How Are You Getting Buyer Information?

Marketers are Now Experimenting with Buyer Engagement through Formats other than Form Fills: Thought Leadership (65%)

With sales cycles averaging between six and nine months, lead nurturing is becoming an even bigger priority for B2B marketers. According to Demand Gen Report’s 2017 Lead Nurturing & Acceleration Survey Report, nearly three quarters of B2B organizations said they are now delivering nurture campaigns on a weekly (38%) or every other week (36%) basis.

Nurture campaigns are also presenting a wider menu of offerings as well, with the majority average of 3-10 touches (68%). The most popular types of nurture campaigns, according to respondents, were early stage (cited by 75%), warm-up campaigns and lead qualification programs (both cited by 46%).

However, while marketers in 2016 said that their nurturing efforts were improving compared to 2015, results from this year’s survey showed a decline in how B2B companies view their nurture efforts.

More 2017 Stats

7% of companies respond within five minutes of a prospect’s form submission while 50% don’t even respond until five business days later

The Average Conversion Rate of Visitors Who Saw User Generated Content (UGC) is 161% Higher Than Those Who Didn’t

Writing your subject line entirely in upper case significantly reduces response rates by 30%

Referrals Have the Highest Conversion Rates of all Customer Acquisition Channels at 3.74%

Imagescape Saw a 160% Increase in Submissions When They Decreased Form Fields from 11 to a Mere Four

55.5% of Respondents Planned on Upping their CRO Budgets in the Coming Year

Most Companies Spend Less than 5% of Marketing Budgets on Conversion Optimization

66% of Marketers use Video in their Lead Nurturing Campaigns

Cost Per Lead Ranges from $150 to $350 on Average, with Larger Companies Paying Higher Costs Per Lead

Bundled Nurturing Content Within a Resource Hub (Instead of Multiple Emails) Produced a 3X Increase in Lead to Pipeline Ratio

More Lead Generation Stats

8% of salespeople say that their sales teams generate high-quality leads

67% of customers prefer self-service over speaking to a company representative

53% of Content Marketers Use Interactive Content in Lead Generation Efforts

Lack of Resources (Staff, Funding, Time) is the Biggest Obstacle for 61% of Marketers Working on B2B Lead Generation

Organizations With Revenues Under $500 Million Have a Mean Cost Per Lead of Roughly $180; Companies With Revenues Above $500 Million Spend More Than Double That, at Roughly $430 Per Lead

42% of Lead Gen Professionals Consider Lack of Quality Data a Major Challenge Around Quality Lead Generation

Cost Per Lead Ranges from $150 to $350 on Average, with Larger Companies Paying Higher Costs Per Lead

Outsourcing lead generation generates 43% better results than in-house lead generation

30% of Demand Generation Professionals Say that Pipeline Influence is their Top Indicator

79% of Marketers Already Using Interactive Content Plan to Increase Their Use in the Next 12 Months

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