7 Keys to a Successful Lead Generation System

After evaluating lead automation solutions from several vendors, I have developed my own list of seven key components that make up a successful lead generation system. Why is it important to automate lead or demand generation efforts in B2B marketing? Because proving ROI is critical.

A strategic lead automation system will:

• Lower your cost per lead
• Boost ROI
• Closely align sales and marketing

A unified lead definition leads to objective scoring and qualifying, resulting in higher quality leads. The sales team is motivated to score more wins because now there is an agreement on the quality of leads.

My seven keys for a marketing-driven B2B lead generation system are:

1. Demand and inquiry generation using a variety of channels
2. Convert site traffic into prospects with optimized landing pages and pre-populated forms
3. Database management and Customer Relationship Management (CRM) integration
4. Objective lead scoring based on a unified lead definition, BANT (Budget, Authority, Need, and Timeframe) rules and site interactions
5. Drip campaigns for nurturing with targeted content
6. Automatic routing of sales-ready leads to the right sales person at the right time
7. Closed-loop feedback and reporting

Optimized B2B lead generation funnel: (click here if you can’t see the image)

Need help generating more high-quality leads? Consider hiring the marketing-driven lead generation experts at Tiecas to help you generate more sales-ready leads to fill your pipeline. Call 713.532.6490 or email me today.

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Contact Information:
5773 Woodway, Suite 291
Houston, Texas 77057
713.532.6490 (P)
713.532.9081 (F)

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