17 Incredible Lead Generation Statistics for 2020

No matter how much your business grows, you will always be on the hunt for new customers.
Now:
Your product or service can be phenomenal, your team can be ready to work, and you can offer your clients convenient sales channels. But none of this will make the slightest difference if you don’t have any leads to work with in the first place.
Here’s the thing:
With a huge number of companies making their money in this industry, it’s crucial that you take the right path. By checking out some of the most prominent lead generation statistics of 2019 we’ve collected, you can prepare yourself to take your business to the next level in 2020.
But before we dive into the deep, let’s have a quick look at some:

Fascinating Lead Generation Stats

  • 65% of businesses consider generating leads and traffic to be their biggest marketing challenge.
  • B2B organizations with mature lead generation processes in place can make 133% more revenue compared to other companies.
  • B2C companies posting more than 11 blogs per month get more than 4X as many leads than those blogging 4-5 times per month.
  • More than 50% of B2B marketing experts don’t use direct mail to generate leads.
  • As little as 5-10% of qualified leads successfully convert into sales for businesses.
  • LinkedIn makes up more than 80% of the leads generated on social media platforms.
  • 81% of businesses say their blog is vital in generating leads.

B2B Lead Generation Statistics

To get the ball rolling, let’s take a look at some of the lead generation stats which are most relevant to companies selling to other businesses. This can provide a unique insight into the influence quality B2B leads can have on your revenue.

(SlideShare)
Most businesses have the connections they need to buy stock, resources, and machines, right?
Wrong.
With more than 9 in 10 business to business purchase decisions starting with a search on a site like Google, there are plenty of opportunities to find corporate customers with a robust organic SEO strategy.
Naturally, you have to find a way to convert site visits into qualified leads:

2. 37% of B2B marketers are using marketing automation to generate leads.

(Marketing Profs)
The notion of spending hours behind a computer screen each day to work on your generation of B2B leads simply isn’t an option when you have other work on your plate.
A lot of businesses run into this problem, with more than a third of B2B marketers using automated lead generation tools like HubSpot to take the time out of this side of their business.
Having tools like this is perfect when you consider the next stat:

3. 65% of businesses consider generating leads and traffic to be their biggest marketing challenge.

(Hubspot)
You’re not alone. Almost two-thirds of businesses say that generating leads and traffic are is a massive problem.
Everyone finds it hard to generate leads that convert into sales, but this doesn’t mean it is impossible. Anyone with the determination to succeed can master lead generation marketing!
Sound intense? It doesn’t have to be.
So, let’s take a look at how you can start generating some good leads today:

4. 93% of B2B businesses say content marketing can generate more leads than traditional marketing methods.

(Marketo)
Content marketing is exploding at the moment. Across the globe, businesses of all shapes, sizes, and locations are taking advantage of this new way to sell.
A staggering proportion of B2B businesses say content marketing is more effective than traditional marketing for lead generation, with more than 90% agreeing with this statement.
The proof is in the pudding, as you can see in this data on lead generation effectiveness:

5. B2B organizations with mature lead generation processes in place can make 133% more revenue compared to other companies.

(Intellistart)
Making money is the purpose of running a business, and this statistic shows just how much proper lead nurturing practices can benefit your business.
B2B companies that have spent the time to mature their lead generation processes can enjoy massive revenue increases compared to other companies. This is a phenomenal difference, which will almost certainly offset any investment that has to be made to get the wheels in motion.

B2C Lead Generation Statistics

Next up, it’s time to delve into the world of B2C. Generating leads for customers can be a completely different game to the one B2B businesses have to play, and you’ll probably have to do some learning before you can come up with a more effective strategy.

6. Nurtured leads produce a 20% increase in sales opportunities versus other leads.

(Strategic IC)
Sales is a word no business person likes to hear. It’s hard to secure a purchase in just about any industry, and normal customers are some of the most challenging nuts to crack.
By nurturing B2C leads through content marketing, email campaigns, and other marketing methods, businesses can enjoy 20% bigger sales.
How exactly is a new business supposed to start generating leads, though?
Let’s find out:

7. B2C companies posting at least 11 blogs per month get more than 4 times as many leads than those blogging 4-5 times per month.

(Hubspot)
Writing a dozen blog posts each month may sound like a chore, but the benefits far outweigh the work you’ll have to put in. In fact, this is one of the least daunting content marketing statistics you’ll find around the Web.
Companies posting this number of blogs are able to generate as many as four times the amount of leads as those only blogging four to five times each month. Doubling your writing is a small price to pay to quadruple the leads you generate.

Where Should This Type of Marketing Be Done?

There are a lot of guides around the Web that tell you how you should handle your lead generation. Few things speak louder than the lead generation statistics from 2019, though, providing an excellent insight into the most successful methods on the modern market.

8.  68% of B2B businesses use strategic landing pages to acquire leads.

(Marketo)
You’ve probably seen a landing page before. Like home pages, which are designed to sell a single product, these simple yet effective marketing tools have proven to be incredibly successful lead generators.
In fact, more than two-thirds of B2B businesses use landing pages to generate their leads, according to the latest lead generation statistics. What’s more, a lot of companies use this to attract normal customers, too.
This is just a small piece of the puzzle, though, with the most leads being generated when companies diversify their techniques:

9. The three most commonly used B2B lead generation strategies are email marketing (78%), event marketing (73%), and content marketing (67%).

(DM News)
Splitting your work between different platforms is crucial in both B2B and B2C lead generation, lead generation stats reveal. There isn’t a magic formula to tell you exactly how to divide your efforts, but you can look to other businesses to see how they spend their time.
The most popular lead generation strategies are email marketing, event marketing, and content marketing. Content marketing is ever on the rise, and is set to take the top spot before too long.
It’s not just the tools you have, but also the way you use them:

10. More than 50% of B2B marketing experts don’t use direct mail to generate leads.

(Slide Share)
While a huge portion of lead generation stats in 2019 point to email marketing as one of the most popular options for B2B lead generation, over half of experts don’t use direct mail to generate their leads.
Instead, they use various email strategies to nurture leads while also casting a wide net to secure them in a less direct manner. Collecting email addresses for mailing lists is a prime example of this.
Time is a resource you have to spend wisely when you’re marketing a business:

11. By spending as little as six hours per week, 66% of marketers see lead generation benefits with social media.

Six hours out of a busy week might sound like a lot of time, but this is a small price to pay to be able to improve your lead generation, as lead generation statistics reveal.
Two-thirds of marketers see the benefits of using social media for as little as six hours each week. These websites are tremendously powerful lead generation tools, but you have to make sure that you’re using them correctly.
A big part of this boils down to the exact platform you choose:

12. LinkedIn makes up more than 80% of the leads generated on social media platforms. 

(Strategic IC)
Unless you’ve been living under a business rock for the last few years, you probably already have a LinkedIn profile.
This social media platform for professionals is responsible for generating an impressive eight out of ten leads across social media, making it a promising asset to those who want to build their business socially while also making some money. LinkedIn Lead generation has proven invaluable to businesses across the world.
Any lead won’t do, though, and you need to make sure they are high quality:

13. 84% of companies believe CRM systems to be beneficial in determining the quality of leads.

(DM News)
CRM systems like HubSpot can make the life of a business much easier. While helping to manage the different workflows which come with outbound leads vs inbound leads, they can also help you to keep track of the leads you already have.
More than three-quarters of companies believe their CRM tools help to determine the quality of their leads, making it possible to save time and only contact those who are likely to make a sale.
Back to the blogs. Are they really important?

14. 81% of businesses say their blog is vital in generating leads.

(Strategic IC)
You’ve probably heard it before, and you may even be tired of thinking about your blog. But you simply can’t ignore this side of your lead generation strategy.
The vast majority of businesses say that their blog is vital in generating their leads, with lead generation industry reports backing this up. Writing can be hard and tiring at the end of a busy day, but it will pay off significantly in the future.

Is This Type of Marketing Worth It?

As you can see, the latest stats show just how much work goes into this side of a successful business, whether you’re selling to other companies or to customers. Is all of this hard work worth the effort, though?
Check this out:

15. 53% of marketers say half or more of their budget is used for lead generation, while 34% say less than half of their budget is allocated to lead generation.

(Bright Talk)
Before deciding whether or not something is worth it, it’s vital that you have an understanding of the costs involved. More than half of marketers say they put half or more of their marketing budget into lead generation.
With the massive amount of money used for this, lead generation ROI has to be enough to cover the costs. This shows that these methods can be successful and easily pay for themselves while improving the growth of the business.
But what percentage of leads should come from marketing? This depends on the number of leads you can convert:

16. As little as 5-10% of qualified leads successfully convert into sales for businesses.

(Slide Share)
5-10% doesn’t seem like very much, does it? For instance, if you had 1000 leads come in, as few as 50 might turn into actual customers.
This low conversion rate means you have to work tirelessly to keep fresh leads coming in. This is far from impossible, but it makes it well worth doing some learning before you get started.
Figuring out how to automate your lead generation is a big part of this.

17. Companies that automate lead management see a 10% or more bump in revenue in 6-9 months time.

(Strategic IC)
The size of the lead generation market makes it absolutely crucial that companies look for ways to save time while they diving into the pool of potential customers.
Automated lead management has proven so effective, that companies using these methods can see a considerable bump to their revenue in less than a year. Lead nurturing statistics aren’t always this positive, but this shows just how effective the method can be when done right.

Tying Things Up

It’s no secret that lead generation is crucial to businesses across the globe. While some prefer to handle their marketing differently, these lead generation statistics show that this route is certainly an effective one.
Here’s the key takeaway: 
Diversity, dedication, and diligence.
You need to use diverse methods to generate leads, covering as many bases as possible.
You need to be dedicated to following up on your leads, nurturing them into sales.
And, finally, you need to be diligent, working hard to ensure that you only follow up on leads that are likely to get you a sale.

Bottom line:
Finding people is easy. Turning them into customers is hard.

Sources:

  1. Slide Share
  2. Marketing Profs
  3. Hubspot
  4. Marketo
  5. Intellistart
  6. Strategic IC
  7. Hubspot
  8. Marketo
  9. DM News
  10. Slide Share
  11. Social Media Examiner
  12. Strategic IC
  13. DM News
  14. Strategic IC
  15. Bright Talk
  16. Slide Share
  17. Strategic IC