A collection of by-the-numbers facts that every sales and marketing professional needs to know

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1 SALESSTAFF A collection of by-the-numbers facts that every sales and marketing professional needs to know

2 TABLE OF CONTENTS Marketing Social Media Facebook Twitter LinkedIn SEO Content Marketing Blogging Lead Generation Sales Sources About SalesStaff

3 MARKETING SUBJECT LINES 64% 58% Shhhh... of recipients open based on subject line alone 1 of s with subject lines fewer than 1 characters are opened Secrets is the most clicked 3 lead-nurturing subject line word 2 Personalized subject lines are 22% more likely to be opened CONTENT 2 GENERAL 18X 4 7 more revenue from relevant s compared to broadcast s 14% 1% 5 click-through improvement with personalized s 5 of marketers indicate that is their most important digital marketing tool conversion rate improvement with personalized s LEAD NURTURING 4-1X 6 more response rate from lead nurturing s compared to standalone blasts 13% 1% % of all s received in 212 were spam 69% 8 of subscribers say that too many s is the No. 1 reason they unsubscribe from 9 of all leads were generated using marketing, according to marketers 3,, Saturday Friday Thursday Wednesday Tuesday Monday Sunday 11:pm 1:pm 9:pm 8:pm 7:pm 6:pm 5:pm 4:pm 3:pm 2:pm 1:pm 12:pm 11:am 1:am 9:am 8:am 7:am 6:am 5:am 4:am Opens By Day 3:am 11 Opens By Hour 2:am :am 8 9 B I L L I O N business s are sent every day by workers worldwide increase in unsubscribe rates among lead nurturing s, indicating their effectiveness in removing unqualified leads 12:am,

4 GENERAL FACTS SOCIAL MEDIA The percentage increase in job postings for social media positions on LinkedIn since 21. TOP 5 CITIES FOR JOB OPENINGS 13 WITH SOCIAL MEDIA IN TITLE 13 The Top Three Social Networks used by B2B Marketers are: LinkedIn (91%) Twitter (85%) 12 Facebook (81%) 3 S.F. 2 L.A. 5 CHICAGO 1 NYC 4 LONDON 4% 3% 84% of B2B marketers use social media in some form 15 62% of marketers said social media became more important in the last six months 14 59% of marketers use social media at least six hours per week 5 16% 19% 1% How B2B Uses 14 Social Media 29% LinkedIn Facebook Blogging Twitter YouTube Google+ Forums Pinterest 1% 15 29% 1% 5% 4% 2% 1% 1% higher lead-to-close rate for social media compared to outbound marketing 36% of B2B executives have a low interest in social media 12% of B2C executives have a low interest in social media % of B2B marketers measure number of fans and followers 89% meaure traffic 84% measure mentions 55% track share of voice 51% track sentiment 11% How B2C Uses 14 Social Media 67%

5 FACEBOOK 42% 15 of marketers say Facebook is critical or important to their business SOCIAL MEDIA 7% 18 the percentage decrease in likes and comments when auto-posting 75% 15 the percentage increase of businesses that say Facebook is critical or important to their business 2% 19 of Facebook-connected users are on Pinterest daily This age group is the fastest-growing on Facebook 23% 18 of Facebook users check their account every day 47% 22 of marketers say Facebook is overrated as a marketing platform 6, 2 The number of mobile users Facebook adds every day 77% 22 of brand posts shared on Facebook are photos 4

6 TWITTER SOCIAL MEDIA 2X 25 B2B marketers who use Twitter generate, on average, twice as many leads as those who don t 2-3X 24 the rate at which Pinterest retains and engages with users compared to Twitter at a similar time in their histories 6X 26 Twitter ads costs nearly six times as much as Facebook 4X 22 the rate of time people spend on Tumblr and Pinterest compared to Twitter 71% 22 of tweets are ignored 23% 22 of tweets generate a reply 8-24X 26 But, the CTR for Twitter is 6 to 24 times higher than Facebook Twitter.com 8% Tweet Button 76% Twitter for iphone 51% LinkedIn 35% HootSuite 34% Twitter for ipad TweetDeck Instagram 18% 18% 24% MOST FAVORITED TWITTER APPS AND PLATFORMS BY 27 B2B MARKETERS Desktop/Web App foursquare 13% Mobile App/Platform Twitter (Android) 13%

7 LINKEDIN 91% 28 of users use the free version of LinkedIn SOCIAL MEDIA 64% 29 of visits from social media sites to corporate websites come from LinkedIn 45% 25 of B2B marketers have gained a customer through LinkedIn 2% 22 of LinkedIn users are under the age of 3 35% 3% 11% 28 of users spend more than eight hours on LinkedIn per week 1.7million 3 LinkedIn followers for Google, which has the largest presence on LinkedIn 1 31 The ten most liked brands on LinkedIn are all B2B 25% 2% 15% SOCIAL MEDIA MOST SUCCESSFUL AT GENERATING LEADS 23 1% 5%

8 WEB MARKETING SEO Every month there are more than 1.3 billion Google searches 78% of those searches in the U.S. are researching products and services online 98% of B2B marketers say SEO has the biggest impact on their lead generation goals of B2B marketers plan to maintain or increase SEO budgets of B2B buyers begin their buying process with informal research about business problems 33% of organic search clicks go to the first result 33 If at first you don t succeed... 89% of users will modify their search and try again if first results fail which is almost twice as much as the numbers 2 through 5 combined 36 and more than numbers 5 through 2 put together 36 Search Engine Usage February Google Bing Yahoo! Ask AOL 34 34

9 CONTENT MARKETING of marketers want to increase investments on curated content marketing 37 ARTICLES & VIDEO of marketers use content marketing 38 ARE THE 2 MOST POPULAR FORMATS FOR CONTENT MARKETING but only 42% 34% of B2B marketers believe they are effective at it of B2C marketers believe they are effective at it OF MARKETERS USE ARTICLES I love this product! OF MARKETERS USE VIDEO Customer testimonials are the most effective form of content marketing. 39 ORGANIZATIONAL GOALS FOR B2B CONTENT MARKETING 43% Sales Lead Mngmnt 45% 6% Website Traffic 63% 64% Thought Leadership Engagement 64% Customer Loyalty 71% Lead Generation 74% Customer Acquisition Brand Awareness 79% 4 The top challenge for content marketers is lack of time. 41

10 BLOGGING CONTENT MARKETING 92% 81% of companies who blogged multiple times a day acquired a customer 3 through their blog of marketers rated their blog 3 as useful or better 42 3 Companies with more than 2 blog articles have the leads than those 3 with 1 or fewer of B2B companies maintain blogs 12 62% of B2B marketers rate blogging as an effective content marketing tactic 12 Two-thirds of blog readers say a brand mention or promotion within the context of the blog influences their purchasing decision. Among U.S. adults aged 18-34, four-fifths say bloggers can be very or somewhat influential in shaping product or service purchasing decisions

11 LEAD GENERATION SALES 43 of companies report struggling with lead generation O N L Y 27% 25% of B2B leads are sales-ready when first generated of leads are legitimate and should go to sales The average inside sales rep makes 8 dials per hour 6.25 Hours: The average time it takes the average inside sales rep to set 1 appointment p.m. is the best time to make cold calls 11a.m. 2 p.m. are & the worst times to make cold calls % 7% MONDAY TUESDAY WEDNESDAY FRIDAY SATURDAY SUNDAY Thursday is the best day to prospect. 78% THURSDAY Wednesday is the second best. BIGGEST CHALLENGES FOR B2B MARKETERS the average number of call attempts it took to reach a prospect in 27 6% 5% 4% 3% 6% 55% 52% 46% 8 46 the average number of call attempts it takes to reach a prospect 46 in % the percentage of leads that convert to sales for marketers 25% don t know their conversion rates! 48 48

12 GENERAL SALES of sales go to the vendor that responds to the prospect first 4% OF THE SALESPEOPLE IN THE U.S. SELL 96% OF THE GOODS AND SERVICES 5 47? In sales presentations, visuals are processed 6,x faster 51 in the brain than text The Last 5 Minutes of a sales presentation are 51 the most memorable 91% of customer say they d give 53 referrals but only 11% of sales people 53 ask for them 45% of companies report that their sales reps need help figuring out which accounts to 43 prioritize 5th-12th Contact Fourth Contact Third Contact Second Contact First Contact 14% the percentage of customers the average company 54 loses every year 42% of sales reps feel they do not have the right info before making 43 a sales call

13 SOURCES 1 Chadwick Martin Bailey 2 Adestra July 212 Report 3 HubSpot 4 Jupiter Research 5 Aberdeen Group 6 SilverPop/DemandGen Report 7 BtoB Magazine 8 The Radicati Group 9 Chadwick Martin Bailey 1 Mashable 11 Sign-up.to 12 FlipCreator 13 The Strategy Web 14 Social Media Examiner 15 State of Inbound Marketing 16 BizReport 17 Awareness, Inc. 18 Digital Buzz Blog 19 AppData 2 Techvibes 21 Fast Company 22 imedia Connection 23 comscore 24 RJMetrics 25 Social Media Today 26 Smart Insights 27 Leadtail 28 The Undercover Recruiter 29 econsultantacy 3 TrackSocial 31 BizJournals 32 MindJumpers 33 Marketing Charts 34 B2B Marketing 35 Performics 36 Chitika 37 emarketer 38 e-strategy Trends 39 Social Times 4 Content Marketing Institute on SlideShare 42 New Media and Marketing 43 Lattice Engines/CSO Insights 44 MarketingSherpa 45 Gleanster Media 46 Ovation Sales Group 47 InsideSales.com 48 B2B Technology Marketing Community 49 Placester 5 Harvard University and Gallup 51 Neo Mammalian Studios 52 Sales Partners 53 Dale Carnegie 54 BusinessBrief.com

14 ABOUT US Our company evolved from a 199 s consulting practice that guided hundreds of CEOs and Entrepreneurs on the implementation of sales training, systems and processes; staffed thousands of sales people; and created branding, messaging and go-to-market plans for hundreds of hi-tech and B2B clients. Today, that experience is the foundation for a hybrid demand generation operation piloted by a highly experienced and talented team of sales leaders at SalesStaff LLC. More than 1, sales appointments and leads are generated annually for our clients. We are changing our industry in a better direction that leverages outbound prospecting, business intelligence, and a performance-based production model. The collective impact to client sales pipelines is more than a billion dollars of new sales opportunities entering funnels every year. SalesStaff provides high-level appointment setting and demand generation services for business-to-business technology companies through the deployment and management of quota-based marketing programs. WHAT OUR CLIENTS SAY ABOUT US An IT Security Client In evaluating Demand Generation vendors, we found the pay-for-performance model offered by SalesStaff to be extremely attractive. Other per-month or per-rep models we evaluated didn t provide a firm guarantee of results. So we were eager to work with SalesStaff, and have been more than pleased with the results. A Managed Services Client What we liked most about working with the team at SalesStaff was the open communication we had throughout the course of the campaign. They were always available to discuss critical aspects of the campaign. In addition, they successfully developed a structured process to follow-up with key prospects. A Workforce Management Client What I like most about working with the SalesStaff team is that they do what they say they ll do. We research opportunities and successfully secure meetings with key executives and generate leads on behalf of our clients B2B sales teams to expand their sales pipelines and accelerate sales cycles. SalesStaff stands firm on our commitment to clients to do what we say we will and deliver quality sales appointments, leads, and sales intelligence.

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