Sobering Lead Gen Statistics & Effective Remedies by Pat Ryan & Jae-ann Rock

Posted on Oct 13, 2020 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

We know 2020 has been a challenging year on many fronts. But, by focusing on what you CAN control, you can stay on a positive track and regain control over your lead gen & pipeline development process.

After all, remaining positive is ESSENTIAL, especially in SALES!

So let’s investigate some lead gen statistics and determine what actions you can take TODAY to regain control over your sales pipeline development process.

First, according to Hubspot, more than 40% of salespeople recently interviewed say PROSPECTING is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).  It takes loads of energy, optimism, and persistence to prospect for business. But, as you know, prospecting is also a “numbers game.” This leads us to the consider following stats…

In a recent survey by sales strategist Marc Wayshak, salespeople reported:

  • 66.7% had reached out to fewer than 250 prospects in the past year and only 15% had reached out to more than 1,000 prospects in that time period
  • 54% said it is “harder” or “much harder” to get in front of prospects than five years ago
  • It takes an average of 18 phone calls to connect with a buyer
  • More than 70% of respondents said that only 50% of their prospects end up being a good fit – this is a LIST QUALITY issue (more about that in a moment…)

Now, let’s take that information and find ways to use it to our benefit.

What does this mean for your business?

  • Your salespeople must reach out to MORE prospects than ever – just to get the SAME results.
  • Your salespeople are probably not getting in front of ENOUGH prospects to meet their goals.
  • Your sales/marketing strategy should include not only phone-based outreach, but also email marketing to help bubble-up warm leads.
  • Your sales team needs access to MORE decision-maker contacts within your target market!

Based on this: How many Corporate Training & HR decision-maker contacts do you have in your database? How many SHOULD you have to achieve success? i.e. How many “targeted eyeballs” must you reach with your message this year to achieve your sales goals?

It is clear that you must get your message in front of plenty of prospects just to achieve the same results you’ve always had. This means that to GROW sales, you’ll need even more prospects than ever before! HOW MANY?

Let’s take a simple example – assume:

  • It will take 100 sales to achieve your 2020 goals (A)
  • You need to reach 25 (targeted) people to get one qualified prospect (B)
  • You need 10 prospects to make one sale (C)
  • This means you’ll need to reach 25,000 people to make 100 sales! (A x B x C)

That’s a lot of people!

You will need a plan to get in front of that many “eyeballs.” And, while you may think you are “hitting enough eyeballs” by sending out a mass email, what if the list data you are using has a 50% error rate?

Consider this example: An e-learning customer used the Mentor Tech Group database in conjunction with their own in-house list to deliver a marketing email to a total of 5266 contacts. The source of these contacts broke down as follows:

Within 48 hours, they had received the following results:

  • 99 “opens” on Mentor Tech Group’s 566 contacts
  • Only 31 “opens” on their 4700 contacts

That’s more than a 17% response rate using the MTG data,

versus only 0.5% response rate using the client’s in-house data.

Why?  Well, it is likely that their marketing database was filled with outdated information for people who are not even real DECISION MAKERS.

In every case we’ve seen, without exception, a company’s in-house database is not nearly as good as they think it is – and it is usually in dire need of being scrubbed, scrapped, or replaced!

But, if you’re marketing and selling to the world of Corporate Training and HR, Mentor Tech Group’s HAND-BUILT database contains the exact decision-maker information your sales and marketing effort requires: more than 40,000+ top Corporate Training, e-Learning, and HR decision-makers in North America.

And, by investing in our Full Access Solution, you will be empowered to:

  • Get the entire database of contacts now, and have the flexibility to create smaller, more specialized lists based on your current needs throughout the year:
    • By industry, sales, # employees, metro area, state, or
    • By specific types of training, like IT/technical training, e-learning, sales training, safety/compliance training, customer service training, external training, corporate university, or
    • By more standard titles, like VP Corporate Training, VP/Director of HR, VP/Director Talent Management, VP/Director Recruiting, CIO, VP/Director Sales & Marketing, and VP/Director Corporate Communications

AND…you automatically get a complete update of your market intelligence list every four months going forward.

An investment in the MTG database gives you the power to sub-out the substantial effort you would normally have to make (every time) to create a clean, targeted list to conduct your marketing campaigns.

Once you have a clean database of decision-maker contacts, be certain to USE the list in email marketing campaigns, phone-based outreach, and even direct mail. Ongoing, multi-pronged outreach will yield the best results, as proven by our Client Case Studies.

And keep in mind, Mentor Tech Group offers drilled-down Market Intelligence, not just “data”.  Our lists contain email addresses, direct dial numbers, and key sales notes, and market intelligence, allowing you to reach decision-makers faster. But don’t take our word for it, see what our customers are saying.

Save time and money by using MTG’s lists:

  • The best and most qualified marketing Market Intelligence in the industry
  • A direct link to the decision-makers you seek!
  • Precisely targeted and highly accurate information, ready for you to email and call!

MTG’s Full Access database is the only Corporate Training and HR “list” you will ever have to invest in – and you will never again squander your time, resources, and money on old, outdated information.

Remember the MTG database investment includes the following benefits:

  • Use of your MTG corporate training and HR database list data for one year
  • Enjoy UNLIMITED usage with a renewable one year license
  • FREE updates every 4 months during the year

To take control of your lead gen process, start by contacting us today at (651) 457-860o, Ext. 1.

Ask for information about a “Full Access database.” And, learn why many of our clients have renewed their Full Access subscriptions with us year-after-year!!

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