Prospecting to marketersWhich marketers are most likely to respond to lead generation

A noisy, cluttered marketplace makes it difficult for marketing technology vendors to get noticed by marketers. However, lead generation is very effective in reaching some marketers.

Data is based on a study by LeadJen of lead generation campaigns over a four-year period from 2010 to 2013, including 264,300 outreach attempts and 31,575 conversations with marketing professionals. The campaigns generated 1,561 appointments and 150+ forecasted opportunities resulting in $4.5 million of revenue generated and an additional $7 million in pipeline value.

LeadJen 1311 W. 96th Street, Suite 250, Indianapolis, IN 46260 leadjen.com

MON TUE WED THU FRI

19%

23% 23%

20%

15%

Appointments set by day

Tuesday and Wednesday best days to reach a marketer

CALL

1CALL

2CALL

3CALL

4CALL

5CALL

6CALL

7+INBOUNDRESPONSE

30%

14%

7% 2% 2% <1% <1%

26%

REFERRALOR CALL

BACK

19%

Appointments set by tactic

attempts: calls, voicemail messages or emails

conversations: live dialogue, referrals, follow ups and “no” responses

response rate: % of accounts attempted to qualified appointments

What it takes to get a qualified appointment

169

206%

First call is the most fruitful

JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC

Lead generation by month

Fall best season for prospecting to marketers

8%

6% 6% 6%5%

7%

5%

9%

13% 13%12%

11%

Appointments set by time*Times are Eastern time zone

Midday* best time to reach a

marketer12-1 PM

13 %11-12PM

13%

10-11AM

11%

9-10

AM

6%BE

FORE

9AM

<3%

1-2 PM13 %

2-3PM

14%

3-4PM

12%

4-5PM

10%5-6PM

3%

AFTER 6 PM

<3 %

12

6

111

210

39

48

57

Director level most receptive to lead generation

Individual Contributor 11%

Director30%

Manager22%

Vice President 11%

Coordinator/Specialist 6%

CXO8%

Other12%

Marketing functions most likely to respond to lead generation

Biz Dev/Sales & Marketing 26%

Executive/Strategy 21%

Other15%

Branding/Creative 1%

Marketing Technology 10%

Digital/Email/Web Marketing 14%

Social Media 5%

Marcom/PR 8%