Where do your B2B leads come from?

Damandbase.com and Focus.com latest study 2011 Demandbase National Marketing and Sales Study breaks down lead acquisition as follows:

23% of sales leads come from the corporate website

14% come from email campaigns

7% from online ads

3% from social media

I have heard from other lead aggregators that their social and wireless efforts have not paid off so this data seems accurate. There may also be an offset by defining the leads from the online ads compared to the corporate site. Often users follow the ad but do not submit info. Then go back after reviewing other sites from a different URL directly to the site. Bottom line is 23% of sales from corporate websites is significant.

Damandbase conclusion is that corporate sites are still not putting enough content and product / service information to satisfy and persuade the prospective customer. This indicates that the 23% would increase with the correct content and call to action.

Greg Ahern
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Author: Greg Ahern

Greg Ahern Founder and President of OmetricsĀ® is a fanatic about conversion rate optimization and AI chatbots. Greg has been a successful Internet entrepreneur since 1994. He speaks at conferences and webinars and has built a number of internet businesses. You can follow Greg on Twitter @gregahern and join his CRO Hacks Groups on Facebook and Slack. When he is not in front of a computer he can be found unplugged with his family, drawing or sculpting, endlessly learning guitar or running around in the mountains biking, climbing and skiing.