B2B Lead Generation Tactics - GoMomentum

Best B2B Lead Generation Tactics: Guide to Qualified Leads, Accelerated Deals CALL FAST CALL OFTEN REAL, MEASUREABLE SALES GAINS CAN BE MADE IN A MATTER OF HOURS, OR EVEN MINUTES, BY DEVELOPING A TARGETED SALES APPROACH. 85% OF SALES TEAMS DON'T TRACK CALL RESPONSE TIMES. 500 8TH HOUR 1,000 7TH HOUR 6TH HOUR When To Call The 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 Call Odds of reaching a new sales lead: + 10x after the first 60 minutes 1 100x if called in 5 vs 30 minutes 5TH HOUR FRIDAY 4TH HOUR THURSDAY 3RD HOUR WEDNESDAY 2ND HOUR TUESDAY 1ST HOUR Odds of qualifying that sales lead: + 6x after the first 60 minutes ↑ 21x if called in 5 vs 30 minutes MONDAY Average number of calls before making contact with the lead Average number of calls before qualifying the lead Sales team response time from when lead is generated to the point of contact. 13,000 CONTACTING A LEAD: QUALIFYING A LEAD: Chances of contacting a lead increase 114% Chances of qualifying a lead increase164% the BEST TIME WORST TIME BEST TIME WORST TIME 4-6PM 11-120ON by calling during the best time. 8-9AM 4-5eM 1-2M by calling during best time. CALL EVERY LEAD QUALITY LEADS + SALES EXCELLENCE = REVENUE GROWTH 51.4% OF ALL LEADS ARE NEVER CALLED. ON AVERAGE LEADS ARE ONLY CALLED 1 TIME. COMPANIES THAT CALL MORE THAN ONCE SEE A HIGHER CONTACT RATE. LEAD 57% QUALITY 100% SALES SUCCESS 39% 43% SALES 72% 93% EXCELLENCE CONTACT RATE FACE Tσ FACE ΜΕEΤINGS 40% OF PROSPECTS CONVERTED TO NEW CUSTOMERS 91% OF BUSINESSES BELIEVED IT WAS MOST CRITICAL FOR PERSUASION IMPORTANT CONTENT MARKETING SEO 90% OF COMPANIES USE CONTENT MARKETING. 60% PLAN TO INVEST MORE TO THIS AREA IN THEIR 2013 BUDGET ELEMENTS % OF COMPANIES THAT USE THE FOLLOWING SPECIAC SEO ELEMENTS % OF COMPANIES THAT USE: 80% 70% 60% 50% 40% 30% 20% 51% 10% META-DESCRIP TION´ 64% TITLE TAGS 0% SUCCESS RATE FOR B2B LEAD GENERATION f B in 58% SOCIAL MEDIA INTEGRATION 40% 43% 60% 65% Harvard Business Review: Cold Call Tactics That Increase Sales PRODUCED BY MOMENTUM. Momentum is a premiere residential and business VolP provider How Social is B2B? by InsideView 72 Fascinating Social Media Marketing Facts and Statistics Google's 2011 B2B Marketing Guide A 2012 Retrospective: Lead Response Management Research Paper 360 Partners offering communications solutions for direct subscribers and partners nationwide. Founded in 2001, Momentum powers more than 120,000 digital voice lines and offers a wide range of services including Enterprise Voice, SIP Trunking, Internet Fax, Virtual Call Center and Wholesale VolP solutions. MOMENTUM The Value of Face-to-Face Marketing in the Virtual Age www.GOMOMENTUM.COM SOURCES KEYWORDS/PHRASES 84% E 么 区 石 名 GING ION TAGS # OF CALL ATTEMPTS DARK GREY CYAN BLUE CYAN BLUE WHITEPAPERS E-NEWSLETTERS WEBINARS VIDEOS SOCIAL MEDIA || | | | | | | || Best B2B Lead Generation Tactics: Guide to Qualified Leads, Accelerated Deals CALL FAST CALL OFTEN REAL, MEASUREABLE SALES GAINS CAN BE MADE IN A MATTER OF HOURS, OR EVEN MINUTES, BY DEVELOPING A TARGETED SALES APPROACH. 85% OF SALES TEAMS DON'T TRACK CALL RESPONSE TIMES. 500 8TH HOUR 1,000 7TH HOUR 6TH HOUR When To Call The 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 Call Odds of reaching a new sales lead: + 10x after the first 60 minutes 1 100x if called in 5 vs 30 minutes 5TH HOUR FRIDAY 4TH HOUR THURSDAY 3RD HOUR WEDNESDAY 2ND HOUR TUESDAY 1ST HOUR Odds of qualifying that sales lead: + 6x after the first 60 minutes ↑ 21x if called in 5 vs 30 minutes MONDAY Average number of calls before making contact with the lead Average number of calls before qualifying the lead Sales team response time from when lead is generated to the point of contact. 13,000 CONTACTING A LEAD: QUALIFYING A LEAD: Chances of contacting a lead increase 114% Chances of qualifying a lead increase164% the BEST TIME WORST TIME BEST TIME WORST TIME 4-6PM 11-120ON by calling during the best time. 8-9AM 4-5eM 1-2M by calling during best time. CALL EVERY LEAD QUALITY LEADS + SALES EXCELLENCE = REVENUE GROWTH 51.4% OF ALL LEADS ARE NEVER CALLED. ON AVERAGE LEADS ARE ONLY CALLED 1 TIME. COMPANIES THAT CALL MORE THAN ONCE SEE A HIGHER CONTACT RATE. LEAD 57% QUALITY 100% SALES SUCCESS 39% 43% SALES 72% 93% EXCELLENCE CONTACT RATE FACE Tσ FACE ΜΕEΤINGS 40% OF PROSPECTS CONVERTED TO NEW CUSTOMERS 91% OF BUSINESSES BELIEVED IT WAS MOST CRITICAL FOR PERSUASION IMPORTANT CONTENT MARKETING SEO 90% OF COMPANIES USE CONTENT MARKETING. 60% PLAN TO INVEST MORE TO THIS AREA IN THEIR 2013 BUDGET ELEMENTS % OF COMPANIES THAT USE THE FOLLOWING SPECIAC SEO ELEMENTS % OF COMPANIES THAT USE: 80% 70% 60% 50% 40% 30% 20% 51% 10% META-DESCRIP TION´ 64% TITLE TAGS 0% SUCCESS RATE FOR B2B LEAD GENERATION f B in 58% SOCIAL MEDIA INTEGRATION 40% 43% 60% 65% Harvard Business Review: Cold Call Tactics That Increase Sales PRODUCED BY MOMENTUM. Momentum is a premiere residential and business VolP provider How Social is B2B? by InsideView 72 Fascinating Social Media Marketing Facts and Statistics Google's 2011 B2B Marketing Guide A 2012 Retrospective: Lead Response Management Research Paper 360 Partners offering communications solutions for direct subscribers and partners nationwide. Founded in 2001, Momentum powers more than 120,000 digital voice lines and offers a wide range of services including Enterprise Voice, SIP Trunking, Internet Fax, Virtual Call Center and Wholesale VolP solutions. MOMENTUM The Value of Face-to-Face Marketing in the Virtual Age www.GOMOMENTUM.COM SOURCES KEYWORDS/PHRASES 84% E 么 区 石 名 GING ION TAGS # OF CALL ATTEMPTS DARK GREY CYAN BLUE CYAN BLUE WHITEPAPERS E-NEWSLETTERS WEBINARS VIDEOS SOCIAL MEDIA || | | | | | | ||