Lead Generation Methods 2013 - Ken Krogue

Lead Generation Methods 2013

Ken Krogue - Founder

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Ken KroguePresident

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Ken KroguePresident& Founder

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#1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’

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Recent Research

2013 Top Sales Challenges Survey

2012 DreamforceResponseAudit

2013 Lead Gen Methodologies

2013 AA-ISP ResponseAudit

2013 Distance EducationResponseAudit

2013 Inside Sales Market Size Survey


Laura Ramos – Top 50 B2B Marketers


Effective Lead Gen 2006

2006

2006, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst

Exec EventsInside Sales

Trade ShowsWebinars

SearchEmail

Direct MailVideo, Pod

BlogsWeb 2.0



2006 2007

2006, 2007, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst


Trade ShowsWebinars

SearchEmail


BlogsWeb 2.0



2006 2007 2008

2006, 2007, 2008, Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst


Trade ShowsWebinars

SearchEmail


BlogsWeb 2.0



2006 2007 20082009

2006, 2007, 2008, 2009 Lead Generation Reports – Forrester, Laura Ramos, VP-Analyst


Trade ShowsWebinars

SearchEmail


BlogsWeb 2.0

Effective Lead Gen



2006 2007 20082009



Trade ShowsWebinars

SearchEmail


BlogsWeb 2.0

Inside SalesExec EventsTrade ShowsWebinarsEmailSearchDirect MailVideo, PodcastBlogsWeb 2.0



2006 2007 20082009



Trade ShowsWebinars

SearchEmail


BlogsWeb 2.0

Inside SalesExec EventsTrade ShowsWebinarsEmailSearchDirect MailVideo, PodcastBlogsWeb 2.0


Lead Gen Research 2013


Top B2B Marketing Challenges

Generating more leads

Increasing awareness

Budget contraints

Developing brand

Customer relationships

Understanding buyer

Partner productivity

0% 10% 20% 30% 40% 50% 60% 70% 80%

Top Challenges

Top Challenges


Industries Surveyed

30%

19%

12%

11%

8%

7%

% Respondents

Business ServicesManufacturingMediaOtherSoftwareFinance


Lead Generation Methods 2013

Online

Company Website

Email or Electronic Marketing

Search Marketing

Blogs

Online Display Ads

Other Web 2.0 Tools: RSS Subscriptions, Mashups, Widgets, Wikis

Online Video

Rich Media: Podcasts, Flash Demos, Interactive PDFs

Traditional

TV Advertising

RadioDirect Mail

Print Advertising

Public Relations

Outdoor Media

OutboundInside Sales

Telemarketing

Social

Facebook

Twitter

LinkedInGoogle+Pinterest

Events

Tradeshow, Conferences (in person, large scale)

Sponsorships and/or Associations

Executive Events: Breakfasts, Seminars, Hospitality Events (in person, small scale)

Virtual On-Demand Events

Webinars, Webcasts

Outdoor Media


Marketing Method Adoption

Company Web siteEmail or electronic newsletters

Tradeshows, conferencesInside Sales

LinkedInFacebook

Direct mailPrint advertising

Sponsorships and/or associationsTwitter

Search marketingWebinars, webcasts

Public relationsBlogs

Online videoOnline display ads

TelemarketingExecutive Events

Google+Rich Media

RadioTV advertising

PinterestOutdoor media

Other Web 2.0 toolsVirtual, on-demand events

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Online

Traditional

Outbound

Social

Events

Copyright © InsideSales.com Inc. All Rights Reserved

Method Most Used Awareness Lead Gen Variance

Website 1 1 1 0

Email 2 2 2 0

Tradeshow 3 3 3 0

LinkedIn 4 5 6 -2

Inside Sales 5 4 4 +1

Facebook 6 9 13 -7

Sponsorships 7 7 8 -1

Search Marketing 8 8 7 +1

Webinars 9 6 5 +4

Print 10 13 14 -4

Twitter 11 16 16 -5

Direct Mail 12 11 9 +3

Blogs 13 10 12 +1

PR 14 14 15 -1

Telemarketing 15 15 11 +4

Seminars 16 12 10 +6

Online Display Ads 17 18 17 0

Online Video 18 17 18 0

Google+ 19 19 19 0

Rich Media 20 20 20 0

Radio 21 21 21 0

TV 22 22 22 0

Virtual Events 23 23 23 0

Web 2.0 Tools 24 24 24 0

Pinterest 25 25 26 -1

Outdoor Media 26 26 27 -1

Other 27 27 25 +1


Method Most Used Awareness Lead Gen Lead Variance

Website 1 1 1 0

Email 2 2 2 0

Tradeshow 3 3 3 0

LinkedIn 4 5 6 -2

Inside Sales 5 4 4 +1

Facebook 6 9 13 -7

Sponsorships 7 7 8 -1

Search Marketing 8 8 7 +1

Webinars 9 6 5 +4

Print 10 13 14 -4

Twitter 11 16 16 -5

Direct Mail 12 11 9 +3

Blogs 13 10 12 +1

PR 14 14 15 -1

Telemarketing 15 15 11 +4

Seminars 16 12 10 +6


Effectiveness at Leads

0% 50% 100%0.0

0.5

1.0

Company Website

EmailTradeshows

Inside Sales

LinkedIn

Facebook

Direct Mail

Print Advertising

Sponsorships / Associa-tions

Search MarketingWebinars

Twitter

Blogs

Public Relations

Telemarketing

Online Display Ads

Online Video

Executive Events

Google+

Rich Media

Radio

TV Advertising

Outdoor Media

Pinterest

Other Web 2.0 Tools

Virtual, On-Demand Events

Usage

Eff

ec

tiv

en

es

s

Underused

Poorly Used Overused

Clearly Effective


Effectiveness at Awareness

0% 50% 100%0.0

0.5

1.0

Website

Email

Tradeshows

Inside Sales

LinkedInFacebook

Direct Mail

Print advertising

Sponsorships / Associa-tions

Search Marketing

Webinars

Twitter

Blogs

Public relations

Telemarketing

Online display adsOnline Video

Executive Events

Google+

Rich Media

Radio

TV Advertising

Outdoor Media

PinterestOther Web 2.0 tools

Virtual Events

Usage

Eff

ec

tiv

en

es

sUnderused

Poorly UsedOverused

Clearly Effective


Business Awareness High Use

0 75 1500

140

280

Use

Bu

sin

es

s A

wa

ren

es

s

Hig

h

HighLow

Low

WebsiteEmailTradeshowInside Sales


Business Awareness Low Use

0 75 1500

140

280

Use

Bu

sin

es

s A

wa

ren

es

s

Hig

h

HighLow

Low

OtherOutdoor MediaPinterestOther Web 2.0On-Demand Events


Business Awareness Under-Used

0 75 1500

140

280

Use

Bu

sin

es

s A

wa

ren

es

s

Hig

h

HighLow

Low

WebinarsSearch MarketingSponsorships

SeminarsPublic RelationsTelemarketing


0 75 1500

140

280

Use

Bu

sin

es

s A

wa

ren

es

s

Business Awareness Over-Used

Hig

h

HighLow

Low

Linkedin

FacebookDirect MailPrint AdsTwitter


0 75 1500

120

240

Use

Le

ad

Ge

ne

rati

on

Lead Generation High Use

Hig

h

HighLow

Low

WebsiteEmailTradeshowInside Sales


0 75 1500

120

240

Use

Le

ad

Ge

ne

rati

on

Lead Generation Low Use

Hig

h

HighLow

Low

OtherOutdoor MediaPinterestOther Web 2.0On-Demand EventsTV Advertising


SeminarsTelemarketing

0 75 1500

120

240

Use

Le

ad

Ge

ne

rati

on

Lead Generation Under-Used

Hig

h

HighLow

Low

WebinarsSearch Marketing


0 75 1500

120

240

Use

Le

ad

Ge

ne

rati

on

LinkedinFacebookPrint AdsTwitter

Lead Generation Over-Used

Hig

h

HighLow

Low


Highly Effective Methods

Online Events Outbound Social Media Traditional0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

17%

27%

39%

5%

10%

22%

29%

37%

10%

16%

Generating Leads Driving Brand Awareness


Tools Used by Inside Sales Reps

List/Lead Providers

Appointment Setting

DashboardsDialers

ACDsIncentives

Social MediaCoaching

CRM

Calendaring


Tools: Using

Tools UsingCalendaring Tools 92%

CRM 80%

Conferencing / Presentation Software 70%

Social Media Tools 67%

Reporting / Dashboard Tools 66%

Compensation / Commission / Incentive Tools 65%

List / Lead Providers 57%

Training Tools 52%

Coaching Tools 45%

Appointment Setting Tools 34%

ACDs (Automated Call Distributers) 13%

Dialers 13%

IVRs (Interactive Voice Recognition) 8%


Tools: Plan to Use

Tools UsingPlan to

UseCalendaring Tools 92% 4%

CRM 80% 11%

Conferencing / Presentation Software 70% 14%

Social Media Tools 67% 18%

Reporting / Dashboard Tools 66% 19%

Compensation / Commission / Incentive Tools 65% 16%

List / Lead Providers 57% 15%

Training Tools 52% 25%

Coaching Tools 45% 25%

Appointment Setting Tools 34% 19%

ACDs (Automated Call Distributers) 13% 10%

Dialers 13% 17%

IVRs (Interactive Voice Recognition) 8% 9%


Tools: Don’t Plan to Use

Tools UsingPlan to

Use

Don't Plan to

UseCalendaring Tools 92% 4% 5%

CRM 80% 11% 9%

Conferencing / Presentation Software 70% 14% 16%

Social Media Tools 67% 18% 15%

Reporting / Dashboard Tools 66% 19% 15%

Compensation / Commission / Incentive Tools 65% 16% 19%

List / Lead Providers 57% 15% 28%

Training Tools 52% 25% 23%

Coaching Tools 45% 25% 30%

Appointment Setting Tools 34% 19% 47%

ACDs (Automated Call Distributers) 13% 10% 77%

Dialers 13% 17% 70%

IVRs (Interactive Voice Recognition) 8% 9% 83%


Tools: Highest Quota Attainment

Tools UsingPlan to

Use

Don't Plan to

Use% of

QuotaCalendaring Tools 92% 4% 5% 76%

CRM 80% 11% 9% 75%

Conferencing / Presentation Software 70% 14% 16% 73%

Social Media Tools 67% 18% 15% 75%

Reporting / Dashboard Tools 66% 19% 15% 76%

Compensation / Commission / Incentive Tools 65% 16% 19% 76%

List / Lead Providers 57% 15% 28% 75%

Training Tools 52% 25% 23% 76%

Coaching Tools 45% 25% 30% 77%

Appointment Setting Tools 34% 19% 47% 75%

ACDs (Automated Call Distributers) 13% 10% 77% 70%

Dialers 13% 17% 70% 76%

IVRs (Interactive Voice Recognition) 8% 9% 83% 73%


Tools: Under Utilized Tools

Tools UsingPlan to

Use

Don't Plan to

Use% of

QuotaCalendaring Tools 92% 4% 5% 76%

CRM 80% 11% 9% 75%

Conferencing / Presentation Software 70% 14% 16% 73%

Social Media Tools 67% 18% 15% 75%

Reporting / Dashboard Tools 66% 19% 15% 76%

Compensation / Commission / Incentive Tools 65% 16% 19% 76%

List / Lead Providers 57% 15% 28% 75%

Training Tools 52% 25% 23% 76%

Coaching Tools 45% 25% 30% 77%

Appointment Setting Tools 34% 19% 47% 75%

ACDs (Automated Call Distributers) 13% 10% 77% 70%

Dialers 13% 17% 70% 76%

IVRs (Interactive Voice Recognition) 8% 9% 83% 73%

Under-Utilized Tools