July 30

9 1/2 Ways… to Generate and Follow Leads

Lead Generation


Often people are looking for a single superior tactic to give them all the leads they need. Instead, I’ve found it’s better to think of lead generation as a portfolio and use multiple tactics.

In his article for Fuel Marketing writer David Ward shares 9 ½ techniques to generate leads without spending too much. I was interviewed for this short article along with Bob Bly, Tino Buntic and Guy Maser.

If you’re involved in a complex sale, I’m sure you’ll find a few of the 9 1/2 tactics on lead generation relevant.

Here’s a quick summary of Ward’s 9 1/2 points:

1. Get on sales and marketing the same page.
2. Don’t ask for too much too soon.
3. Learn from your success.
4. Pitch the problem, not your product.
5. Act swiftly.
6. Diversify your approach.
7. Give so you can get.
8. Don’t buy what you can build.
9. Know when to hold ’em.
½. Be consistent.

Read full article on Kiplinger’s: 9 1/2 Ways… To Follow the Leads

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. These are excellent suggestions. My experience is that point #1 is the most difficult to achieve, but the most important. Sales and marketing personnel often don’t communicate well with each other. There tends to be suspicion on both sides and a lot of “protecting my turf.” Yet the wall between these departments often leads to customer confusion, bad word of mouth, and increased skepticism of the company’s marketing initiatives.

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