Lead Generation: It’s Quality, Not Quantity

Posted on Sep 17, 2014 by .

We just recently completed a survey on the state of Demand Generation in 2014 (be on the lookout for the executive brief summarizing the results in the next 30 days or so). The goal of the survey was to get feedback from B2B demand-gen practitioners – people whose main purpose is to drive qualified leads for their sales force to pursue – to determine what they’re doing now and what challenges they face when trying to accelerate revenue for their business. The overwhelming majority of these folks said their biggest challenge right now is that they’re not driving enough qualified, ‘sales ready’ leads. They have plenty of ‘marketing’ leads, but they have to kiss a lot of frogs before they find their prince. Considering lead generation is the biggest component of what they do every day, if they don’t find a way to rectify this they’ll be on the unemployment line soon.
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