Thursday, 25 July 2013

Lead Management Statistics


  • 50% of leads are qualified but not yet ready to buy. (Source: Gleanster Research)Only 25% of leads are legitimate and should advance to sales. (Source: Gleanster Research)
  • Jeff Ernst of Forrester Research, Inc., estimates that only about 5% of marketers use a full-featured marketing automation solution (Source: Forrester Research)
  • Research shows that 35-50% of sales go to the vendor that responds first. (Source: InsideSales.com)
  • 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa)
  • 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (Source: MarketingSherpa)
  • Just 56% of B2B organizations verify valid business leads before they are passed to Sales. (Source: MarketingSherpa)
  • A whopping 68% of B2B organizations have not identified their funnel. (Source: MarketingSherpa)
  • 57% of B2B organizations identify 'converting qualified leads into paying customers' as a top funnel priority. (Source: MarketingSherpa)
  • 65% of B2B marketers have not established lead nurturing. (Source: MarketingSherpa)
  • 79% of B2B marketers have not established lead scoring. (Source: MarketingSherpa)
  • 34% of B2B organizations touch leads with lead nurturing on a monthly basis. (Source: MarketingSherpa)
  • 22% of B2B organizations touch leads with lead nurturing on a weekly basis. (Source: MarketingSherpa)
  • 15% of B2B organizations touch leads with lead nurturing on a quarterly basis. (Source: MarketingSherpa)
  • 9% of B2B organizations touch leads with lead nurturing on a daily basis. (Source: MarketingSherpa)
  • 2% of B2B organizations touch leads with lead nurturing on an annual basis. (Source: MarketingSherpa)
  • Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research)
  • Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: The Annuitas Group)
  • Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Source: Gartner Research)
  • 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)
  • 25% of marketers who adopt mature lead management processes report that sales teams contact prospects within one day. Only 10% of marketers report the same follow-up time without mature lead management processes. (Source: Forrester Research)
  • Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate. (Source: CSO Insights)
  • Relevant emails drive 18 times more revenue than broadcast emails. (Source: Jupiter Research)
  • Personalized emails improve click-through rates by 14%, and conversion rates by 10%. (Source: Aberdeen Group)
  • Event-triggered marketing can potentially save 80% of your direct mail budget. (Source: Gartner Research)
  • Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts. (Source: SilverPop/DemandGen Report)
  • Lead nurturing emails generate an 8% CTR compared to general email sends, which generate just a 3% CTR. (Source: HubSpot)
  • Lead nurturing emails have a slightly higher unsubscribe rate (1%) than individual email sends (0.5%), indicating their effectiveness in removing unqualified leads from the sales funnel. (Source: HubSpot)
  • Companies that excel at lead nurturing have 9% more sales reps making quota. (Source: CSO Insights)
  • Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (Source: DemandGen Report)