B2B Lead Generation Benchmark Study Shows Lead Generation is Critical to the Sales Success of B2B Companies

2009 B2B Lead Generation Benchmark Study results released today show which B2B lead generation strategies and tactics are most effective at generating qualified leads that convert into sales in today's challenging business environment.

ShareThis Email PDF Print

The study results clearly show that companies that invest in B2B lead generation are seeing more sales as a result.

North Kingstown, RI (PRWEB) May 27, 2009

The 2009 B2B Lead Generation Benchmark Study, designed to measure business-to-business lead generation activities and results in order to determine best practices, found that lead generation does play a critical role in the sales success of B2B companies.

A sampling of study findings include:

Companies that invest a larger percentage of their marketing budget in lead generation generally have better sales results than those who invest a smaller percentage.

Those study participants that use more lead generation campaigns, each focused on specific market segments, generate better leads and sales results than those that use fewer, one-size-fits-all campaigns.

Companies with an average sale size of more than $10,000 invest more in lead generation than companies with an average sale size of less than $10,000.

A majority (60%) of the companies reported that their outside sales teams find less than half of the opportunities in the sales pipeline on their own, and 40 percent reported that their outside sales teams find less than 30 percent of the pipeline opportunities needed.

The companies that have more frequent meetings between marketing, lead generation and sales get better results from their B2B lead generation programs.

The vast majority of survey participants (94%) use more than four different lead generation tactics to get the job done.

Study participants found that some sources of leads are clearly more productive than others. For example, "Inside Sales/Telemarketing" wound up at the top of two lists:

A majority of survey participants picked "Inside Sales/Telemarketing" as one of their most productive lead sources when judged by sales results.

"Inside Sales/Telemarketing" is also one of the largest contributors of opportunities in the sales pipeline.

The B2B Lead Generation Benchmark Study results are based on a survey completed by 213 executives who said they are responsible for directing or implementing their companies' B2B lead generation programs.

Sponsored by two companies that provide services related to B2B lead generation, ExperiGenExperts and Mac McIntosh Inc., the study was specifically designed to provide marketing, sales and business development executives with information about B2B lead generation activity and results that they can use to evaluate and improve their own B2B lead generation programs.

Patrika Hardnett, president of ExperiGenExperts, said, "The study results clearly show that companies that invest in B2B lead generation are seeing more sales as a result."

"Executives responsible for B2B lead generation can use the results of this study to justify investments in lead generation at their own companies," said M. H. (Mac) McIntosh, president and principal consultant at Mac McIntosh Inc.

An Executive Summary of the study results is available for free. The full, detailed B2B Lead Generation Benchmark Study report is also available for $159. Both can be found at http://www.lead-generation-benchmarks.com.

ExperiGenExperts is a B2B lead generation and business development company located in Atlanta, Georgia. For more information, visit http://www.ExperiGenExperts.com.

Mac McIntosh Inc. - The B2B Sales Lead Experts™ is a B2B consultancy located in North Kingstown, Rhode Island. For more information, visit http://www.sales-lead-experts.com.

###