18 Surprising Stats about Inbound Marketing Lead Generation

By Vee Tardrew - July 02, 2015

In 2007 it took an average of 3.68 cold call attempts to reach a prospect. By 2015 that number grew to eight (TeleNet and Ovation Sales Group). Baylor University's Keller Research Center has further found that only 1% of cold calls convert to appointments. 

Why then in this day and age, would a company waste so much resources on strategy that consistently proves less than successful. Imagine taking eight attempts to reach someone who may well show zero interest in your product or service.

If we 'guesstimate' the average call time to be 1 minute (taking speaking to a gatekeeper and leaving a message that will never be answered into consideration) and we assume that the average number of prospects to be reached in a week is 100 then we are looking at a formula of:  1 X 8 = 8 minutes x 100 prospects = 800 minutes

*Grabs calculator*

That’s 13,3 hours per week, or an average of 2,6 hours per workday, spent on trying to reach out to prospects. This is clearly an ineffective lead generation tactic as conversion rates on cold prospects is shockingly low. We'd be generous to say these hours may possibly result in 2 interested (or somewhat qualified) leads per month. And then who is to say that those leads close as customers?

What a terrible waste of time, money and resources for a pitiful ROI! Fortunately, there's a better way to generate leads – and the proof is in – well, the data!

Inbound marketing generates 54% more leads generated than traditional methods (Source: HubSpot). So let's take a closer look at the incredible statistics that make a compelling case for lead generation using inbound.

Lead Generation Statistics for Inbound Marketing Tactics

Lead Generation from Blogging

  • B2B marketers who use blogs generate 67% more leads per month than those who don't. (Source: Social Media B2B)
  • 57% of companies with a blog have generated a lead from it. (Source: HubSpot)
  • Brands that publish 15 blog posts per month average 1,200 new leads per month (Source: HubSpot)
  • Companies with over 200 blog articles get more than 5 times the leads than those with 10 or fewer. (Source: HubSpot)

Using Social Media to Generate Leads

  • LinkedIn is 277% more effective for lead generation than Facebook and Twitter, with the highest visitor-to-lead conversion rate at 2.74%. Yet only 47% of B2B marketers say they are actively using LinkedIn. (Source: HubSpot)
  • Businesses active on Twitter generate twice as many leads than those not using the platform. (Source: HubSpot)
  • 43% of B2B enterprises with a Facebook page report generating leads as a result. (Source: HubSpot)
  • Social media lead conversion rates are 13% higher than the average lead conversion rate. (Source: HubSpot)

Email Marketing Lead Generation

  • 64% of marketers say email is their most effective lead generation channel when targeting new customers. (Source: B2B Magazine)
  • 42% of B2B businesses make use of email marketing as their most effective lead generation channel, and 88% or marketers cite email as the most effective lead generation tactic overall. (Source: Circle Research)

Generating Leads on Landing Pages

  • 68% of B2B businesses use landing pages to gain new sales leads for future conversion. (Source: MarketingSherpa)
  • Companies with 31 to 40 landing pages generate 7X more leads than those with only 1 to 5 landing pages. (Source: HubSpot)
  • Companies with over 40 landing pages get 12X more leads than those with 5 or less. (Source: HubSpot)

Lead Nurturing

  • 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa)
  • Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research)
  • Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Gartner Research) 

A/B Testing

  • According to EConsultancy, for a few consecutive years running, A/B testing is the most used testing method for improving conversion rates. 
  • A/B testing can generate up to 40% more leads for B2B sites. (Source: HubSpot)

Are you generating the volume and quality of leads needed to achieve your business objectives? If not, grab a copy of our free eBook below or get in touch and let's chat about how inbound marketing can help! 

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