B2B Lead Generation 2016 Status Quo for the 2017 KickStart

1An effective lead generation technique will have your sales pipeline streamlining with quality leads that can eventually convert. Correspondingly, in planning for that trump card of a technique, you need the latest marketing trends, technologies and data in order to know where you can adjust your lead generation efforts and gain satisfactory results. So here’s some significant statistics we’d gather and like to share.

  • 74% of marketers say converting leads is their top priority. (HubSpot)
  • 57% of B2B organisations identify that converting qualified leads into paying customers is a top funnel priority. (Marketing Sherpa)
  • 17% of marketers spend over 15 hours a week on lead generation. (Marketing Charts)
  • Outbound leads cost 39% more than inbound leads. (HubSpot)
  • Between 28% and 35% percent of B2B leads come from marketing, while 45% to 52% on average are generated by sales teams. (Direct Marketing)
  • Verifying business leads before passing it to the sales team is conducted by only 56% of B2B companies. (PureB2B)
  • With 61% of B2B marketers immediately forwarding leads to sales, qualified leads only amount to 27%. (PureB2B)
  • Sales reps ignore 50% of marketing leads. (B2B Lead)
  • The three most common lead generation strategies are email, event and content marketing. (DM News)
  • Live events (conferences, trade shows and forums) remain the top lead generation source for B2B marketers. (MediaPost)
  • When it comes to content and what drives the call to action, whitepaper and eBook downloads are the top producers of leads, according to 59% of respondents. Other tools are contact forms at 39%, webinars at 37%, and free trials at 35%. (MediaPost)
  • 59% of B2B marketers say SEO has the biggest impact on their lead generation goals. (Marketing Charts)
  • More than two thirds of companies report struggling with lead generation. (Lattice Engines)
  • 51% of local businesses surveyed said that lead generation is a challenge.(ReachLocal)
  • 65% of marketers say generating traffic and leads is their top challenge. (HubSpot)
  • Most marketers are not satisfied with the effectiveness of their lead-generation programs. 80% report their efforts are only “slightly” or “somewhat” effective, and only 16% rate their efforts as “very” or “extremely” effective. 4% say their lead-generation programs as not effective at all. (MediaPost)
  • Only 5-10% of qualified leads successfully convert for marketers. (B2B Technology Marketing Community)
  • Only 17% of marketers say outbound practices provide the highest quality leads for sales. (HubSpot)
  • Only 19% of CMOs identify that improving database hygiene as a top strategic priority for lead generation activity. (Marketing Sherpa)
  • 68% of B2B companies will use landing pages to nurture new sales leads for future conversion. (Marketing Sherpa)
  • Companies that excel at lead nurturing generate 50% more sales leads at 33% lower cost. (Forrester)
  • Email nurtured leads make 47% larger purchases than non-nurtured leads. (Annuitas)
  • A CRM system is believed by 84% of companies to be beneficial in determining the quality of leads. (Demand Metric Research Corporation)
  • Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. (Annuitas)
  • Outsourcing lead generation is thought to be 43% more efficient than in-house due to expertise and experience. (Fearless Competitor)
  • The top three responsibilities (in order of importance) of B2B marketers are brand and positioning, lead generation, and brand communications followed. However, B2B marketers expect that two years from now the top three will be understanding buyers, marketing technology tools, and market / competitor analysis (lead gen drops to #5 on the list). (eMarketer)