B2B sales lead generation survey results: E-mail, telemarketing and direct mail are most important

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What do business marketers consider most important? E-mail, telemarketing, and direct mail.

North Kingstown, RI – November 8, 2005 – Mac McIntosh, a business-to-business sales lead expert and publisher of Sales Lead Report, today released the results of a survey that showed what business marketers chose as the most and least important direct marketing tactics for B2B sales lead generation.

The survey was sent to nearly 900 subscribers to the e-version of Sales Lead Report and included separate questions regarding most and least important direct marketing activities for business-to-business sales lead generation efforts.

Which direct marketing lead generation tactics were chosen as the most important?

Of all survey respondents, 27.1% chose telemarketing as the single most important direct marketing activity for B2B sales lead generation, followed closely by e-mail at 26.6%. Direct mail was chosen as the number one sales lead generation tactic by 22.3% of the participants, and 12.2% chose SEO as their top choice.

Which of these direct marketing activities is the MOST important one for your business-to-business sales lead generation efforts?

Direct mail

22.3%

Direct response advertising – broadcast

0.4%

Direct response advertising – print

5.2%

E-mail

26.6%

Online advertising (other than your own Web site)

1.7%

Pay-per-click advertising

4.4%

Search engine optimization

12.2%

Telemarketing

27.1%

Which direct marketing sales lead generation tactics were chosen as the least important?

Direct response broadcast advertising was chosen as the least important direct marketing activity for B2B sales lead generation efforts by 33.6% of the respondents. Online advertising (excluding their own Web sites) was chosen as the least important business-to-business lead generation activity for 18.8% of the respondents, followed by pay-per-click advertising at 12.7%.

Which of these direct marketing activities is the LEAST important one for your business-to-business sales lead generation efforts?

Direct mail

10.5%

Direct response advertising – broadcast

33.6%

Direct response advertising – print

8.7%

E-mail

3.9%

Online advertising (other than your own Web site)

18.8%

Pay-per-click advertising

12.7%

Search engine optimization

3.1%

Telemarketing

8.7%

Sales Lead Report, a newsletter for B2B marketing professionals, includes strategies, tactics, tips and techniques related to business-to-business demand generation and business development. The e-version is sent to subscribers approximately eight times a year.

Mac McIntosh Inc., the Business-to-Business Sales Lead Experts, is a sales and marketing consulting company located in North Kingstown, Rhode Island. For more information, visit www.sales-lead-experts.com.

M. H. "Mac” McIntosh

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M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales. More about Mac...