Tom BurtonCo-Founder, COO and CTO of LeadSmart Technologies

What are Black Hole Leads and why does it matter?

Name: What are Black Hole Leads and why does it matter?
Uploaded: 2018-02-10T21:34:01+00:00
Duration: 1 min 3 s
Channel: Tom Burton
Description: A short YouTube explainer by Tom Burton about 'black hole leads'—leads generated through trade shows and other activities that are never followed up. The…

10 Feb 2018 · 1 min

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1:03

A short YouTube explainer by Tom Burton about 'black hole leads'—leads generated through trade shows and other activities that are never followed up. The clip cites industry statistics: roughly $42 billion is spent annually on lead-generation activities in the US, under 1% of those leads are converted (Forrester), and 70% of leads are not acted on (Gartner), leaving about $41.5 billion of leads unmonetized. The video frames these as 'black hole leads' and argues even small recovery could significantly boost revenue and growth.

Questions this video answers

$42 billion

Less than 1%

70%

$41.5 billion

Chapters

Did you know that over $42 billion are spent annually on trade shows and other lead generation activities in the US alone? Yet, per Forrester research, less than 1% of these leads are ever converted to a customer and revenue. Worse yet, according to Gartner Research, 70% of all leads are not dealt with disappear altogether. The bottom line is that $41.5 billion worth of leads that are generated are falling into the black hole with no return on investment. These lost leads are collectively what we call black hole leads. And think about it. Even if just a small percentage of these black hole leads were converted to revenue, what that could do for your business growth, revenues and profits? Sam.