SLMA Radio host Jim Obermayer asked Jeff Gordon and Jeremy Sacco from BuyerZone to talk about the highlights of the BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012 BuyerZone and LeadsCouncil research report: The State of B2B Lead Generation 2012
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Some highlights include:
What was surprising about the results of the survey of 212 repsondents?
- Usage of CRM systems 56% currently using some type of CRM system.
- Among those who use CRM, leading brand - Salesforce.com - 21% of responding companies.
- Of those not using CRM - 30% using Excel instead. At least they are doing SOMETHING.
- 30% don't know what CRM is - shocking! One theory is perhaps it's a terminology issue. Perhaps they call it "salesforce" or "content management" or some other term used in their company.
- 78% of larger businesses surveyed currently using CRM.
- With regards to Marketing Automation such as Marketo, 90% of respondents are NOT using Marketing Automation. More people should be diving in based on the number of lead sources. You get more sources and better ways to follow up.
Report is a free white paper on their website. buyerzone.com/stateofb2b location. Conducted survey with partnership with LeadsCouncil, members of that group, and other outreach helped to collect 212 respondents.
Jeremy Sacco - Editorial Manager
Jeremy's been leading the content team at BuyerZone for eight years, learning about a huge range of products and services and talking to hundreds of businesses about buying and selling the equipment and services that helps them succeed. He's written for B2B buyers on the Web since 1996 - and his focus then as now is on using the Web to provide business advice that's helpful and easy to understand. As the content leader for BuyerZone, Jeremy manages the lead generation blog About Leads, providing marketing and sales advice up and down the sales pipeline, from lead generation to closing business. He graduated from Middlebury College with a degree in English.
Jeff Gordon Director of Marketing
As Director of Marketing, Jeff is responsible for key online and offline marketing initiatives including customer acquisition and retention, demand generation, business development and public relations. Jeff has spent his entire seven year career at BuyerZone in a variety of marketing roles. Prior to his current position, Jeff managed the company's email strategy, affiliate network, external communications and has deep experience working with BuyerZone's sales organization.
He contributes marketing and sales advice regularly for BuyerZone's lead generation blog, About Leads. Jeff holds a Bachelor of Science degree with honors in Business Administration from Babson College.
About BuyerZone
Since 1992, BuyerZone has helped connect millions of businesses with thousands of quality sellers for hundreds of products and services. Buyers save time and money on important purchases by receiving free price quotes from sellers who best meet their needs. BuyerZone's lead generation programs and marketing services provide sellers with cost-effective, easy-to-implement and results-focused solutions that deliver leads from prospective buyers at every stage of the purchasing cycle. BuyerZone, headquartered in Waltham, Massachusetts, is a division of Reed Business Information (RBI). RBI is a member of the Reed Elsevier Group plc (NYSE: RUK and ENL). For more information, visit http://www.buyerzone.com.
By: +Susan Finch
