B2B Marketers: Live Demos, Free Trials and Webinars Are Helpful for Generating Leads

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SurveyA survey from Software Advice, conducted in partnership with Eloqua and CMO.com, finds that 80 percent of B2B marketers say live demos with a sales representatives delivers high-quality leads. Meanwhile, 46 percent of respondents say the same regarding “get pricing/price quote,” 37 percent for free trials and 31 percent for webinars. When it comes to delivering a high quantity of leads, the survey found that 50 percent of B2B marketers point to free trials as the type of content/offer that yields lots of leads, followed by 34 percent who point to live demos with a sales rep, 33 percent who point to white papers and 29 percent who point to on-demand video demos.

However, these responses don’t quite line up with how many B2B marketers are using these different forms of content. According to Software Advice, 99 percent of B2B marketers use “learn more or contact us” content, 91 percent use videos, 84 percent use white papers, 84 percent use case studies and 80 percent use live demos with a sales rep. Just 61 percent use free trials, while 70 percent use on-demand video demos and 78 percent use webinars. (Marketing Charts)


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