One of the most challenging and most commonly misunderstood components of successful business-to-business marketing is lead generation and nurturing (or ‘demand generation and management’).

Starting with how you generate inquiries through the challenging hand-off and follow-up by your sales force, and most importantly how you measure the results, this ”discipline” sees more wasted money, more missed opportunities, and more downright mistakes than any other area in business-to-business (B2B) marketing and sales.

Now that some of the more traditional direct mail disciplines (multivariate testing, A/B splits) are being used on the Internet (web design, email marketing, search engine marketing, pay-per-click advertising, landing page optimization, social media, web 2.0), it has made the the demand generation and management process more complex and more difficult than ever. 

Why Lead Generation is so important

But this really presents businesses the greatest opportunity for three reasons:

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You make your own luck… ~ Ernest Hemingway

Business to Business lead generation is a straightforward process, but since it depends on both the sales and marketing departments working together as a team to be successful, it needs a high degree of cooperation from everyone involved.

It is not something that just happens. It requires diligence, teamwork, and yes–a little luck, the kind of luck that you achieve through hard work and persistence.

7 Steps to B2B Lead Generation Success

Here are the top 7 things the sales & marketing teams must do to improve your odds of success:

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B2B Lead Generation Systems

Ok it’s official I’ve officially transitioned from owning a consulting practice to owning a business with the launch of B2B Lead Generation Systems.

You can get a 20%-30% response rate on prospecting using our lead generation systems, and you can double or triple your sales on existing leads using our marketing automation systems.

Discover how!