{"id":37845,"date":"2020-05-19T12:30:41","date_gmt":"2020-05-19T12:30:41","guid":{"rendered":""},"modified":"2023-05-12T13:02:37","modified_gmt":"2023-05-12T13:02:37","slug":"lead-generation-statistics","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/","title":{"rendered":"8 statistics on lead generation"},"content":{"rendered":"<p>We&#8217;ve put together 8 important figures on lead generation to help inform your strategy.<\/p>\n<p>These statistics show you the state of lead generation in 2020, its evolution, and highlight trends to consider for your lead generation strategy.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#1-more-than-half-of-marketing-teams-spend-more-than-50-of-their-budget-on-lead-generation\" >#1 More than half of marketing teams spend more than 50% of their budget on lead generation<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#2-conversion-rates-are-9x-higher-when-a-purchase-intent-is-met-in-less-than-5-minutes\" >#2 Conversion rates are 9x higher when a purchase intent is met in less than 5 minutes<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#3-almost-two-thirds-of-leads-are-not-ready-to-be-handled-by-a-sales-person\" >#3 Almost two thirds of leads are not ready to be handled by a sales person<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#4-linkedin-would-be-an-underused-el-dorado\" >#4 Linkedin would be an underused el-dorado<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#5-inbound-marketing-generates-3x-more-leads-for-half-the-cost\" >#5 Inbound marketing generates 3x more leads for half the cost<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#6-its-all-in-the-title\" >#6 It&#8217;s all in the title<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#7-trade-shows-are-the-most-important-b2b-lead-generation-channel\" >#7 Trade shows are the most important B2B lead generation channel<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-generation-statistics\/#8-63-of-your-leads-will-not-convert-for-3-months\" >#8 63% of your leads will not convert for 3 months<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"1-more-than-half-of-marketing-teams-spend-more-than-50-of-their-budget-on-lead-generation\"><\/span><span class=\"ez-toc-section\" id=\"1-more-than-half-of-marketing-teams-spend-more-than-50-of-their-budget-on-lead-generation\"><\/span>#1 More than half of marketing teams spend more than 50% of their budget on lead generation<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>In the age of digitalization, competition is increasingly fierce and marketing teams continue to focus on lead generation. According to research from Bright Talk, <strong>53%<\/strong> of marketers say they spend half or more of their total budget on this activity. Only <strong>34%<\/strong> of marketers spend <strong>less than half their budget<\/strong> on lead generation. This means that lead generation is still the top priority for marketing teams.<\/p>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2020\/05\/Statistic-Two-Lead-Generation-Statistics.png\" \/><\/p>\n<p>However, when asked, marketers generally agree that this goal is now more difficult to achieve. Indeed, this<a href=\"https:\/\/www.stateofinbound.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Hubspot<\/a> report shows that 61% of marketers see traffic and lead generation as their biggest challenge.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nMarketing is becoming increasingly streamlined, with a strong focus on short-term actions that feed the sales teams. Be careful not to forget to build your brand and authority.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"2-conversion-rates-are-9x-higher-when-a-purchase-intent-is-met-in-less-than-5-minutes\"><\/span><span class=\"ez-toc-section\" id=\"2-conversion-rates-are-9x-higher-when-a-purchase-intent-is-met-in-less-than-5-minutes\"><\/span>#2 Conversion rates are 9x higher when a purchase intent is met in less than 5 minutes<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Another important trend to consider is the growing importance of fast and effective sales follow-up. A 2019 study by <a href=\"https:\/\/ziffdavisb2b.com\/20-demand-gen-stats-that-you-cant-ignore-in-2020\/\" target=\"_blank\" rel=\"noopener noreferrer\">Ziff Davis<\/a> found that following up on online leads in <strong>less than 5 minutes<\/strong> is <strong>nine times more likely to turn them into paying customers <\/strong>.<\/p>\n<p>How do you make sure your salespeople respond within 5 minutes? Automation could help. Modern AI-powered <strong>chatbots<\/strong> and <strong>CRMs<\/strong> are able to <strong>automatically respond to your customers for you<\/strong>, taking the task off your sales team and helping you drive those conversions while spending less.<\/p>\n<p>An effective <a href=\"https:\/\/salesdorado.com\/en\/b2b-marketing\/definition-social-selling\/\">social selling<\/a> strategy will allow you to develop a close relationship with your prospect. This relationship is more likely to lead to a sale later on.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nIt is essential to set up processes that allow you to be very reactive. Your leads must be allocated and your salespeople notified very quickly to gain in efficiency.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"3-almost-two-thirds-of-leads-are-not-ready-to-be-handled-by-a-sales-person\"><\/span><span class=\"ez-toc-section\" id=\"3-almost-two-thirds-of-leads-are-not-ready-to-be-handled-by-a-sales-person\"><\/span>#3 Almost two thirds of leads are not ready to be handled by a sales person<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>If you had any doubts about the importance of <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/lead-nurturing\/\">lead nurturing<\/a>, <a href=\"https:\/\/sherpablog.marketingsherpa.com\/email-marketing\/b2b-lead-nurturing-importance\/\" target=\"_blank\" rel=\"noopener noreferrer\">Marketing Sherpa<\/a> shows that <strong>73% of prospects are not interested enough<\/strong> for a salesperson to start a discussion with them. To prepare them, marketing teams need to find ways to engage them and move them down the sales funnel. Find out how to <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/commercial-funnel-efficiency\/\">boost the effectiveness of your sales funnel<\/a> by optimising the link between sales and marketing teams.<\/p>\n<p>The key is to set up an automated scenario that allows your prospects to gradually get closer to your brand without feeling &#8220;caught in the throat&#8221; by a sales call for example. This requires excellent collaboration between the sales and marketing teams. Clearly defined <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/efficient-business-processes\/\">sales processes<\/a> will allow everyone to know when to intervene and your prospects to become customers.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\n<a href=\"https:\/\/salesdorado.com\/en\/account-based-marketing\/lead-scoring\/\" data-internallinksmanager029f6b8e52c=\"82\" title=\"How to do Scoring on Excel\">Lead scoring<\/a> is fundamental, and qualification calls must be very efficient (no more than 15 minutes). This is why it is important to work on <a href=\"https:\/\/salesdorado.com\/en\/cold-calling\/telephone-qualification-questions\/\">qualification questions<\/a> for your sales people.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"4-linkedin-would-be-an-underused-el-dorado\"><\/span><span class=\"ez-toc-section\" id=\"4-linkedin-would-be-an-underused-el-dorado\"><\/span>#4 Linkedin would be an underused el-dorado<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>There are so many social platforms out there that it can be difficult to know which one to focus on. In the B2B world, at least, the answer is clear: <strong>LinkedIn<\/strong>. <strong>LinkedIn<\/strong> dominates lead generation for B2B companies. According to <a href=\"https:\/\/www.oktopost.com\/blog\/generating-leads-engagement-social-media-ads\/\" target=\"_blank\" rel=\"noopener noreferrer\">Oktopost<\/a>, <strong>80% of B2B leads come from this platform<\/strong>.<\/p>\n<p>Although it is so effective at generating leads, LinkedIn seems relatively underused. Indeed, according to <a href=\"https:\/\/www.quicksprout.com\/social-media-lead-generation\/\" target=\"_blank\" rel=\"noopener noreferrer\">Quicksprout<\/a>, only <strong>47% of marketers actively use LinkedIn<\/strong>, while 45% have gained customers through the platform.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nLinkedin is the leading social network for generating leads but it&#8217;s not always easy to know where to start. Tools exist to <a href=\"https:\/\/salesdorado.com\/en\/automation\/tools-linkedin-leads\/\">generate leads from Linkedin<\/a>, find 5 of the most used.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"5-inbound-marketing-generates-3x-more-leads-for-half-the-cost\"><\/span><span class=\"ez-toc-section\" id=\"5-inbound-marketing-generates-3x-more-leads-for-half-the-cost\"><\/span>#5 Inbound marketing generates 3x more leads for half the cost<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>According to <a href=\"https:\/\/www.demandmetric.com\/content\/content-marketing-infographic\">Demand Metric<\/a> figures, content marketing is <strong>three times more effective<\/strong> at generating leads than outbound marketing, while costing <strong>62% less<\/strong>.<\/p>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2020\/05\/Statistic-Twelve-Lead-Generation-Statistics.png\" \/><\/p>\n<p>By focusing your lead generation efforts on <strong>creating and promoting quality content<\/strong> instead of trying to reach your potential customers directly. You&#8217;ll save money while generating more leads.<\/p>\n<p>In addition, you <strong>will improve brand loyalty<\/strong> by offering your customers something free and making them feel <strong>more like a partner than a sales target <\/strong>.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nIt is important to implement an inbound marketing strategy, even if you only focus on one channel. In the medium term, this is what will make the difference.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"6-its-all-in-the-title\"><\/span><span class=\"ez-toc-section\" id=\"6-its-all-in-the-title\"><\/span>#6 It&#8217;s all in the title<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>To get the most out of your content marketing efforts, make sure all the blog posts you publish have attention-grabbing headlines. <strong>Effective headlines<\/strong> can increase clicks, and therefore traffic to your pages, <strong>by 500%<\/strong>. (Source: <a href=\"https:\/\/www.wired.com\/2013\/02\/tabloid-chic-the-rise-of-racy-headlines\/\" target=\"_blank\" rel=\"noopener noreferrer\">Wired<\/a>)<\/p>\n<p>Using<strong>numbers<\/strong> in your headlines is also a great way to make <strong>your headlines more impactful<\/strong>. Make sure you include them wherever possible. Try to incorporate numbers to make your <a href=\"https:\/\/salesdorado.com\/en\/outbound-sales\/subject-lines-examples\/\">email subject lines more impactful<\/a>, to reach your targets more effectively.<\/p>\n<p>On the other hand, it&#8217;s important to remember that <a href=\"https:\/\/affilimate.com\/blog\/free-traffic-sources\/\" rel=\"noopener\" target=\"_blank\">generating traffic<\/a> is great but useless if you can&#8217;t <strong>convert those prospects<\/strong> who are interested in you.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nDon&#8217;t forget to work on and test your titles regularly. You can, for example, take back every month the titles that have performed the worst over the last 30 days.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"7-trade-shows-are-the-most-important-b2b-lead-generation-channel\"><\/span><span class=\"ez-toc-section\" id=\"7-trade-shows-are-the-most-important-b2b-lead-generation-channel\"><\/span>#7 Trade shows are the most important B2B lead generation channel<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>In the B2B world, <strong>offline lead generation<\/strong> can still be effective. A 2018 <a href=\"https:\/\/www.marketingcharts.com\/customer-centric\/lead-generation-and-management-82291\" target=\"_blank\" rel=\"noopener noreferrer\">study<\/a> by Marketing Charts showed that <strong>trade fairs are the channel that generates the most leads in B2B<\/strong>.<\/p>\n<p><img decoding=\"async\" src=\"\/wp-content\/uploads\/2020\/05\/Statistic-Twenty-One-Lead-Generation-Statistics.png\" \/><\/p>\n<p>Events and conferences offer a unique opportunity to meet your potential customers and have a face-to-face conversation with them. Unfortunately, much of this investment is wasted, due to poor lead capture and follow-up practices at trade shows. Again, well-calibrated sales processes will ensure that no valuable leads are wasted.<\/p>\n<p>Moreover, in this particular period of (de)confinement, <a href=\"https:\/\/salesdorado.com\/en\/inbound-marketing\/examples-of-webinars\/\" data-internallinksmanager029f6b8e52c=\"212\" title=\"webinars\">webinars<\/a> are an excellent way to keep in touch with your customers that you cannot meet in person.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nIn this period of (un)containment, consider digital event formats such as <a href=\"https:\/\/salesdorado.com\/en\/inbound-marketing\/webinars-leads\/\">webinars to generate more leads<\/a>.<\/p>\n<h2 class=\"itemlist\"><span class=\"ez-toc-section\" id=\"8-63-of-your-leads-will-not-convert-for-3-months\"><\/span><span class=\"ez-toc-section\" id=\"8-63-of-your-leads-will-not-convert-for-3-months\"><\/span>#8 63% of your leads will not convert for 3 months<span class=\"ez-toc-section-end\"><\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Don&#8217;t expect these leads to turn into sales overnight, it&#8217;s best to approach conversions from a long-term perspective. In fact, <a href=\"https:\/\/www.marketingdonut.co.uk\/sales\/sales-techniques-and-negotiations\/why-you-must-follow-up-leads\" target=\"_blank\" rel=\"noopener noreferrer\">Marketing Donut<\/a> found that <strong>63% of customers<\/strong> who request information about your brand will not be ready to buy for <strong>at least three months <\/strong>.<\/p>\n<p>This statistic may seem a little disappointing, but it&#8217;s important to be realistic about your leads. The truth is that the vast majority of them will never convert into sales, at least according to this study by <a href=\"https:\/\/www.marketingsherpa.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Marketing Sherpa<\/a>.<\/p>\n<p>The important thing is to be aware that you will only convert a small proportion of the leads you generate. But all your efforts are not in vain, even without conversion, <strong>you are building your brand and establishing yourself as an expert in your field<\/strong>.<\/p>\n<p class=\"box\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Things to remember<\/span><br \/>\nBe realistic in your costs per lead, only deal with leads that are ready to be dealt with (discovery call and lead scoring to support this) and opt for a high sales pressure on qualified leads.<\/p>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"37845\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    <div class=\"kksr-stars-active\" style=\"width: 0px;\">\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n    <div class=\"kksr-legend\">\n            <span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>We&#8217;ve put together 8 important figures on lead generation to help inform your strategy. These [&hellip;]<\/p>\n","protected":false},"author":49,"featured_media":3198,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[261,249],"tags":[312],"class_list":["post-37845","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b-marketing","category-lead-generation","tag-guides"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>8 statistics on lead generation | Salesdorado<\/title>\n<meta name=\"description\" content=\"We have gathered 8 important statistics on the generation of leads in order to enlighten your strategy.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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