The Point

NOVEMBER 10, 2016

Average Cost Per Click decreased by more than 60 percent. JW Player is a company with global reach, but the SEM campaign was launched initially in the US, Canada, and UK in order to achieve a level of optimization before expanding to other countries. Very quickly, Spear was able to make significant improvements.

SEM 222

SEM Cost Per Click Enterprise Management Paid Search Agency 222

The Point

APRIL 22, 2020

If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. Here are some best practices that are often common factors when companies get the best return from their content syndication program: Set proper expectations.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

APRIL 16, 2019

The most obvious keywords in any B2B campaign are those with higher search volumes and higher-than-average costs per click, particularly in competitive niches. Here are the five most common “fails” we see in B2B search campaigns: Not Bidding on the Correct Keywords.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

The Point

APRIL 8, 2015

Spear reported that on average, respondents answered only 56% of the questions “correctly” and thus scored a “C” grade. In some notable areas, the average marketing automation user appears to be achieving real business value. Respondents were then assigned a grade based on how many of their responses aligned with those best practices.

Lead Scoring 100

Lead Scoring Lead Ranking Marketing Automation Services Marketing Automation 100

The Point

NOVEMBER 22, 2017

Look at basic engagement metrics (opens, clicks, conversions) but also how long people engage with content (average time per page visit, or percentage of video watched), or even how many people reply to an email (because they perceive the communication as more “human”) vs. simply clicking on a button.

Personalization 133

Personalization Lead Scoring Lead Ranking B2B 133

The Point

FEBRUARY 18, 2020

Anecdotally, the average tenure of a power user, admin, or Marketing Operations Manager has also shortened, as high demand causes people to job hop to higher-paying positions. Why Is #MarketingAutomation Maturity Still Woeful?

Marketing Automation Services 147

Marketing Automation Services Marketing Management Marketing Automation Automation 147

The Point

APRIL 26, 2018

How should the average B2B marketer be looking to leverage intent data in their demand generation mix? In a world where demand generation , and marketing in general, is more data-driven than ever, one of the hottest topics in B2B circles is intent data. The lure of intent data is learning which companies are going to buy from you and when.

Intent Data 209

Intent Data Intent Bombora Account Based Marketing 209

The Point

AUGUST 22, 2014

Average Deal Size – if you accept (as I believe) that marketing automation can help companies close more deals, more quickly, the average size of those deals is a primary driver in determining the ultimate ROI from the technology. That doesn’t mean that companies who sell lower-priced solutions can’t benefit.

Marketing Automation Services 100

Marketing Automation Services Paid Search Agency Marketing Automation Advertising Agencies 100

The Point

SEPTEMBER 29, 2011

At one point in the presentation, Albright mentioned that for the average company, the proportion of deals that are derived from what he called “slow leads” (later defined as leads stalled in qualified status for more than one month) is 6 percent. Why is Marketo’s percentage so much higher than the average?

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

The Point

JANUARY 13, 2017

In an era when the average business buyer only contacts a brand when he/she is 67 percent through the buying process , there’s every reason to make sure that you’re reaching prospective customers at every stage of their research, not just when they’re ready to buy.

SEM 100

SEM Paid Search Agency Marketing & Strategy Sales Qualified Leads 100

The Point

MARCH 15, 2016

Our agency works with a range of B2B companies in the technology sector , and, depending on such factors as 1) target audience, and 2) average deal size, ABM may or not be a great fit for any one of those clients. Should ABM be your top marketing priority for 2016? Maybe, maybe not.

Account Based Marketing 100

Account Based Marketing ABM Advertising Agencies Paid Search Agency 100

The Point

AUGUST 29, 2013

Average “no-show” rate for marketing-type Webinars: 58% (42% attendance). • . • More people register for Webinars on Tuesday (24%), with Wednesday (22%) and Thursday (20%) close behind. Most popular time to hold Webinars for a US audience: 11 AM PST (22%). 25% of Webinar registrants view the archived (on-demand) event.

Webinar Metrics 100

Webinar Metrics Promotion Advertising Benchmark Demand Generation 100

The Point

APRIL 22, 2016

For the Business Products & Services industry, average percentage of clicks on mobile is only 10%. ). For comparison, B2B industry standards are 27 percent opens on mobile, compared to 43 percent for B2C. To us, the numbers were not only surprising, but a little alarming.

Design 100

Design Landing Pages Marketing & Strategy Mobile Marketing 100

The Point

OCTOBER 7, 2010

By most standards, your current response rates are well above average, but it’s almost impossible to compare those metrics to any other company or campaign because of the variables involved. But there is no one “good” or “average” direct mail response rate because response rates vary widely depending on what you’re asking the recipient to do.

Response Rate 100

Response Rate Campaigns Broadcasting Direct Marketing 100

The Point

MAY 23, 2017

For the average B2B marketer, I’m not so sure this is a wise move. Question: is this a smart choice for marketers? For the publishers, I can see the appeal: the opportunity to diversify their product portfolio, add another revenue stream, and charge higher CPLs. Here’s why: First, some context.

Sales Qualified Leads 110

Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

The Point

OCTOBER 3, 2012

Even while fewer than 30 percent of contacts on average actually change companies (your numbers may be higher depending on the industries you serve, or even target geographies), one thing is certain: the data you have in your CRM database on an individual customer or prospect is likely to be outdated after a mere 12 months.

InsideView 100

InsideView Zoominfo Content Landing Pages 100

The Point

OCTOBER 21, 2009

Some of the key takeaways from the report: * sharing links in emails generate clicks for an average of 6.8 days (far longer than one would expect from standard email response data). Facebook dominates amongst social networks, but again, this could be due to the report’s B2C bias. Bebo , LinkedIn and Delicious all performed well. *

Landing Pages 100

Landing Pages Demand Generation Lead Nurturing Click Rate 100

The Point

JUNE 26, 2009

An average conversion rate for a B2B landing page, if you believe the people who claim to measure such things, is around 4 percent. Conversion rates for organic traffic to a corporate Website may be as high as 10 percent or more. But even at those lofty standards, fully 90 percent of Web [.].

DemandBase 100

DemandBase Landing Pages Leads Lead 100

The Point

SEPTEMBER 20, 2010

Take a hard look at your average cost per lead or cost per conversion. Industry statistics vary, but search CPLs typically average around $50-100 for B2B marketers. There are few B2B companies who don’t invest some consistent percentage of their quarterly marketing budget in paid search advertising (SEM).

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Paid Content Budget Programs 100

The Point

DECEMBER 16, 2013

For example, the average corporate Web page contains dozens of navigational links and “options” for the reader. We almost never direct people to a corporate Website, for the simple reason that most Websites aren’t designed to be demand generation vehicles. This makes sense for the casual, organic visitor in the context of user experience.

Demand Generation Agencies 100

Demand Generation Agencies B2B Sales Sales Leads Microsite 100

The Point

OCTOBER 22, 2013

Instead, try something like “45 minutes, or shorter than the average lunch hour” Secondly, treat the meeting as if you were promoting an event, like a Webinar. Describe exactly how long you expect the session to last (and don’t say “one hour” because it sounds arbitrary.)

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Tips Copywriting 100

The Point

APRIL 23, 2015

It’s estimated that, in an era of information overload, the average person receives anywhere between 3,000 and 20,000 advertising messages a day. In fact, you could argue (as I will) that “above the fold” is even more important today than it was when most ads were actually, well, folded. Consider two factors: 1. Attention Span.

Demand Generation Agencies 100

Demand Generation Agencies Design Advertising Agencies B2B 100

The Point

JULY 8, 2014

The campaign generated click-through rates (CTR) that were more than 450% higher than average, and the emails drove almost 4,000 unique visits to the new Website. The results were startling.

Case Study 100

Case Study Case Studies Demand Generation Agencies Paid Search Agency 100

The Point

SEPTEMBER 4, 2012

It is correct (as Daniel argues) that longer forms may generate higher quality leads on average because those individuals are more motivated. Secondly, shorter forms don’t necessarily generate lower-quality leads. But that doesn’t mean the opposite is automatically true.

Landing Pages 100

Landing Pages Conversion Rate Lead Qualification Peer-to-peer 100

The Point

DECEMBER 12, 2014

If the landing page experience is designated “below average,” there’s room for improvement. You can determine whether or not a particular landing page needs help by going to the Keywords tab in your AdWords campaign and placing the cursor over the speech bubble next to the status of any keyword.

Landing Pages 100

Landing Pages Lead Scoring Lead Ranking PPC 100

The Point

MARCH 27, 2013

That means if you were to assign, let’s say: Webinar invitations to Wednesdays, you may be dooming those campaigns to a much lower response on average than if you were to schedule them in a more flexible, holistic way.

Webinar Metrics 100

Webinar Metrics Autoresponders Lead Nurturing Sales Qualified Leads 100

The Point

MARCH 12, 2012

In their recent update , the firm released the results of a survey conducted at the 2011 Dreamforce conference showing that the average overall response time to new leads is 42 hours. That’s almost 4 whole days. It’s enough to make a demand generation marketer weep.

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

The Point

JUNE 26, 2013

The average attendance ratio for B2B Webinars tends to hover around 50 percent – i.e. half the people who register will actually show up. For the purpose of this discussion, let’s just assume that there is a clear and compelling benefit to actually getting prospects to show up. With that said, what can you do to reduce the no-shows?

Webinar Metrics 100

Webinar Metrics B2B Thought Leadership Lead Nurturing Telemarketing 100

The Point

APRIL 8, 2010

It used to be said that the average US business mailing address (snail mail) changes once every 9 months. That’s individuals moving, not companies.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Marketo Lead Nurturing 100

The Point

JUNE 18, 2013

In your view, does that flood of new content help or hinder the average salesperson? (DC) Our rules-based discovery tools surface presentations, documents, and other marketing content that speaks to the exact information need of buyers. (HS) HS) Content has become the fuel for so much of marketing these days.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

The Point

DECEMBER 16, 2011

Rented lists can be expensive (50 cents per name and up), however, and for one-time use, it takes a very successful campaign (or a very large average deal size) to generate a respectable ROI. Most list rentals make available a wide range of select criteria, enabling you to target prospects by job title, company size, etc.

De-duping 100

De-duping Buy InsideView Broadcasting 100

The Point

MAY 6, 2010

How long before the average lead receives a phone call from a sales rep? What about areas of interest, stated or implied (for example, by virtue of visits to specific pages on your Website)? How would your close ratio be impacted if reps knew more about the people they were calling? How diligently are leads followed up with?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

SEPTEMBER 6, 2011

Open rates for emails to new leads are averaging 35%, well above industry standards, click-through rate is 12%, and conversion rate (the rate at which landing page visits convert to form submissions) is an eye-opening 75%, underlining the fact that better segmentation and more tailored email content are key drivers for campaign response.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

JUNE 1, 2010

And those involved aren’t just kids: the average game player is 35. You don’t have to be plugged into the new media scene to know that digital games are HOT. According to recent statistics, fully 65 percent of US households play some form of video or computer games. 40 percent of game players are women.

Advertising Agencies 100

Advertising Agencies Demand Generation Agencies B2B Marketing B2B 100

The Point

AUGUST 25, 2022

The “Webinars generate better leads” argument may have an element of truth to it (Webinar leads probably ARE more motivated, on average) but there’s a price to pay for that increased quality. Webinars generate substantially fewer leads, all things being equal, compared to on-demand content covering the same topic.

Webinar Metrics 52

Webinar Metrics Demand Generation Agencies Top of Funnel Paid Social Agency 52

The Point

MAY 30, 2012

Click-through rates from the online ads were all at or above industry averages. Here we had to generate that initial response, motivate the responder to forward an email, and then persuade the person on the receiving end of that email to respond also.”. In the end, results from the pilot campaign exceeded all expectations.

Demand Generation Agencies 100

Demand Generation Agencies Work Management Demand Sales Leads 100

The Point

JUNE 10, 2013

For one, demo leads are on average (based on our work with tech clients) up to 3x more expensive than leads generated by other, information-type offers, say white papers or Webinars. One can just imagine the internal conversation: “If it’s SQLs that I’m going to be measured on, I’m going to design my campaigns to generate SQLs.”.

Demand Generation 100

Demand Generation Demand Sales Qualified Leads Generation 100