
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Tools: Plan to Use
Tools UsingPlan to
UseCalendaring Tools 92% 4%
CRM 80% 11%
Conferencing / Presentation Software 70% 14%
Social Media Tools 67% 18%
Reporting / Dashboard Tools 66% 19%
Compensation / Commission / Incentive Tools 65% 16%
List / Lead Providers 57% 15%
Training Tools 52% 25%
Coaching Tools 45% 25%
Appointment Setting Tools 34% 19%
ACDs (Automated Call Distributers) 13% 10%
Dialers 13% 17%
IVRs (Interactive Voice Recognition) 8% 9%
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Tools: Don’t Plan to Use
Tools UsingPlan to
Use
Don't Plan to
UseCalendaring Tools 92% 4% 5%
CRM 80% 11% 9%
Conferencing / Presentation Software 70% 14% 16%
Social Media Tools 67% 18% 15%
Reporting / Dashboard Tools 66% 19% 15%
Compensation / Commission / Incentive Tools 65% 16% 19%
List / Lead Providers 57% 15% 28%
Training Tools 52% 25% 23%
Coaching Tools 45% 25% 30%
Appointment Setting Tools 34% 19% 47%
ACDs (Automated Call Distributers) 13% 10% 77%
Dialers 13% 17% 70%
IVRs (Interactive Voice Recognition) 8% 9% 83%
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Tools: Highest Quota Attainment
Tools UsingPlan to
Use
Don't Plan to
Use% of
QuotaCalendaring Tools 92% 4% 5% 76%
CRM 80% 11% 9% 75%
Conferencing / Presentation Software 70% 14% 16% 73%
Social Media Tools 67% 18% 15% 75%
Reporting / Dashboard Tools 66% 19% 15% 76%
Compensation / Commission / Incentive Tools 65% 16% 19% 76%
List / Lead Providers 57% 15% 28% 75%
Training Tools 52% 25% 23% 76%
Coaching Tools 45% 25% 30% 77%
Appointment Setting Tools 34% 19% 47% 75%
ACDs (Automated Call Distributers) 13% 10% 77% 70%
Dialers 13% 17% 70% 76%
IVRs (Interactive Voice Recognition) 8% 9% 83% 73%
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Tools: Under Utilized Tools
Tools UsingPlan to
Use
Don't Plan to
Use% of
QuotaCalendaring Tools 92% 4% 5% 76%
CRM 80% 11% 9% 75%
Conferencing / Presentation Software 70% 14% 16% 73%
Social Media Tools 67% 18% 15% 75%
Reporting / Dashboard Tools 66% 19% 15% 76%
Compensation / Commission / Incentive Tools 65% 16% 19% 76%
List / Lead Providers 57% 15% 28% 75%
Training Tools 52% 25% 23% 76%
Coaching Tools 45% 25% 30% 77%
Appointment Setting Tools 34% 19% 47% 75%
ACDs (Automated Call Distributers) 13% 10% 77% 70%
Dialers 13% 17% 70% 76%
IVRs (Interactive Voice Recognition) 8% 9% 83% 73%
Under-Utilized Tools