Archive for the ‘Marketing Research’ Category
This year’s B2B Lead Generation Report from Holger Schulze of the B2B Technology Marketing Group on LinkedIn was recently published, detailing key trends, best practices, and challenges for B2B marketing professionals.
- • The top two priorities for B2B marketers are increasing lead quality and lead volume.
- • 59% of respondents said generating high quality leads is their biggest B2B lead generation challenge.
- • Lack of resources such as staff, funding and time remains the biggest obstacle to successful B2B lead generation.
So, were there any surprises in the findings? Here are several conclusions from the report that may be at least bit more unexpected and noteworthy.
Quality trumps cost. 68% of respondents identified “increasing lead quality” as their top priority for the coming year; just 14% said the same of “reducing the cost per lead.” Vendors are generally willing to spend more on marketing in 2016 if that results in leads with greater win potential.
Marketing becoming more about sales than PR? 42% of respondents said that converting leads into customers was among their top challenges. For high-value business products like enterprise software, servers, and production equipment, this is the job of sales. But for low-value, frequently purchased, commodity-type products, marketing often is sales. The same is often true for low-cost SaaS applications.
Meanwhile, just 17% indicated that “generating public relations and awareness buzz” was among their most challenging tasks. It isn’t clear if this is because the role of brand buzz is under-appreciated, or if most marketers simply don’t find this to be challenging.
Less signal, more noise. Just 16% of B2B marketing professionals rate their lead generation efforts as “very or extremely effective.” Ironically, the proliferation of new tools and channels for reaching potential buyers hasn’t made lead generation easier, but rather has made it more difficult for marketers to make their brand messages rise above the noise and stand out from the crowd.
High-touch beats high-tech. Conferences and trade shows were rated as the most effective lead generation (which mirrors findings reported here previously), with 88% of respondents using live events and 32% calling these efforts “very effective.” Meanwhile, just 4% of B2B marketers believe mobile marketing is a highly effective tactic—and 59% don’t use this medium at all.
SEO is valuable, but misunderstood. About 80% of B2B marketing pros rank their company website and/or SEO as very or somewhat effective for lead generation. Only about half say the same for tactics like PR, content syndication, blogging, or social media—though those efforts are vital in increasing a brand’s overall web presence, which is vital for improving search engine rankings and ultimately driving more website traffic.
99 problems, but the economy ain’t one. Finally, at least somewhat surprisingly, few marketers view current economic conditions as a significant problem. As noted above, lack of resources is cited as the top challenge in B2B lead generation. About 40% of marketers also identify lack of high-quality data and audience insights as key challenges. Just 12% cite the economic climate or lack of demand.
And there’s much more. Just 15% of respondents said marketing contributes half or more of company revenue. 24% just plain don’t know. Whitepaper and eBook downloads are by far the top producers of leads, according to 59% of respondents; just 4% say the same for podcasts. LinkedIn is viewed as the most effective social platform for lead generation; Vine is the least.
Download the full report for all the details.
B2B marketers today certainly live in “interesting times” (in the sense of the not-actually-Chinese curse).
While search, social media, ecommerce and content marketing have dramatically altered the roles of buyers and sellers, a number of traditional channels (that is, pre-dating millennials) remain highly effective.
The collection of facts and stats below shed light on this paradox, as well as other insights. Here are four key takeaways from this research for B2B marketers:
- • Sales people won’t disappear, but their role is changing, and many are struggling to adapt. 82% of B2B decision makers think sales reps are unprepared; product demonstrations are among the least-valued types of information for buyers; and half of all B2B purchases may be made directly online by 2018. To succeed, B2B sales people need to focus on the three Rs—no, not reading, `riting and `rythmetic, but rather responsiveness (50% of sales go to the first salesperson to contact a prospect), relationships, and references.
- • Social media accounts are like seat belts; they’re only effective if you actually use them. 55% of B2B buyers say they search for product/vendor information on social media. Yet while 95% of B2B marketers have created corporate social media accounts, half are still not active on social media on a regular basis.
- • Don’t rely too much on advertising. Ads certainly have their place in a web presence optimization (WPO) framework, as the “paid” pillar in the paid-owned-shared-earned (POSE) media model. Search ads are effective for capturing immediate demand and display ads are useful for brand awareness. But 80% of B2B decision makers prefer to get information from articles rather than advertising, and 40% of millennials don’t trust ads—so strong organic tactics need to be part of the mix as well.
- • The classics still rock. Despite the tremendous growth in digital marketing, several basic old-school marketing channels remain highly effective. Trade shows remain the top source for B2B lead generation, with 77% of marketers saying they generate a significant quantity of leads. 59% of CMOs still say print marketing is an effective channel—and 64% of buyers cite print among their trusted sources of information—while 51% still see value in direct mail.
Get more inspiration from these 20 B2B marketing and digital business stats and facts.
12 B2B Marketing Facts and Statistics
1. Death of the salesman? When purchasing online, B2B buyers rate pricing as the most useful information (though not, generally, special offers or discounts). Technical information and specifications are the next-most important topic. Product demonstrations are least valued. (V3B Blog)
2. 55% of B2B buyers search for information on social media. (Biznology)
3. Today’s sales process takes 22% longer than 5 years ago. (Biznology)
4. 91% of customer say they’d give referrals; only 11% of salespeople ask for referrals. And 82% of B2B decision makers think sales reps are unprepared. (Biznology)
5. 80% of business decision makers prefer to get company information in a series of articles versus an advertisement. (B2B PR Sense Blog)
6. B2B customers now expect the same range of omnichannel buying options they enjoy as consumers – which is why almost half of B2B buyers (49%) prefer to use consumer websites to make work-related purchases. (The Future of Commerce)
7. 52% of B2B buyers say they expect half of their purchases to be made online by 2018. (The Future of Commerce)
8. 78% of B2B customers (and 83% of consumers) say fulfillment options – such as next-day delivery – are important or very important. (The Future of Commerce)
9. Although 95% of B2B marketers have created corporate social media accounts, half still are not active on social media on a regular basis–and just 10% feel they are able to articulate the business value of social media efforts. (MediaPost)
10. Good old-fashioned trade shows remain the top source for B2B lead generation, with 77% of marketers saying they generate a significant quantity of leads, and 82% saying they generate high-quality leads. (MediaPost)
11. The average cost of a B2B sales lead varies widely by industry. Healthcare leads are most expensive ($60) followed by business/finance ($43). At the low end are leads for marketing products/services ($32) and technology ($31). (B2B Marketing Insider)
12. Just 34% of B2B organizations say they touch leads with lead nurturing on a monthly basis. (B2B Marketing Insider)
8 Other Digital Business Stats and Facts
13. Six of the ten busiest websites are based in the U.S. – but 86% of their visitors come from outside America. (TechCrunch)
14. 15 of the 25 largest U.S. tech companies were founded by first- or second-generation Americans. (TechCrunch)
15. Marketing is all about digital now, right? Not quite. 59% of CMOs still say print advertising is an effective marketing channel. 58% say the same for TV, 51% direct mail, and almost half radio and telemarketing. (AdWeek)
16. The larger the company, the higher the marketing expense budget as a percentage of revenue. Firms with revenue of $5 billion or more spend on average 11 percent, compared with 9.2 percent for those with revenue between $500 million and $1 billion. Marketing budgets as a percentage of revenue varied widely, with nearly half of companies (46%) spending less than 9% of revenue; 24% spending 9-13% of revenue; and 30% spending more than 13% of revenue. (Gartner)
17. 40% of millennials (aged 25-34) don’t trust advertising. Marketers trying to appeal to this group need to understand that, but also that this group is highly educated (33% have a college degree) but struggling financially: many have student loan debt, 52% don’t have enough money to cover basic living costs, and 35% are either unemployed or work part-time. (Heidi Cohen)
18. 50% of sales go the first salesperson to contact a prospect. (Biznology)
19. So much for the “death” of old media. Though the heyday of print may be over, the two most trusted sources of information remain the online versions of traditional media outlets (68%) and print (64%). Blogs come in at 21% (ugh). (Cision)
20. 14% of businesses fail due to poor marketing. (B2B PR Sense Blog)
This was the ninth and final post of Marketing Stats Summer (#statssummer) on Webbiquity. Hope you’ve found the series entertaining and enlightening!
#9: 20 Brilliant B2B Marketing and Digital Business Stats and Facts
Though “social media” broadly encompasses a variety of platforms including blogs (WordPress, Medium, Tumblr), content sharing (YouTube, SlideShare, Instagram), and content curation (Scoop.It, Triberr, Paper.li), the term is nearly synonymous to many for the big social networks.
Here are a few highlights from the social networks stats and facts below:
- • Everyone’s on Facebook–except CEOs? Facebook is of course (by far) the largest social network. It drives more than one-fifth of all social media referral traffic to websites; 30% of the U.S. population gets its daily news there; and 77% of B2C companies have acquired a customer through Facebook. Yet just 8% of Fortune 500 CEOs have a Facebook account–a lower adoption level than American grandparents.
- • Twitter can’t get no respect. Though 85% of B2B marketers distribute content on Twitter, only half view it as an effective social media channel, and just 42 Fortune 500 CEOs have a Twitter account (and a third of those haven’t posted anything in the last 100 days). Yet 75% of journalists use Twitter to build their personal brands, and Twitter drives more web visits than StumbleUpon, Reddit, Google+, YouTube, and LinkedIn–combined.
- • And LinkedIn means business… 40% of B2B buyers say LinkedIn is important when researching technologies and services to purchase; 65% of B2b companies have acquired a customer through LinkedIn; and 91% of B2B marketers distribute content there. The most popular type of content is industry insights.
- • …while Pinterest means shopping. Pinterest drives 25% of all retail website referral traffic. Consumer brands are noticing: 36% of Fortune 500 companies had a presence in 2014, up from 9% in 2013 and just 2% in 2012.
Find these and many more nuggets of information in these nearly three dozen stupendous social networking facts and stats.
12 Facebook Statistics and Facts
1. Each day on Facebook, there are 350 million photos uploaded; 45 billion “Like” buttons clicked; and 10 billion messages sent. (The Wonder of Tech)
2. Facebook accounts for 21% of all social media referral traffic to websites. (TechCrunch)
3. 81% of B2B marketers use Facebook to distribute content. (Digital Marketing Philippines)
4. Worldwide digital ad spending topped $140 billion in 2014. Facebook accounted for 7.8% of that total. (eMarketer)
5. 8.3% of Fortune 500 CEOs have a Facebook account, putting them firmly behind America’s grandparents in terms of adoption. 2.6% of CEOs have Instagram accounts. (MediaPost)
6. While 55% of SMBs maintain a Facebook Page, just 20% have run a Facebook ad or promoted post. (MediaPost)
7. 77% of B2C companies have acquired customers through Facebook. (Ber|Art)
8. In an average month, 1.28 billion users are active on Facebook. (Convince & Convert)
9. In the United States, average click-through rate (CTR) for Facebook advertising increased by better than 50% last year, from .09% to .14%. But the average Facebook CTR in the U.K. is nearly twice that, at 0.27%. (Convince & Convert)
10. Facebook drives 23% of all website traffic. (Shareaholic)
11. 81% of millennials are on Facebook and their median friend count is 250. (Heidi Cohen)
12. 30% of the U.S. population gets its daily news on Facebook. (BentoBox Media)
8 Twitter Facts and Stats
13. 85% of B2B marketers use Twitter to distribute content. (Digital Marketing Philippines)
14. Or 74% of them do, depending on whose stats you believe. (Biznology)
15. And yet – only half of B2B marketers view Twitter as an effective social media channel. (Ber|Art)
16. Twitter offers more referral traffic per share than Facebook. (Social Media Today)
17. 42 Fortune 500 CEOs (8.4%) have a Twitter account, though nearly a third haven’t posted anything in the last 100 days. Those who do post send an average of 0.48 tweets per day. Roughly half tweet once a month or less, and less than a quarter tweet daily. (MediaPost)
18. Twitter drives just over 1% of all website traffic. While that’s considerably less than Facebook or Pinterest, it’s more visits than are driven by StumbleUpon, Reddit, Google+, YouTube, and LinkedIn–combined. (Shareaholic)
19. Twitter is where millennials turn for business and financial information as well as sports. (Heidi Cohen)
20. 75% of journalists say they use Twitter to build their personal brands. (BentoBox Media)
10 LinkedIn Statistics and Facts
21. 91% of B2B marketers use LinkedIn to distribute content. (TopRank)
22. Just 30% of executive directors at the top 100 companies in NASDAQ are active on social networks. LinkedIn led the way, with 23% of executives maintaining a profile on the professional site, followed by Twitter with 11%. (MediaPost)
23. Nearly two-thirds (65%) of B2B companies have acquired a customer through LinkedIn. (Ber|Art)
24. 40% of B2B buyers say LinkedIn is important when researching technologies and services to purchase. (Ber|Art)
25. 97% of the Fortune 500 companies have a company profile on LinkedIn. Yeah, I’m thinking the same thing–how is it possible this isn’t 100%? (Sword and the Script)
26. 98% of sales reps with 5000+ LinkedIn connections achieve quota. (Biznology)
27. You are almost 5X more likely to schedule a first meeting if you have a personal LinkedIn connection. (Biznology)
28. Twitter and Facebook may reign when it comes to social sharing of stories, blog posts, and visual media, but when it comes to direct traffic to your main site, LinkedIn is far and away the No. 1 social referral source. LinkedIn accounts for 64% of social media-driven visits to corporate home pages, vs. 17% from Facebook and 14% from Twitter. (Buffer)
29. The three most popular types of content on LinkedIn are industry insights (favored by 60% of users), followed by company news (53% – likely popular with job seekers) and new products/services (43%). (Buffer)
30. To optimize reach, post at least 20 times per month on LinkedIn. But keep in mind that “LinkedIn’s best-in-class marketers post 3-4 updates per day, which could mean up to 80 posts per month” (though only if your content supports this). (Buffer)
5 Pinterest Facts and Stats
31. Women account for 69% of all users but 92% of all pins on Pinterest. (Ber|Art)
32. Pinterest accounts for 25% of all retail website referral traffic. (Ber|Art)
33. 36% of Fortune 500 companies had a presence on Pinterest in 2014, up dramatically from 9% in 2013 and just 2% in 2012. (Sword and the Script)
34. According to data from Shareaholic, Pinterest drives nearly 6% of all website traffic–5X as much as Twitter (does that sound right?). (Shareaholic)
35. Pinterest is where millennials shop. (Heidi Cohen)
This was the eighth and penultimate post of Marketing Stats Summer (#statssummer) on Webbiquity.
#8: 35 Stupendous Social Networking Facts and Stats
Digital marketing activities and budgets are growing, because they have an impact: more than half of all employed adults say that “digital media has changed the way they work.” The ability to analyze the vast amounts of data generated by digital marketing activities, and translate that analysis into digital marketing strategies and tactics, will be key skills for marketers in the next decade.
Here are four more key takeaways based on the digital marketing facts and statistics presented below:
- • Digital marketing (and customer service) are growing… Companies spent, on average, 25% of total marketing budgets on digital in 2014. But that figure is projected to jump to 75% within the next five years. And while less than a third of customer service interactions took place online last year, volume is expected to grow 53% this year.
- • …because it matters to buyers. 80% of consumers do “a lot” of online research for major purchase decisions, and 46% say they count on social media when making such choices.
- • But getting results isn’t easy. Digital marketers spend more than half of their online advertising dollars on direct response goals, yet consistently generating leads or revenue remains one of their top two challenges.
- • Rethink display? Marketers in the U.S. will spend nearly $24 billion on online display advertising this year, and 59% of CMOs view display ads as an effective marketing channel. But with their low click-through rate, display ads make sense only if they support other measures of digital success, such as brand awareness.
You’ll find more insights in these 14 dazzling digital marketing facts and statistics.
14 Digital Marketing Stats and Facts
1. 80% of consumers say they do “a lot of” online research before making significant purchase decisions. (Digital Marketing Philippines)
2. 46% of online users count on social media when making a purchase decision. (Marissa’s Picks)
3. 38% of companies will hire more digital marketing professionals in the coming year. But about half of those positions will be filled by temporary or contract help, not full-time employees. (MediaPost)
4. 2015 pay ranges for digital marketing positions:
– Chief digital officers: $148,000 – $280,000
– Chief marketing technologists: $140,000 – $241,000
– Chief marketing officer: $142,000 – $230,000
– Director of digital marketing: $128,000 – $190,000
– Director of eCommerce: $100,000 – $166,000
– UI/UX Architect: $103,000 – $155,000
– Web designer: $65,000 – $110,000 annually
– Creative services director: $75,000 – $170,000
– Interactive designer: $73,000 – $113,000
– Art director: $67,000 – $135,000
– Graphic designer: $60,000 – $90,000
– Content creation / social media digital content strategist: $80,000 – $125,000
– Content producer: $58,000 – $105,000
– Director of social media: 42,000 – $105,000
5. More than a third of CMOs say that digital marketing will account for 75% or more of their spending within the next five years. (AdWeek)
6. 60% of all digital advertising goes toward direct response goals. (eMarketer)
7. 42% of CMOs say that analytics skills will become a core competence in marketing (really – only 42%?); 27% believe earned media will become more important than paid or owned media. (AdWeek)
9. 54% of responding companies spent less than $1 million per annum on digital marketing in 2014. At the other end of the scale, 4% of companies spent more than $100 million. (MarketingProfs)
10. Less than one-third of customer service interactions took place online last year (social media, chat or email), but that volume is expected grow 53% in the coming year. (i-SCOOP)
11. Asked to name their number-one challenge, 15% of digital marketers said “meeting the expectations of the always-connected customer,” 14% chose “executing consistent campaigns that drive desired business outcomes” (i.e., leads or revenue) and 13% cited the proliferation of channels across paid, owned and earned media. (B2B Marketing Insider)
12. Companies spent, on average, 10% of total revenue on marketing in 2014. 25% of total budgets were spent on digital marketing, with 51% of companies planning larger budgets for 2015. (Information Management)
13. U.S. spending on online display advertising will reach $23.6 billion in 2015. (MediaPost)
14. Roughly half of all employed online adults also said digital media has changed the way they work, including the number of people they have contact with (51% of respondents) and the number of hours they work (35%). (MediaPost)
This was post #7 of Marketing Stats Summer (#statssummer) on Webbiquity.
#7: 14 Dazzling Digital Marketing Stats and Facts
Even with the continual introductions of shiny new tools for marketers, email remains the workhorse for lead generation. Most CMOs view it as effective and volume continues to grow.
But its popularity has led to overstuffed email inboxes. Consumers and business buyers alike have raised expectations of what’s required for marketers to get, and keep, their attention.
Based on the research below, here are five key takeaways for success in email and mobile marketing.
- • Experiment with video. Integrating video with email marketing can increase click-through rates by more than 90%.
- • Opt-in only. Getting permission before emailing isn’t just the law, it’s a great idea. 90% of C-suite executive say they never respond to cold calls or email blasts.
- • Keep social media in perspective. Integrating social media with email can increase reach and impact, but prioritize email strategy. As noted below, 61% of adult workers cited email as “very important” to doing their jobs. Just 4% said the same for social networking sites like Twitter, Facebook and LinkedIn.
- • Open your wallet. Email accounts for 18% of digital marketing budgets on average,and 61% of marketers plan to increase spending on email this year.
- • Mobile is untapped opportunity. Though half of B2B buyers are comfortable using smartphones for business buying, and 40% of purchases are directly influenced by smartphones, only 3% of digital marketing is allocated to mobile.
Find more insights and guidance in this collection of email and mobile marketing facts and statistics.
8 Email Marketing Stats and Facts
1. There were 191 billion emails sent every day on average in 2014. That figure is expected to increase to nearly 297 billion by 2017. (The Wonder of Tech)
2. 58% of CMOs say email marketing is effective. (AdWeek)
3. On average, email accounts for 18% of digital marketing spending. (MarketingProfs)
4. Video and e-mail marketing can increase click-through rates by more than 90%. (41 Stories)
5. U.S. spending on email marketing will reach $2.3 billion in 2015. (MediaPost)
6. 61% of marketers plan to increase spending on email this year. About half plan to grow their social media budgets while 40% will allocate for for mobile. Print and direct mail are areas most likely to see spending cuts. (Direct Marketing News)
7. 90% of C-suite executive say they never respond to cold calls or email blasts. (Biznology)
8. 61% of adult workers cited email as “very important” to doing their jobs. Just 4% said the same for social networking sites like Twitter, Facebook and LinkedIn. (MediaPost)
9 Mobile Marketing Facts and Statistics
9. Though the total number of new Internet users is now growing at less than 10% per year, the number of new smartphone subscribers ist growing at a 20%+ rate. (TechCrunch)
10, Mobile devices (tablets and smartphones) accounted for 25% of total web use in 2014. (TechCrunch)
11. 35% of CMOs say that mobile will account for more than half of their total marketing spend within five years. (AdWeek)
12. Though 83% of respondents identify mobile as significant or highly significant, only 3% of digital marketing is allocated to mobile. (MarketingProfs)
13. Almost 400 million Facebook users are mobile-only. (Ber|Art)
14. B2B buyers are comfortable using multiple devices for work-related purchases with half saying they use smartphones. (V3B Blog)
15. In 2014, U.S. adults spent 23% more time on mobile during an average day than in 2013. (iMedia Connection)
16. 40% of purchases are directly influenced by smartphones. (iMedia Connection)
17. 22% of corporate marketers cite mobile search optimization as a top SEO challenge. Just 1% say that mobile search optimization is the “most effective SEO tactic their company uses.” (MediaPost)
This was post #6 of Marketing Stats Summer (#statssummer) on Webbiquity.
#6: 17 Excellent Email and Mobile Marketing Stats and Facts