Buyers like cloud solutions and are looking for automation software supporting their sales efforts. These are the main findings of a recent report based on interviews with 385 prospective buyers of new sales force automation software conducted by Software Advice. Two-third of all respondents (67%) stated they are interested in sales automation software solutions for the first time. Those sales leaders with a deployment preference trying to find a new solution these days were prefer a cloud-based solution (96%). Just 4% were evaluating on-premises solutions.
Interesting to see that still one out of four managers (25%) still use spreadsheets or email clients (21%) to handle their sales activities (tracking leads and managing contacts). Furthermore, a big portion do not have a real system in place (22%); these guys still use pen and paper. Those buyers who have got a system in place use commercial customer relationship management (CRM) software (17%), work with industry-specific solutions (8%), or developed their software in-house (3%).
Almost two out of three prospective buyers (62%) argued their top reasons to buy sales force automation (SFA) with improving organizational output and increasing efficiency. Many managers in enterprises (33%) and also in small companies (22%) are dissatisfied with their current sales management solution.
The top requested features that managers are looking for are contact management features in their new sales software (93%). Almost two from three respondents (65%) claimed they need a note-taking feature, so they can keep track of interactions between clients and their sales force. More than every second manager (54%) wants lead management features to be included at every stage of the sales process. Only every forth manager asked for sales reporting and forecasting as an expected feature. Larger companies are a bit ahead in that development as 56% of those expect that functionality for their business, says the report.
Are you planning your lead generation programs at the moment? Well, you better be quick then. Why? The conversion rates for B2B online lead campaigns generate the best results when the year starts – so now! The reasons are quite obvious: Budget are fresh or renewed. Funds are starting. Conversion falls below average in the Christmas month, probably as of intense planning activity and budget cuts. Not surprisingly, the summer months show a significant decrease in conversion activity.
The findings are coming from some recent analysis by Software Advice, based on data generated from over six million visitors to the Software Advice website in the last 5 years. Although this might be some very detailed experience for the B2B software industry, it is still valid and applicable for the whole b2b industry if they do lead generation programs.
The report shows that B2B buyers were most active on the Software Advice website Tuesday through Thursday, with Tuesday being the most active day and Wednesday driving the highest conversion rates.
Interestingly enough, traffic peaks in the first half of the day, and especially around lunch time. 53% more unique visitors showed up during work hours when compared with Software Advice’s unique visitor traffic.
Comparing this with other engagement studies from the social media world (here and here), we see that the time around midday seems to be best to get people engaged in content marketing, social media and lead generation. Speaking from our own experience with silicon.de over ten years, I can say that the morning hours when people get their first coffee were also successful in lead and demand generation.