2009-03-10

Lead Generation Guide

How do you implement and execute a successful lead generation marketing campaign ? And how do you quantify a successful B2B lead generation campaign ?

How ?
Mac McIntosh has created a Step by Step guide, on how you could create a successful B2B lead generation marketing campaign:

Step 1 - Set Goals
Determine your company’s goals for sales revenue in the coming year

Step 2 - How much new business do you need ?
Determine the percentage of your company’s revenue that needs to come from new business

Step 3 - How much revenue needs to come from marketing’s leads ?
Determine the percentage of your company’s new business revenue that needs to come from marketing-generated leads

Step 4 - Define “qualified sales lead”
Determine the definition of a “qualified sales lead” with which marketing, sales and corporate management agree

Step 5 - Calculate how many qualified sales leads will you need
Determine how many qualified sales leads are needed to meet your sales revenue goals

Step 6 - How many inquiries needed ?
Determine how many new inquiries or responses are needed to generate enough qualified sales leads to meet your goals

Step 7 - Determine the specific business problems you solve
Determine the specific business problems your products/services address and the problems your company is qualified to solve

Step 8 - What are your competitive advantages ?
Determine your company’s competitive advantages and how best to articulate them

Step 9 - Who are your best prospects ?
Target the best companies and contacts with your lead-generation efforts

Step 10 - How will you reach the best prospects ?
Determine how to reach the best companies and contacts

Does the economic downturn affect your lead generation efforts ?
Why ? And Why not ?

And how could you reach new prospects
effectively and efficiently and turning them into customers ?

You decide.

2 comments:

Abhishek said...

Just chanced upon your blog and found some business related stuff. I think to remain in business or to survive the competition, the company has to concentrate much on its competitive advantage. A lot depends on its ability to innovate too.

privaterealityshow.blogspot.com said...
This comment has been removed by a blog administrator.
Related Posts with Thumbnails