Boost Your B2B Lead Generation ROI
Lead generation is the most important objective in most business-to-business marketing programs. In the current challenging economy, it is critical that that every opportunity in your sales pipeline be optimized to boost your lead generation ROI.
The process of generating qualified leads, keeping them engaged with targeted content and nurturing them into sales-ready leads is a major challenge for most b-to-b marketers. Despite companies spending millions of dollars each year, studies have shown that 78% of leads generated are wasted because of either poor quality or not being able to route the right lead to the right sales person at the right time.
Treating all prospects the same and forwarding them to sales without scoring or qualifying them first, leads to a serious disconnect between sales and marketing. Sales typically disqualify 70% of the leads solely based on their readiness to buy now. Studies show that over 80% of those leads go on to make a purchase in the next 6 to 18 months.
In an economic downturn, you cannot afford this wastage. An optimized lead generation and management program will lower your cost per lead and boost your ROI. An Aberdeen Research study showed that of “Best in class” companies, 91% use lead management as a strategic initiative.
Major benefits of a strategic lead generation system
- Increased revenue from a larger number of wins because your sales team is now motivated to work hard to win more high-quality leads
- A more productive and efficient sales team that is spending more time in consultative selling, creating proposals and servicing accounts instead of prospecting
- Significant boost in your marketing ROI because resources are spent on generating leads that fill your pipeline and generate revenue with little wastage
- Helps you to identify marketing campaigns that produce the largest number of high-quality leads and boost conversion rates
- Close alignment between sales and marketing because of a unified definition of a lead and an objective system of lead scoring
- Closed-loop feedback for fine-tuning and reporting quantifiable ROI across multiple marketing channels
Lead generation for the industrial marketer
Do you sell to engineers and decision makers who buy technology? Do you sell through a network of distributors, manufacturer’s reps and other channel partners? We can help. For the past 20+ years, we have helped many industrial clients successfully market to a technical audience. Lead generation is always the single most important factor in measuring our success. The key is not just quantity, but the quality of leads that marketing generates and sales will work hard to win.
We can help you generate more high-quality leads
Our lead generation and management consulting can help you:
- Assess current lead/demand generation programs
- Develop best prospect profiles
- Work with your sales and marketing teams to develop a unified definition of a lead
- Recommend marketing strategies that will fill your sales pipeline with high-quality leads
- Select the right lead generation solution and evaluate providers
- Set up objective rules-based lead scoring over the entire sales cycle
- Automate routing sales-ready leads to the right sales channel at the right time
- Lower your cost per lead and increase your lead generation ROI
- Optimize Websites for driving search engine traffic
- Create integrated marketing campaigns to drive traffic and increase awareness
- Nurture leads with drip campaigns until they are sales-ready
For more information or a proposal on Lead Generation and Management Consulting:
- Call 713.532.6490
- Request for Proposal
- Email us
