LeadGen: Are you targeting the right people?

By | December 9, 2014

Lead generation is critical, not just for your clients, but for your company, as well. Just as it is with your clients, it starts with targeting not just the right companies, but the right people within them. Are you sure you’re targeting the right ones? How much does job title matter?

According to an infographic released by LeadJen, a B2B lead generation company, it matters a lot. In a survey, it found that director-level professionals in marketing organizations and those with functional responsibility for sales are most likely to respond to prospecting efforts from marketing technology vendors (which we can assume would include print service providers).

Marketing Functions Most Likely To Respond To Lead Generation
Function

% Response

Biz Dev/Sales & Marketing

26%

Executive/Strategy

21%

Other

15%

Branding/Creative

1%

Marketing Technology

10%

Digital/Email/Web Marketing

14%

Social Media

5%

Marcom/PR

8%

Source: LeadJen, May 2014

It also found that, while the plurality of appointments (49%) are set with budget owners (including the director, vice president or CXO), 22% of appointments are set with managers specializing in marketing functions such as digital, e-commerce and social media. “These marketing managers, even without direct budget control, have a clear influence on spending decisions,” notes the report.

What days are best to set up appointments?  Tuesdays and Wednesdays were the most likely to yield appointments, and between 2-3 PM was the most productive time to find prospects sitting behind their desks.

What do you think? Does this data match up with your lead-generation experiences?

 

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