87% of B2B companies have problems with buyer intent data

For B2B companies, both large and small, lead generation is still a huge problem. Leadfeeder is a company that surveyed British and American marketing and sales professionals. The results are worrying – as many as 82% of B2B companies continue to find lead generation a challenge. And the fact that the sales process takes more than a month doesn’t make it easier.

The surveyed companies are usually aware of this problem and try to do something about it. 65% of B2B companies are looking to invest more in buyer intent data to overcome their lead generation challenges. On the other hand, 76% of businesses now use buyer intent data to inform their marketing and sales strategy. What are the benefits companies expect to get from that data? Respondents mention three crucial results:

• Higher conversion rates (47%)
• Bigger deal sizes (43%) 
• More deals closed (38%)

This study perfectly shows that while lead generation is beneficial to B2B companies, there is still a lot of work to be done in this area.