1. TODAY’S LEAD
GENERATION
CHALLENGE – SURVEY
2012

2. The Survey - Background
 Sales and marketing teams are faced
with delivering more with smaller
budget and in many cases with with
less resources.
 How do you as a sales or marketing
professional rise to the challenge of
increasing volume and improving the
quality of leads for sales and channel
functions?

3. The Results
 We asked 200 sales, marketing and
channel directors about their lead
generation activities and challenges
 Just over 50% of the respondents are
marketing professionals
 The survey sample covers the EMEA
region and North America

4. The Most Successful Lead Gen
Method?
 Events still comes out Options %
top, despite questions Response
around ROI Events 33%
 Telemarketing is still Telemarketing 29%
high on everyone’s Web 14%
agenda at 28.6% Email Marketing 14%
 Advertising and DM Social Media 5%
share the bottom rung PR 5%
with 0% DM 0%
Advertising 0%

5. Outsourcing Lead Generation
Options % Response  Telemarketing, PR
Telemarketing 62%
and Events are the
PR 43%
most popular items
Events 29%
to outsource
Email Marketing 19%
Web 19%  But, you differentiate
Direct Mail 10% telemarketing from
Advertising 10% inside sales
We do not outsource 10%

6. You said…
Telemarketing Inside Sales
 Is the qualification of  Drives sales qualified
enquiries leads through pipeline
 Is easier to outsource due to
seasonal peaks/troughs  30%+ of you have
 Difficulties in scaling up inside sales teams in-
quickly house (and prefer it that
 Should be priced based on way)
results and work completed  25% say you recently
NOT pricing per day/per
resource outsourced the function

7. Cost per lead?
 We asked what you would expect the overall
cost of delivering a sales qualified lead to be.
 With C-level leads costing more to generate
and qualify, before Option % Response
handing over to sales $200-$400 24%
$400-$600 57%
$600-$800 19%
More than $800 1%

8. In summary
 Lead generation is still a challenge, despite
the changing marketing landscape
 Achieving quality and cost effectiveness
(showing) ROI is a key concern
 You require flexibility, SLAs and results from
your outsourced telemarketing and inside
sales functions

9. More Information
 Blog:
www.vizioneurope.com/
news
 @GCurmeVizion
 www.vizioneurope.com
Try out our new online
ROI calculator to see how
we can help you deliver
more

10. About Vizion
 Vizion specialises in building and
managing sales and business
development teams in the European
market.
 We are results driven, with one key
objective for your business – to increase
sales pipeline and therefore deliver
increased revenue.
 Our team is built up of expert sales
professionals and our management team
brings over 25 years experience working
with B2B technology companies globally.
 We deliver improved sales effectiveness,
reduced sales cycles, increased sales
pipeline and increased revenue.