Most B2B marketing organizations start with a goal that looks like “deliver 18,000 leads to sales.” ” The lead goal was determined by the new revenue goal, the number of leads sales will need to reach the goal, and the portion of leads that marketing will need to contribute. Why don’t we have more organic, or over the transom, leads? If, like many B2B marketing organizations, you have been primarily focused on lead generation in the past, start with objectives that require a smaller investment and that you will benefit from quickly. MORE >>

But an increasing number are starting to aim at least part of their social-media effort straight at lead generation, as we noted in this earlier post …and you can, too. B2B Web Strategy Lead generation Social MediaMany B2Bs still think of social media as merely an image/awareness-building vehicle.  Any time we embark on a new journey, some guideposts come in handy;  [.]. MORE >>

Just one thing: may you give me some objective parameters to define a lead as qualified? Felix had earlier asked me some questions about cost per lead, which I won’t share here, since the information is private to his company. However, I thought it would be helpful to publicly answer his follow-up question, about lead qualification, on the B2B Lead Roundtable Blog. Lead qualification is …. Defining a lead as qualified basically means they are qualified to talk to a sales representative. The best place to start is with a universal lead definition. MORE >>

Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Q: Which of the following sources generates the GREATEST VOLUME of traffic coming to your site? Q: Which of the following sources generates traffic with the greatest CONVERSION RATES on your site? Related Resources: Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI. B2B Social Media Marketing: Focus on leads, not likes. Here’s what the data revealed …. Great data. MORE >>

Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012? In another survey of nearly 2,000 B2B marketers, participants were asked, “Please indicate the expected changes to your lead generation budget for the following channels for 2012.”. Both marketing tactics produced traffic, leads and new customers. Click on each chart to see a larger image. And the survey says…. MORE >>