Lead Generation Trends & Benchmarks
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The document summarizes key findings from research on lead generation metrics and compensation in 2010. It found that on average lead generation groups consisted of 8 reps who were experienced and took 3 months to ramp up. Most lead generation teams reported to marketing. Compensation was around $74,000 in total pay with quotas of 15 leads. Less than 25% of companies had over 80% of reps meeting quotas. The research also examined metrics like number of touches to convert leads to opportunities and lead generation teams' contribution to company pipeline.
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This document discusses how to identify and target potential buyers by understanding buyer personas. It recommends three steps:
1) Know your buyer personas by identifying their occupations, industries, goals, frustrations, and roles. The example persona is Jennifer, a director of marketing.
2) Go find the Jennifers by researching their social media usage and profiles on sites like LinkedIn to learn more about them.
3) Find where conversations are happening that your buyers engage with by exploring groups and forums on sites like MarketingProfs and LinkedIn relevant to your buyers' interests like demand generation and social media. The goal is to join these discussions to build connections with potential customers.Fishing Where Your Buyers Swim (Part1)
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This document discusses different approaches for companies to engage customers on social networking channels. Approach 1 is to ignore social networking, while Approach 2 is to hastily join without a strategy. Approach 3 recommends identifying target customers, where they spend time online, and what matters to them before engaging. Approach 4 leaves the strategies open-ended.Ad
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Networking Lunch
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reachout to by email : contact@innomantra.com
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- 1. 2010 Lead Generation Research Focusing on Metrics & Compensation in pipeline generating teams Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc.
- 2. Formatted to Fit Your Screen Note: This is a small Presentation based on a larger Research Report http://www.bridgegroupinc.com/lead_generation_metrics.html
- 3. About the Research 115+ Technology Companies Participated
- 4. Which best describes your solution? About the Participants
- 5. Where Does Lead Gen Report? % Reporting to Marketing: 2007 32% 2009 26% 2010 50%
- 6. Lead Gen Group Size Average group size: 2007 4 2009 6 2010 8 Reps
- 7. Primary Functions of the Group (Select all that apply)
- 8. About the Lead Gen Reps Metric Experience prior to hire 2.5 years Ramp to full productivity 3.2 months Tenure at company 2.1 years
- 9. Lead Gen Compensation Metric Change from 09 Base Comp. $48k 2% Total Comp. $74k 1% Quota 15 Leads passed 6%
- 10. Percentage of Reps at Quota 48% reported more than 70% of their Reps at quota Less than 1 in 4 had greater than 80% at quota 63% 13% from 2009
- 11. Lead Gen Activity Metric Change % of calls on marketing-generated Leads 46% 2% # of touches from Suspect to Prospect 6.5 7% % of Leads converting to Opportunities 22% 29%
- 12. Pipeline Contribution Metric Change % of total Pipeline (All Companies) 49% 2% % of total Pipeline (Revenues under $29M) 52% - % of total Pipeline (Revenues over $100M) 41% -
- 13. If you liked this preview, youll love the Research Report. http://www.bridgegroupinc.com/lead_generation_metrics.html
- 14. Trish Bertuzzi The Bridge Group, Inc. [email_address] 978-562-2623 Blog http://blog.bridgegroupinc.com http://www.linkedin.com/in/trishbertuzzi @bridgegroupinc Thank you for listening.