Marketing Sherpa's 2011 B2B Marketing Benchmark Report is out and there are some telling findings. Its well worth the investment. I am writing a number of blogs to bring you some highlights and our thoughts on what they mean:
The general environment has got a lot more challenging for B2B Marketers across the board from 2009 to 2010, there is little sign of a let up in terms of cost focus from the CFO or the tough marketplace conditions. However, there are two standout issues:
So once again, folks, quality trumps quality. We at g2m Solutions believe there are significant issues that need to be addressed for firms looking to drive quality leads...not just "any old leads". Among these are:
By feeding content that resonates with buyers to them at the appropriate stage of their decision making cycle will drastically increase the quality of your leads.
By implementing a lead scoring system that allows you to define the point at which a lead is "sales ready" you will significantly improve the ROI of your sales team. Conversion rates will start to increase as they work on the right leads first and filter out the tire kickers and recycle those who, whilst they are good leads, are not ready to buy yet.
What tecniques do you use to hunt for those elusive high quality leads?