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30 B2B Sales, Marketing, and Lead Generation Stats that Will Blow Your Mind

 

statpie largeSales and marketing people eat up stats like they're Gummi Bears. And it’s no wonder why. First, we are driven by numbers and secondly, they are so very telling about the nature of the sales and marketing funnel (for more on that, download our B2B Sales & Marketing Alignment Funnel).

Hubspot recently ran a similar article and we picked off some good statistics and added a few other new ones. Here are thirty stats we thought you should be aware of:

SALES

Research shows that 35-50% of sales go to the vendor that responds first. (Source: InsideSales.com) Tweet this stat

42% of sales reps feel they do not have the right information before making a sales call. (Source: Lattice Engines/CSO Insights) Tweet this stat

Nearly half (45%) of companies report that their sales reps need help figuring out which accounts to prioritize. (Source: Lattice Engines/CSO Insights) Tweet this stat

More than a quarter of all B2B sales cycles take seven months or more to close. (Source: Harvard University and Gallup) Tweet this stat

90% of business buyers say when they’re ready to buy, they’ll find you. (Source: DemandGen Report) Tweet this stat

53% of sales leads are generated by sales people, compared to 24% by the marketing team. (Source: CSO Report) Tweet this stat

4% percent of the salespeople in the U.S. sell 94% of the goods and services. (Source: Harvard University and Gallup) Tweet this stat

58% of buyers report that sales reps are unable to answer their questions effectively. (Source: Forbes Insight) Tweet this stat

90% of marketing deliverables are not used by sales. (Source: The New Rules of Sales Enablement) Tweet this stat

80% of the average salesperson’s day is spent on non-revenue generating activities, including not knowing where to find good prospects or recognizing them once they find them. (Source: TeleSmart.com) Tweet this stat

 

MARKETING

50% of marketing leads are qualified but not yet ready to buy. (Source: Gleanster Research) Tweet this stat

79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa) Tweet this stat

61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (Source: MarketingSherpa) Tweet this stat

Just 56% of B2B organizations verify valid business leads before they are passed to Sales. (Source: MarketingSherpa) Tweet this stat

Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (Source: DemandGen Report) Tweet this stat

Just 16% of B2B marketers are producing mobile-specific content as part of their content marketing efforts. (Source: Smart Insights) Tweet this stat

57% of B2B marketers say SEO has the biggest impact on their lead generation goals. (Source: Mindjumpers) Tweet this stat

49% of B2B marketers confess to not measuring ROI. (Source: The B2B Barometer) Tweet this stat

93% of business buyers use search to begin the buying process. (Source: Marketo) Tweet this stat

64% of marketers indicate that email is their most important digital marketing tool. (Source: BtoB Magazine) Tweet this stat

 

LEAD GENERATION

Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research) Tweet this stat

46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads. (Source: Forrester Research) Tweet this stat

Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate. (Source: CSO Insights) Tweet this stat

More than two thirds (68%) of companies report struggling with lead generation. (Source: Lattice Engines/CSO Insights) Tweet this stat

Only 27% of B2B leads are sales-ready when first generated. (Source: MarketingSherpa) Tweet this stat

Only 25% of leads are legitimate and should advance to sales. (Source: Gleanster Research) Tweet this stat

57% of B2B organizations identify 'converting qualified leads into paying customers' as a top funnel priority. (Source: MarketingSherpa) Tweet this stat

Only 19% of CMOs identify improving database hygiene as a top strategic priority for lead generation activity. (Source: MarketingSherpa) Tweet this stat

59% of B2B marketers say SEO has the biggest impact on their lead gen goals, followed by social media (21%) and pay per click (20%). Not surprisingly, 98% of B2B marketers plan to maintain or increase SEO budgets next year. (Source: Marketing Charts) Tweet this stat

17% of marketers spend 15+ hours a week on lead generation. (Source: Marketing Charts) Tweet this stat

 

Download our FREE resource: What Appointment Setting Companies Won't Tell You: 10 NEW Questions to Ask a Lead Generation Vendor:

10 questions

 

Comments

This is really an impressive article here, thanks for the good insight and keep posting more
Posted @ Thursday, September 19, 2013 7:13 PM by pmp certificate
Its Awesome.
Posted @ Friday, September 20, 2013 3:30 AM by Jay lohmi
Its Really good and useful article. 
 
Thanks  
Jay Lohmi
Posted @ Friday, September 20, 2013 3:31 AM by Jay lohmi
I think the sales will depend on the demand in the market.
Posted @ Friday, October 18, 2013 8:34 AM by pmp exam time
I agree on that, demand is greatly affect on the sales and marketing.
Posted @ Friday, October 18, 2013 8:37 AM by pmp question free
Thanks for these great stats, it looks like companies need to do a better job nurturing their marketing leads.
Posted @ Tuesday, December 02, 2014 10:02 AM by Dynamic Sales Innovations
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