Australia outperforms world in top global sales and marketing challenge

ADELAIDE, Australia, October 7, 2014 – 360 Leads™ (au.360leads.com) announced the release of its 2014 edition of The Black Report™ (#theblackreport), its global study of B2B sales lead generation practices with C-levels, sales leadership and marketing executives from six continents. The study highlights sales lead generation as the most important sales and marketing challenge facing 58% of companies. Although 78.5% of companies have engaged in lead generation programs over the past 12 months, only 17.3% are meeting their sales lead generation targets. Australia ranks best in performance globally, with 21.7% of companies achieving their targets.

The most successful sales lead generation channels tend to be those that can offer a high degree of targeting. Ranked in order of effectiveness, outbound telemarketing, email marketing and digital marketing deliver the best results. However, primary reasons cited for poor lead generation results are inadequate budgets and internal company issues which impact performance.

Stuart Lewis, President & CEO at global sales lead generation company 360 Leads says, “Australia’s resilient GDP growth in 2012 and 2013, with Europe struggling to reach 1%, may be a factor in stronger relative performance. In addition, geography isolates Australia from a certain amount of market clutter, and that may enable Australian companies to more effectively connect with their domestic target audiences.” 

The Black Report™ reveals:

•Australian companies rank first at achieving their lead generation targets at 21.7% versus the global average of 17.3%

•Australian companies ranked social media equally with outbound telemarketing as their top performing lead generation channel. Other countries ranked outbound telemarketing as their top performing channel

•Australian companies do more sales lead generation than the United States and Canada

•43.5% of Australian companies believe they have sufficient data for their lead generation activities, compared to only 31% of European countries

•Companies who communicate 3 or more times with their sales prospects are 2.4 times more likely to meet their targets

•More sales people equals a better chance to meet sales lead generation targets – 62% better, to be exact, for companies with sales forces of over 25 people 

•Companies with over 100 employees are 1.5 times more likely to hit their sales lead generation targets than smaller companies

•The most successful sales lead generators come from financial services, business and professional services and technology

•The least successful sales lead generators come from manufacturing, healthcare and pharmaceuticals

“Australia’s success likely reflects a number of factors,” said Dan Cadieux, 360 Leads’ Country Manager for Australia. “Australian businesses do more lead generation than foreign companies, with the exception of Europe. And, since they have had to look at alternatives to email marketing for more than a decade, they likely have become more resourceful, and more experienced, in using a variety of sales lead generation channels, such as social media. I’d expect that shared internal commitment, know-how and teamwork sum up what delivers.”

The Black Report™ and accompanying insights into the findings from 360 Leads, is available in digital format at au.360leads.com. 325 participants from six continents were surveyed for The Black Report™.

About 360 Leads

360 Leads™ finds new customers for our clients by connecting them with key decision makers to grow their business, anywhere in the world.  We support clients’ sales growth from our global headquarters in Toronto, Canada and our operating hubs in Phoenix, USA and Adelaide, Australia.

360 Leads is the only sales lead generation company that provides a complete precision-based nurturing process that is customized for each client to deliver optimal results. We integrate digital, direct, inbound and outbound marketing services while engaging the specialized expertise of our people, data and technology to deliver qualified sales opportunities. To learn more, visit au.360leads.com or call 1800 360 LEAD (532)

360 Leads is a 5th business® company, an integrated sales and marketing organization. 

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Additional Information

Twitter: @360leads

LinkedIn: www.linkedin.com/company/360-leads

Contact:   Dan Cadieux

  Dan.Cadieux@360leads.com 

+61 8 7122 5266

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