Each year, companies invest hundreds of thousands of dollars in developing websites and marketing content to generate opportunities for its sales team, but many fail to pick up the phone and follow up with leads appropriately and end up wasting the time, money and effort it took to produce the lead in the first place. For a business to see truly significant revenue growth, this technology needs to be backed by a targeted sales strategy. How quickly and how persistently should the response be to marketing-generated inquiries? What is the most effective way to reach leads and enter them into the sales process? What are the best times and best days of the week to reach a decision maker? Is there a form of content marketing that leads to the most qualified leads? Momentum did some research, compiled all of the most fascinating data and created a cheat sheet for sales excellence.

1. Best B2B Lead Generation Tactics:
Guide to Qualified Leads, Accelerated Deals

2. DARKGREY
CYANBLUE
CYANBLUE
FRI
4TH HOUR
3RD HOUR
2ND HOUR
1ST HOUR
4-6 11-12 8-9 4-5 1-2
Average number
of calls before
making contact
with the lead
Average number
of calls before
qualifying the lead
When To Call
The best days to call are
Wednesday And Thursday. Sales
reps are 50% more likely to both
contact and qualify a lead on those
days.
How Soon To Call
Odds of reaching a new sales lead:
10x after the first 60 minutes
100x if called in 5 vs 30 minutes
Odds of qualifying that sales lead:
6x after the first 60 minutes
21x if called in 5 vs 30
minutes
Sales team response
time from when lead
is generated to the
point of contact.
1,000
500
8TH HOUR
7TH HOUR
13,000
CALL FAST CALL
OFTEN
REAL, MEASUREABLE SALES GAINS
CAN BE MADE IN A MATTER OF HOURS,
OR EVEN MINUTES, BY DEVELOPING A
TARGETED SALES APPROACH.
85%OF SALES TEAMS
DON’T TRACK CALL
RESPONSE TIMES.
WORST TIME
NOON
Chances of contacting
a lead increase 114%
by calling during
the best time.
Chances of qualifying
a lead increase 164%
by calling during the
best time.
BEST TIME WORST TIME
AM PM PM
CONTACTING A LEAD:
BEST TIME
PM
QUALIFYING A LEAD:
1
2
3
THUR
WED
TUES
MON
6TH HOUR
5TH HOUR

3. 39% 72% 93%
CONTACT RATE
CALL EVERY LEAD
51.4% OF ALL LEADS
ARE NEVER CALLED.
ON AVERAGE LEADS
ARE ONLY CALLED
1 TIME. COMPANIES
THAT CALL MORE THAN
ONCE SEE A HIGHER
CONTACT RATE.
#OFCALLATTEMPTS

4. QUALITY LEADS + SALES EXCELLENCE
= REVENUE GROWTH
SUCCESS
100%
SALES

5. FACE TO FACE MEETINGS
40%OF PROSPECTS CONVERTED
TO NEW CUSTOMERS
91%OF BUSINESSES BELIEVED IT WAS
MOST CRITICAL FOR PERSUASION

6. E-NEWSLETTERS
WHITEPAPERS
SOCIALMEDIA
WEBINARS
VIDEOS
43%40%
% OF COMPANIES THAT USE:
80%
70%
60%
50%
40%
30%
20%
10%
0%
SUCCESS RATE FOR B2B LEAD GENERATION
65%60%
CONTENT MARKETING
90% OF COMPANIES USE CONTENT
MARKETING. 60% PLAN TO INVEST
MORE TO THIS AREA IN THEIR 2013
BUDGET

7. SOURCES
•
•
•
•
•
•
•
Harvard Business Review: Cold Call Tactics That Increase Sales
How Social is B2B? by InsideView
72 Fascinating Social Media Marketing Facts and Statistics
Google’s 2011 B2B Marketing Guide
A2012 Retrospective: Lead Response Management Research Paper
360 Partners
The Value of Face-to-Face Marketing in the VirtualAge

8. Momentum is a premiere residential and business VoIP provider
offering communications solutions for direct subscribers and partners
nationwide. Founded in 2001, Momentum powers more than 120,000
digital voice lines and offers a wide range of services including
Enterprise Voice, SIP Trunking, Internet Fax, Virtual Call Center and
Wholesale VoIP solutions.
WWW.GOMOMENTUM.COM 877.251.5554