Comments (9)

1. Stacy Williams
   March 16th, 2009
   8:01 am

   Would love to see average lead gen conversion rates – thanks!

2. Lindsey Walsh @ SearchEnginePPC
   March 16th, 2009
   12:11 pm

   MarketingSherpa has benchmark stats for B2B lead gen, though they’re only accessible via a paid report. If I remember correctly, the most recent one I saw from 2008 showed B2B conversion rates for paid search at 5.74% and SEO at 2.3%.

   My B2B clients see between 10-23% average conversion rates off of PPC, though, so those numbers seem very low to me.

3. TotalVac
   March 16th, 2009
   2:22 pm

   I would also like to see conversion rates by industry. Not just the top converting sites, but the average.

4. James Obermayer
   March 16th, 2009
   3:23 pm

   The conversion rates for inquiries(not qualified leads) over one year has been established by research to be 45%. This means 45% of the raw inquiries convert for someone. The problem is that the follow-up rate by salespeople is somewhere between 10%-25%. This means most companies are only speaking to 25% of the buyers. Hence, the entry of telemarketing firms that follow-up and pursues inquiries for their clients to create sales ready leads(and much higher closure). There are many articles on the Sales Lead Management Association site that discuss this. The stats are also quoted in the two known books on the subject of lead management: Managing Sales Leads, How to turn Every Prospect into A Customer (available as a used book); Managing Sales Leads, Turning Cold Prospects into Hot Customers (new). The just published book, Find Lost Revenue, also has a chapter on this subject. All are available via Amazon.

5. Matt celano
   March 16th, 2009
   4:25 pm

   There is no such thing as an avg conversion rate. It’s all relative to the channel, product, and industry.

6. Conference Coordinator
   March 20th, 2009
   10:48 am

   It is also highly relevant what goals or conversions are measured; so many people will class different things to be lead generators. nowadays millions of people using GoAn for example.

   It is also pointless having an average of almost all things analytical, raw numbers and facts about individual queries or individual people or personas are what people should be looking for , certainly not an average number.

7. Reshma Nigam
   April 13th, 2009
   1:35 pm

   Establishing an average is misleading without running a pilot. Almost dangerous if you are planning your marketing budget. I have seen a lot of companies decide on a number not knowing how their products will be received in the market. My suggestion is to first do a pilot then come up with an average.

8. Property Management Software
   August 16th, 2009
   12:57 pm

   where are the results of the survey at?

9. Vacbelts
   October 9th, 2009
   11:44 pm

   I would also like to see conversion rates by industry. Not just the top converting sites, but the average.

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