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What's Your Lead Gen Weakness?

How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes Christopher Ryan at Great B2B Marketing, "but the top performing companies are those that leverage B2B lead management techniques and can do both." It's a lofty goal, but one you can achieve with tips like these:

Give inbound inquiries top priority. It's best to respond within 24 hours—but don't let an inquiry go unanswered for more than 48 hours. Wait three days or more and a prospect who asked for information might not even remember that she made the request.

Track every lead in a single database. You'll never achieve maximum efficiency if marketing and sales data are ... Read More

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Don't Waste Your Time on Sales Leads

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"The ability to recognise which leads are the right fit for your business and worth spending your valuable time on is a crucial part of an Internet marketing plan," writes Jason Ludland at Get Me In Google. Read More

How Marketers Can Warm Up the Leads We Send to Sales

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"[T]oo often, especially in B2B sales, there's an artificial demarcation between the role of sales and that of marketing," says David Meerman Scott at Web Ink Now. And he offers a simple tip for removing that unnecessary barrier. Read More

Why Demand Generation Shouldn't Be Focused on Marketing Qualified Leads

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According to Adam B. Needles at Demand Gen Report: "Despite our talk of a new relationship between marketing and sales and our investments in marketing automation technology, our view of B2B demand generation remains myopic." Read More

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