16 Eye-Opening Sales & Marketing Stats

Curious how other B2B companies are approaching their lead generation strategy? What about their technology usage, or their approach to lead nurturing? Often, having an idea of what other companies are doing is the exact motivation you need to pull the trigger on that email marketing solution you’ve been eyeing, or that new social platform you’ve been avoiding for months. There’s no denying that statistics can be persuasive, especially to the data-driven marketer.

The best way to gain insight into marketing trends and statistics is to peruse analyst reports and industry research — but unfortunately, most marketers don’t have that kind of time. That’s why we’ve done the heavy-lifting for you by collecting some of the most relevant and interesting marketing and sales stats that we could get our hands on. Read up!

Lead Nurturing

Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (DemandGen Report) tweetbutton

Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate. (CSO Insights) tweetbutton

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. (Forrester Research) tweetbutton

Nurtured leads make 47% larger purchases than non-nurtured leads. (The Annuitas Group) tweetbutton

Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Gartner Research) tweetbutton


90% of business buyers say when they’re ready to buy, they’ll find you. (DemandGen Report)  tweetbutton

Research shows that 35-50% of sales go to the vendor that responds first. (InsideSales.com) tweetbutton

70% of the buying process is now complete by the time a prospect is ready to engage with sales. (SiriusDecisions) tweetbutton

61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified. (MarketingSherpa) tweetbutton

Marketing Automation

The adoption of marketing automation technology is expected to increase 50% by 2015. (SiriusDecisions) tweetbutton

The marketing automation market is predicted to grow from $3.2 billion in 2010 to $4.8 billion in 2015. (International Data Corporation) tweetbutton

A quarter of all B2B Fortune 500 companies are already using marketing automation, along with 76% of the world’s largest SaaS companies. (Pardot) tweetbutton

84% of top performing companies are using or plan to start using marketing automation between 2012 to 2015. (Gleanster) tweetbutton

Marketing automation platform users have a 53% higher conversion rate from marketing response to marketing-qualified lead than non-users. (Aberdeen Group) tweetbutton

63% of survey respondents indicate that the ability to set measurable objectives for each of their campaigns is the biggest value driver of marketing automation. (Gleanster) tweetbutton

77% of CMOs at top performing companies indicate that their most compelling reason for implementing marketing automation is to increase revenue. (Gleanster) tweetbutton

Want to test your newfound knowledge? Try out our Automation Quiz to see how well you really know marketing automation!

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