SALESSTAFF A collection of by-the-numbers facts that every sales and marketing professional needs to know
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SALESSTAFF
A collection of by-the-numbersfacts that every sales and marketing
professional needs to know
TABLE OFCONTENTS
Email MarketingSocial MediaFacebookTwitterLinkedInSEOContent MarketingBloggingLead GenerationSalesSourcesAbout SalesStaff
EMAILMARKETING
64% of email recipients open emailbased on subject line alone
58% of emails with subject lines fewerthan 10 characters are opened
Shhhh...‘Secrets’ is the most clicked
lead-nurturing subject line word
Personalized subject lines are 22% more likely to be opened
SUBJECT LINES
18XCONTENT
more revenue from relevant emailscompared to broadcast emails
14%click-throughimprovement
withpersonalized
emails
10%conversion rateimprovement
withpersonalized
emails
LEAD NURTURING
4-10Xmore response rate from
lead nurturing emails comparedto standalone email blasts
GENERAL
1%increase in unsubscribe rates
among lead nurturing emails,indicating their effectivenessin removing unqualified leads
of marketers indicate that email is theirmost important digital marketing tool
< of all emails receivedin 2012 were spam
13%of all leads were generated using emailmarketing, according to marketers
19%<
69% of subscribers say that toomany emails is the No. 1 reason
they unsubscribe from email
8 9 B I L L I O Nbusiness emails are sent every day by workers worldwide
8 9 , 0 0 0 , 0 0 0 , 0 0 0
EmailOpens
By Hour
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EmailOpensBy Day
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SOCIALMEDIA
GENERAL FACTS
The Top Three SocialNetworks used byB2B Marketers are:LinkedIn (91%) Twitter (85%)Facebook (81%)
The percentage increase in job postings forsocial media positions on LinkedIn since 2010.
TOP 5 CITIES FOR JOB OPENINGSWITH “SOCIAL MEDIA” IN TITLE
1NYC
3S.F.
4LONDON
2L.A.
5CHICAGO
84%of B2B marketers use social
media in some form
62%of marketers said
social media becamemore important inthe last six months
59%of marketers usesocial media atleast six hours
per week
100%higher lead-to-close rate
for social media comparedto outbound marketing
36%of B2B executives
have a “low interest”in social media
12%of B2C executives
have a “low interest”in social media
LinkedInFacebookBloggingTwitterYouTubeGoogle+ForumsPinterest
How B2B Uses Social Media
29%
29%
19%
16%
4%3%
1%
How B2C Uses Social Media
67%
11%
10%
5%4%
2%1%
1%
96% of B2B marketers measurenumber of fans and followers
89% meaure traffic
84% measure mentions
55% track share of voice
51% track sentiment
13
12
13
5
1415
15
16 16
14
1417
42%of marketers say Facebook
is critical or importantto their business
75%the percentage increase
of businesses that sayFacebook is critical or
important to their business
70%the percentage decrease
in likes and comments whenauto-posting
20%of Facebook-connected
users are on Pinterest daily
600,000The number of mobile users
Facebook adds every day
45-54This age group is the
fastest-growingon Facebook
23%of Facebook
users check theiraccount every day
47%of marketers say
Facebook is overratedas a marketing platform
77%of brand posts
shared onFacebook
are photos
SOCIALMEDIA
15
15
18
19
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21
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22
22
40
2XB2B marketers who use
Twitter generate, on average,twice as many leads as
those who don’t
4Xthe rate of time
people spend on Tumblrand Pinterest compared
to Twitter
2-3Xthe rate at which
Pinterest retains andengages with users compared
to Twitter at a similar timein their histories
71%of tweets
are ignored
23%of tweetsgeneratea reply
6XTwitter ads costs nearly
six times as much asFacebook
8-24XBut, the CTR for Twitteris 6 to 24 times higher
than Facebook
MOST FAVORITED TWITTERAPPS AND PLATFORMS BYB2B MARKETERS
Desktop/Web App
Mobile App/Platform
Twitter.com
Tweet Button
Twitter for iPhone
HootSuite
Twitter for iPad
TweetDeck
foursquare
Twitter (Android)
80%
76%
51%
35%
34%
24%
18%
13%
18%
13%
SOCIALMEDIA
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22
22
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22
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27
26
91%of users use the
free version of LinkedIn
45%of B2B marketers have
gained a customer throughLinkedIn
of visits from socialmedia sites to corporate
websites come fromLinkedIn
20%of LinkedIn users
are under the age of 30
1.7millionLinkedIn followers for Google,which has the largest presence
on LinkedIn
11%of users spend
more than eighthours on LinkedIn
per week
10The ten most likedbrands on LinkedIn
are all B2B
64%
SOCIAL MEDIA MOSTSUCCESSFUL AT
GENERATINGLEADS
35%
30%
25%
20%
15%
10%
5%
SOCIALMEDIA
25
22
28
29
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31
28
23
Every month there are more than 10.3 billion Google searches
78%of those searches in the U.S. areresearching products and services online
of B2B marketers say SEOhas the biggest impact ontheir lead generation goals
of B2B marketers plan tomaintain or increase SEObudgets
98%
33%of organic searchclicks go to thefirst result
of B2B buyers begin their buyingprocess with informal research
about business problems
which is almost twiceas much as the numbers2 through 5 combined
and more than numbers5 through 20 puttogether
GoogleBingYahoo!AskAOL
SearchEngineUsage
February 2013
If at first you don’t succeed . . .
89%of users will modify their search andtry again if first results fail.
<
WEB MARKETINGSEO
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23
CONTENTMARKETING
OF MARKETERSUSE ARTICLES
A R T I C L E S & V I D E O
42%of B2B marketers
believe theyare effective at it
34%of B2C marketers
believe theyare effective at it
of marketers wantto increase investments
on curated contentmarketing
ARE THE 2 MOST POPULARFORMATS FOR CONTENT MARKETING
ORGANIZATIONAL GOALS FORB2B CONTENT MARKETING
OF MARKETERSUSE VIDEO
Customer testimonials are the mosteffective form of content marketing.
I love thisproduct!
<
The topchallenge for
contentmarketers is
“lack of time.”
of marketers usecontent marketing
but only
Bran
d Aw
aren
ess
Cust
omer
Acq
uisit
ion
Lead
Gen
erat
ion
Cust
omer
Loy
alty
Thou
ght L
eade
rshi
p
Enga
gem
ent
Web
site
Traf
fic
Lead
Mng
mnt
Sale
s
79%
74%
71%
64%
64%
63%
60%
45
%
43
%
<
37 37
37
38
38 38
39
40
41
CONTENTMARKETING
BLOGGING
92% of companies who blogged multipletimes a day acquired a customerthrough their blog
81% of marketers rated their blogas useful or better
Two-thirds of blog readers say a brand mention or promotion within the context of
the blog influences their purchasing decision.
<
Among U.S. adults aged 18-34, four-fifths say bloggers “can be very or somewhat influential in shaping product or service purchasing decisions.”
<Companies with more
than 200 blogarticles have
the leads than thosewith 10 or fewer
of B2B companiesmaintain blogs
62%of B2B marketers rate blogging as
an effective content marketing tactic
3
3
3
42
12
12
3
42 42
SALES
LEAD GENERATION
80%
70%
60%
50%
40%
30%
BIGGESTCHALLENGES
FOR B2B MARKETERS
78%
60%
55%
52%
46%
4-5 p.m. is the besttime to make cold calls
<
6.25 Hours: The average timeit takes the average inside
sales rep to set 1 appointment
<
of companies report strugglingwith lead generation
O N L Y
27% 25%of B2B leads aresales-ready whenfirst generated
of leads are legitimate and
should go to sales
3.68
The average inside salesrep makes 8 dials per hour
<
< 11a.m. &2 p.m. arethe worsttimes tomake coldcalls
MONDAY TUESDAY WEDNESDAY FRIDAY SATURDAY SUNDAY
Thursday is the best day to prospect.
THURSDAY
Wednesday is the second best.
the average number of call
attempts it takesto reach a prospect
in 2013
the average number of call
attempts it tookto reach a
prospect in 2007
85-10%
the percentage of leadsthat convert to sales
for marketers
25%don’t know their
conversionrates!
43
44 45
46
46
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49
SALES
GENERAL
?
of sales go to the vendor thatresponds to the prospect first
of companiesreport that theirsales reps needhelp figuring
out whichaccounts toprioritize
45%
of sales reps feelthey do not have
the right infobefore making
a sales call
42%
4% OF THE SALESPEOPLE IN THE U.S.
SELL 96% OF THE GOODS AND SERVICES
5th-12th ContactFourth ContactThird ContactSecond ContactFirst Contact
of customer saythey’d give
referrals
91%
but only
of sales peopleask for them
11%
the percentage ofcustomers the
average companyloses every year
14%
In sales presentations, visuals are processed 60,000x faster
in the brain than text
The Last 5 Minutesof a sales presentation are
the most memorable
47
50
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SOURCES
1 Chadwick Martin Bailey2 Adestra July 2012 Report3 HubSpot4 Jupiter Research5 Aberdeen Group6 SilverPop/DemandGen Report7 BtoB Magazine8 The Radicati Group9 Chadwick Martin Bailey10 Mashable11 Sign-up.to12 FlipCreator13 The Strategy Web14 Social Media Examiner15 State of Inbound Marketing16 BizReport17 Awareness, Inc.18 Digital Buzz Blog19 AppData20 Techvibes21 Fast Company22 iMedia Connection23 comScore24 RJMetrics25 Social Media Today26 Smart Insights27 Leadtail
28 The Undercover Recruiter29 eConsultantacy30 TrackSocial31 BizJournals32 MindJumpers33 Marketing Charts34 B2B Marketing35 Performics36 Chitika37 eMarketer38 e-Strategy Trends39 Social Times40 Content Marketing Institute41 @Robert_Rose on SlideShare42 New Media and Marketing43 Lattice Engines/CSO Insights44 MarketingSherpa45 Gleanster Media46 Ovation Sales Group47 InsideSales.com48 B2B Technology Marketing Community49 Placester50 Harvard University and Gallup51 Neo Mammalian Studios52 Sales Partners53 Dale Carnegie54 BusinessBrief.com
ABOUT US
Our company evolved froma 1990’s consulting practice that guided hundreds of CEOs and Entrepreneurs on the implementation of sales training, systems and processes; staffed thousands of sales people; and created branding, messaging and go-to-market plans for hundreds of hi-tech and B2B clients.
Today, that experience is the foundation for a hybrid demand generation operation piloted by a highly experienced and talented team of sales leaders at SalesStaff LLC. More than 10,000 sales appointments and leads are generated annually for our clients. We are changing our industry in a better direction that leverages outbound prospecting, business intelligence, and a performance-based production model.
The collective impact to client sales pipelines is more than a billion dollars of new sales opportunities entering funnels every year. SalesStaff provides high-level appointment setting and demand generation services for business-to-business technology companies through the deployment and management of quota-based marketing programs.
We research opportunities and successfully secure meetings with key executives and generate leads on behalf of our clients’ B2B sales teams to expand their sales pipelines and accelerate sales cycles. SalesStaff stands firm on our commitment to clients to do what we say we will and deliver quality sales appointments, leads, and sales intelligence.
WHAT OUR CLIENTSSAY ABOUT US
An IT Security Client
”In evaluating Demand Generation vendors, we found the pay-for-performance model offered by SalesStaff to be extremely attractive. Other per-month or per-rep models we evaluated didn’t provide a firm guarantee of results. So we were eager to work with SalesStaff, and have been more than pleased with the results.” A Managed Services Client
“What we liked most about working with the team at SalesStaff was the open communication we had throughout the course of the campaign. They were always available to discuss critical aspects of the campaign. In addition, they successfully developed a structured process to follow-up with key prospects.” A Workforce Management Client
“What I like most about working with the SalesStaff team is that they do what they say they’ll do.”
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