PROVO, Utah – July 16, 2013 – XANT, the leading provider of cloud-based sales acceleration technologies and solutions, today announced the release of new research revealing companies are failing to leverage the most effective technologies and methods for generating leads and driving business awareness.
With more than 1,000 clients, XANT provides a high-velocity sales enablement platform that drives faster, smarter and more informed sales processes. A unique side product is aggregated statistical trend data from the top sales organizations in the world. The Lead Generation Methods study is one analysis of this data.
The Lead Generation Methods report finds that generating leads and improving the quality of those leads are the most common challenges faced in business-to-business (B2B) marketing, yet salespeople and marketers are giving priority to channels with more perceived than actual value.
Encompassing 26 specific marketing methods, the research’s key findings include:
• Most Effective Marketing Methods – Inside sales is the highest rated method for generating leads and driving brand awareness, followed by executive events and telemarketing.
• Most Common Marketing Methods – Company websites, email or e-newsletters, and tradeshows are highly effective at generating leads and are used broadly.
• Underused Marketing Methods – Despite their effectiveness, executive events and telemarketing are only used by one-third of the study respondents. Other underused tools for lead generation and business awareness include webinars and search marketing, which are used by less than half of companies in the study.
• Social Media Methods – Social media tools – specifically, LinkedIn, Facebook, Twitter, Google+ and Pinterest – are the least effective for generating leads or driving brand awareness. However, LinkedIn and Facebook have more than 50 percent adoption among those surveyed.
“This study indicates that companies can better focus their marketing resources into those channels which are most effective,” said Ken Krogue, president of XANT. “While there’s a lot of buzz surrounding it, social media’s very poor lead generation and business awareness effectiveness means marketers are overutilizing LinkedIn, Facebook and Twitter. Companies should more frequently use executive events, telemarketing, webinars, and search marketing to improve their results in these areas.”
To view the research report and learn which technologies and methods can enhance lead generation, visit /lead-gen-methods-study.
About XANT, Inc.
XANT is the worldwide leader in cloud-based, sales automation and predictive analytics for inside sales professionals. XANT was the first company to combine dialer technology into a customer relationship management tool like salesforce.com. Their PowerDialer for Salesforce has been one of the most popular applications on the salesforce.com AppExchange for over five years. The company was recently recognized #9 by Inc. Magazine for employee growth in Utah and #347 of the 500 Fastest Growing Companies on Deloitte’s 2012 Technology Fast 500. The company was also named Service Provider of the Year by the American Association of Inside Sales Professionals (AA-ISP). XANT enterprise customers include ADP, Dell, Gannett Local, Inc., Marketo, ON24, Re/Max Cornerstone, Seagate, Groupon and more. To try the technology, visit XANT.