March 18

Give Lead Generation Some Respect

Lead Generation

1  comments

Dean Rieck argues that lead generation is the Rodney Dangerfield of marketing – some give it no respect.

Reick shares the following tips:

  • Get buy-in from executives and sales
  • Create your follow-up plan first
  • Offer something valuable and free
  • Get your offer to the right people
  • Track everything
  • Focus on ROI
  • Review progress regularly

DMNews.com: Give Lead Generation Some Respect

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. You need to directly:

  2. Identify the intersection point between a decision-maker’s issues that they are currently dealing with and your solutions (if, in fact, an intersection point exists at all), AND
  3. Demonstrate the value associated with that intersection point that meets a hurdle-rate ROI that will show up on that executive’s radar screen.
  4. We have spent 3-1/2 years developing a tool to help us get there from a marketing, lead generation and sales perspective … the solution is appropriately named Executive Link

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