LeadJen Infographic Shows Best Practices for Prospecting to Marketers Updated 2014
Marketing Directors are Ripe Targets for Lead Generation, According to LeadJen Infographic
INDIANAPOLIS – (May 7, 2014) – Director level professionals in marketing organizations and those with functional responsibility for sales are most likely to respond to prospecting efforts from marketing technology vendors, according to an infographic released by LeadJen (www.leadjen.com), a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market.
The Prospecting to Marketers infographic also shows that 49 percent of appointments are set with budget owners, including those with director, vice president or CXO title paths. By contrast, 22 percent of appointments are set with managers specializing in marketing functions such as digital, e-commerce and social media. These marketing managers, even without direct budget control, have a clear influence on spending decisions.
The infographic provides insight into which lead generation tactics are most successful for marketing technology vendors, the best day and time to set appointments with marketers, and which months are most active for lead generation to this audience.
For example, the infographic shows:
- Marketers with visibility into and functional responsibility for sales account for the highest percentage of qualified appointments at 26 percent.
- 30 percent of appointments are set with the first call attempt, and 26 percent of appointments are set when a prospect responds to an email or phone call.
- Outreach to marketers require 169 attempts (calls, voice mail messages or emails) to yield one qualified appointment.
- Fall is the strongest season for lead generation, with 38 percent of appointments set September through November.
- The most productive days for setting appointments with marketers are Tuesday and Wednesday, and 2-3 pm Eastern is the best time to reach a marketing executive live.
“Marketing technology vendors have a captive audience of prospects who are willing to learn about new products and services that help them perform their jobs better,” said Jenny Vance, president of LeadJen. “A strong message focused on benefits and the right calling cadence can make lead generation efforts to marketers effective in driving sales appointments and revenue.”
Prospecting to Marketers graphically presents best practices compiled from lead generation campaigns targeting marketers from 2010-2013, including 264,300 outreach attempts, and nearly 32,000 conversations with marketing executives. These calls resulted in 1,561 qualified appointments, $4.5 million in revenue generated and an additional $7 million in pipeline value.