Hear what the experts have to say…
(Survey of business marketers’ opinions)

On 8th November 2005 - Mac McIntosh, publisher of Sales Lead Report and a business-to-business sales lead expert, released the results of a survey that showed what business marketers consider the most and least important direct marketing tactics for business-to-business lead generation.

A survey of over 800 subscribers to the e-magazine Sales Lead Report was carried out. The survey included separate questions to find out what the experts consider the most and least important direct marketing activities for business-to-business sales lead generation.

Which were chosen as the most important? Read on.

Survey respondants chose which method of lead generation was most important in their opinion.

Direct response advertising - broadcast: 0.4%
Online advertising (other than your own Web site): 1.7%
Pay-per-click advertising: 4.4%
Direct response advertising - print: 5.2%
Search engine optimisation: 12.2%
Direct mail: 22.3%
E-mail: 26.6%
Telemarketing: 27.1%

Respondants also indicated which were the least important:

Direct response advertising - broadcast: 33.6%
Online advertising (excluding their own Web sites): 18.8%
Pay-per-click advertising: 12.7%.
Direct mail: 10.5%
Telemarketing: 8.7%
Direct response advertising - print: 8.7%
E-mail: 3.9%
Search engine optimisation: 3.1%