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This is a compilation of Statistics that can help marketers to improve their b2b lead generation strategies.

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slide1

50

Must-Know Statistics

to Improve B2B Lead

Generation Strategies

website search and email marketing

Website, Search

and Email Marketing

email marketing has been effectively used

Email marketing has been effectively used in a wide

Websites and landing pages require optimization to

array of circumstances for over a decade. In this time,

look good, while also making it easier for users to

best practices have evolved to cater to a wider

digest the content. Optimization also helps faciliate

audience with more discerning tastes. Due to the

the regular indexing performed by search engines.

intrusive nature of email, marketers need to develop

On-page SEO factors include keyword optimization,

techniques that reduce the annoyance factor by

inbound and outbound link building, developing

providing something of value in return to the receiver.

content and social sharing amongst others.

To find out more about email marketing, click here.

strategic landing pages are used

Strategic landing

pages are used by

68% of B2B businesses

to acquire leads.

- Marketo

49 of b2b buyers prefer using consumer websites

49% of B2B buyers

prefer using

consumer websites

for work-related

purchases and expect

to be given the same

array of omnichannel

buying options they

have as consumers.

- The Future of Commerce

93 of the b2b buying process begin with an online

93% of the B2B

buying process

begin with an online search.

- Pinpoint Market Research

and Anderson Jones PR

before finalizing a product purchase

Before finalizing a product purchase,

94% of B2B buyers

research online.

- Marketing Profs

76 of b2b buyers use three or more marketing

76% of

B2B buyers

use three or more

marketing channels

when researching a

potential purchase.

- Blue Nile Research

the three most commonly used b2b lead generation

The three most commonly used

B2B lead generation strategies are:

email marketing (78%),

event marketing (73%), &

content marketing (67%).

Demand Metric Research Corporaton

-

email ranks as the third most influential

Email

ranks as the third most influential

information source for B2B audiences,

behind colleague recommendations and

industry-specifi intermediaries.

- BaseOne via Imagination

59 of b2b marketers say email is the most

59% of B2B

marketers

say email is the most

effective channel for

generating revenue.

- BtoB magazine

it is expected that by 2017 the number of emails

It is expected that by 2017,

the number of emails sent

daily will reach approximately

297 billion.

- The Wonder of Tech

content marketing

Content

Marketing

these days content marketing involves creating and

These days, content marketing involves creating and

Content Marketing is a concept that has been in use

distributing valuable information to a pre-determined

since before the Internet. The notion of content

target audience to earn their attention and ultimately

marketing is to generally tell a story to the reader,

drive profitable customer action. The goal is to foster

and companies know that it is a strong promotional

strong relationships between brands and their clients,

strategy.

encourage awareness, trust, credibility, loyalty and in

The content marketing process has evolved over the

best cases, advocacy.

years, but since the dawn of the Internet, sharing of

Content marketing is now an essential part of any

content has become an increasingly common

effective inbound marketing strategy because it is a

practice in people’s everyday lives, and distribution

far more cost-effective way to engage with customers

techniques have progressed as well.

and generate sales leads. To find out more about

which content types will work best for your audience,

click here.

85 of b2b marketers say lead generation is their

85% of B2B marketers

say lead generation is their most

important content marketing

goal in 2016.

- Content Marketing Institute

content marketing is used for lead generation

Content marketing is

used for lead generation by

83% of B2B marketers.

- Content Marketing Institute

through the success of content marketing

Through the success of content marketing,

49% of B2B marketers

follow up with quality sales lead

for further assessment.

- Content Marketing Institute

70 of b2b marketers claim that videos are more

70% of B2B

marketers

claim that videos are

more effective than other

content when it comes to

converting users to

qualified leads.

- Vidyard

brand awareness was the primary objective

Brand awareness

was the primary objective of

content marketing for 84% of

B2B marketers.

- OpenView

social media refers to the various types of media

Social media refers to the various types of media

A strategic social media marketing plan involves

shared via a social platform. Originally meant for

defining social objectives and goals, determining

communities to use to connect with and share with

your target audience, what platforms they are using,

one another, social media usage has grown to the

improving your social media accounts, developing

point where the vast majority of Internet users

relevant content and evaluating your posts and

access social media portals. This phenomenon

activities.

provides an excellent opportunity for brands to

LinkedIn has proven to be the most effective social

engage with and learn about their prospects.

media platform for targeting B2B buyers. If you’d like

Social media marketing can help increase website

to find out more about LinkedIn marketing and how

traffic, leads and conversions, raise brand

to effectively implement it in your business, click

awareness, create brand identity and association,

here.

and improve interaction with the main audiences.

when making a purchase 75 of b2b buyers

When making a purchase,

75% of B2B buyers

use social media for

their decision-making.

- International Data Corporation

49 of b2b marketers find social media

49% of B2B marketers,

find social media to be the most difficult

marketing activity to implement.

- eMarketer

43 of b2b marketers have acquired customers

43% of B2B marketers

have acquired customers

through Facebook.

- HubSpot

social media lead conversion rates are13 higher

Social Media lead

conversion rates

are13% higher than the

average lead conversion rate.

- Hubspot via Struto.co

62 of b2b users stated that linkedin is the most

62% of B2B users

stated that LinkedIn

is the most effective

social media platform

for their business.

- Content Marketing Institute

lead generation from linkedin was successful

Lead generation

from LinkedIn

was successful for

65% of B2B companies.

- LinkedIn

focusing more on linkedin has been considered

Focusing more on LinkedIn

has been considered a priority by

77% of B2B marketers.

- Social Media Examiner

twitter is the top social platform

Twitter is the top

social platform for B2B

mentions, with 73% of

B2B brand mentions.

- Brandwatch

the numbers are in and more people are using their

The numbers are in, and more people are using their

As the technology of mobile devices has evolved

phones, tablets, media players, and other mobile

over the years, so has the behavior of people that use

devices to go online than ever before — accounting for

them. Mobile device usage has experienced a steady

about 50% more traffic than traditional computer users.

increase since the origins of the first smartphones

So, if you are NOT currently making the most of this

and has reached a point where an estimated 60% of

phenomenon and your website is NOT mobile-friendly,

all Internet traffic now comes from mobile devices.

your business is probably missing out on the extra

It is no longer a question for marketers whether or

traffic and potential sales leads from users that could

not to leverage mobile usage, but HOW to leverage

be discouraged by the lack of compatibility.

mobile usage behavior.

If you would like to learn a little more about mobile

marketing, click here.

only 45 of businesses are conducting mobile

Only45% of businesses

are conducting mobile marketing with mobile

websites (70%), mobile applications (55%),

and QR codes (49%) as the most usual tactics.

- StrongView

about 50 of b2b vendors sell through mobile

About50% of B2B vendors

sell through mobile (including

stores and applications).

- MarketingCharts

mobile apps play a significant role in content

Mobile apps

play a significant role in

content marketing according

to 83% of B2B marketers.

- e-Strategy Trends

half of b2b buyers are using smartphones

Half of B2B buyers are using

smartphones for business

purchases — with 40% of

these purchases directly

influenced by such devices.

Conversely, the allocation for

mobile in digital marketing

only amounts to 3%.

- Webbiquity

demand generation lead generation

Demand

Generation |

Lead Generation

outbound lead generation helps a company find

Outbound lead generation helps a company find users

A lead is a person that your company is in contact with who is

interested in purchasing your product or services. Marketers

and deliver information to them. These outbound

are always accountable for generating these leads to drive

activities involve email marketing, paid advertising,

the sales funnel and increase customer databases. There are

content syndication, direct mailing, event marketing,

two different techniques that marketers use to accomplish

or cold calling. Whereas outbound lead generation

their lead generation requirements: Inbound and Outbound,

tends to be more costly than inbound, it is usually

with the most effective lead generation campaigns making

much easier to implement, maintain, and measure.

use of both.

The most effective lead generation techniques tend to

Inbound lead generation help potential customers find your

have the highest conversion rates and lowest cost per

company when they are searching for relevant solutions to a

lead (CPL). To find out more about lead generation,

problem they may be facing. These activities include website

SEO, business blogging, and social media promotion, which

click here.

tend to be more cost-effective but much harder to implement,

maintain, and measure.

37 of marketers state that the budget constraints

37% of marketers

state that the budget constraints hinder

them from conducting an efficient

marketing automation strategy.

- Pepper Global

68 of b2b companies are still struggling with

68% of B2B companies

are still struggling with

lead generation.

- CSO Insights via Lattice Engines

expertise in lead nurturing results

Expertise in lead

nurturing results in a

50% increase in

sales-ready leads,

along with a 33% decrease in its cost.

- Forrester Research via Hubspot

lead generation strategies were only successful

Lead generation strategies

were only successful for

13% of business

for accomplishing their main objectives.

- Ascend2 Lead Generation

Benchmark Report via idio

outbound leads cost 39 more than inbound leads

Outbound leads

cost 39% more than inbound leads.

- HubSpot

61 of b2b marketers find generating high quality

61% of B2B marketers

find generating high-quality leads

as their biggest challenge.

- B2B Technology Marketing Company

a crm system is believed by 84 of companies

a CRM system

is believed by 84% of companies

to be beneficial in determining

the quality of leads.

- Demand Metric Research Corporation

via Direct Marketing News

high quality lead generation is the top challenge

High-quality

lead generation

is the top challenge for

61% of B2B marketers.

- B2B Technology Marketing Community

58 of b2b marketers said they will increase their

58% of B2B

marketers

said they will increase

their lead generation

budget in 2015.

- B2B Technology Marketing

Community

only 5 10 of qualified leads successfully convert

Only 5-10%

of qualified leads

successfully convert

for marketers.

- B2B Technology Marketing

Community

25 of marketers don t have any idea of their

25% of marketers

don’t have any idea of

their conversion rates.

- B2B Technology Marketing Community

t

the average cost of a b2b sales lead varies

The average cost of a B2B

sales lead varies by industry.

Healthcare leads are most

expensive ($60) followed by

business/finance ($43).

At the low end are leads for

marketing products/services

($32) and technology ($31).

- Madison Logic via Marketing Insider

verifying business leads before passing

Verifying business leads

before passing it to the

sales team is conducted

by only 56% of B2B

companies.

- MarketingSherpa via Hubspot

with 61 of b2b marketers immediately forwarding

With 61% of B2B

marketers immediately

forwarding leads to sales,

qualified leads only

amount to 27%.

- MarketingSherpa via Hubspot

more than 79 of marketing leads don t convert

More than 79% of marketing leads

don’t convert into sales with the lack of lead

nurturing as the leading cause.

- MarketingSherpa via Hubspot

increasing the quality of leads

Increasing the quality of leads

is the top priority for a majority

(68%) of B2B professionals, followed

by increasing lead volume (55%).

- B2B Technology Marketing Community

lead generation outsourcing is 43 more efficient

Lead generation outsourcing is

43% more efficient

than generating leads in-house

because of their expertise.

- Fearless Competitor

only 57 of b2b firms consider converting leads

Only 57% of B2B firms

consider converting leads into paying

customers as their top priority when

devising their marketing campaigns.

- MarketingSherpa via HubSpot

customer experience

Customer

Experience

generally speaking the way to improve

Generally speaking, the way to improve satisfaction levels

Customer experience refers to the collection of

depends highly on a company’s particular brand image,

interactions that a customer has with a particular

common practices, and delivery of products and services.

brand over the duration of their relationship. These

In order to define areas needing improvement, intensive

experiences include initial attraction, awareness,

customer research has to be carried out.

discovery, cultivation, advocacy, and purchase of a

The most successful companies address customer

product or use of a service.

experience by listening to their consumers, researching

Addressing the customer experience involves

product/service differences, and demonstrating the value

maximizing the satisfaction levels at each point of

of their offerings.

contact with the brand to promote a better overall

To find out more about how to tap into the Buyer’s

brand experience and create a competitive

Journey, click here.

advantage.

b2b marketers believe customer experience

B2B marketers believe

customer experience,

personalization, and big data

hold the most promise over the next five years.

22% of B2B marketers named customer

experience as the greatest opportunity.

- Econsultancy and Adobe

83 of cmos stated that their organizational

83% of CMOs

stated that their organizational

culture is crucial in the team’s

productivity and quality of

services they deliver.

- Spencer Stuart

approximately

Approximately

90% of B2B companies

are likely to switch partners even with

just one single bad experience.

- CMO.com by Adobe

only 45 of b2b marketers are confident that they

Only 45% of B2B marketers

are confident that they have good,

if not high, levels of customer centricity.

- FierceCMO

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