B2B Sales, Lead Generation and Marketing Blog

Marketing Study Reveals Lead Generation is More Important than Ever

Posted by Vendere Team on Wed, Feb 22, 2012 @ 12:02 PM

According to MarketingSherpa’s “2012 B2B Marketing Benchmark Report,” the two biggest challenges marketers currently face are generating high-quality leads and generating a high volume of leads.

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A summary of the report on the MECLABS website claims that “even the most effective B2B marketing tactics such as website design, SEO and email marketing saw up to a 50% decline in overall effectiveness from the previous year.”

The report supports what we at Vendere Partners have known for a long time—that lead generation companies are even more essential to a company’s success than they’ve been in recent past.

Too often leads are acquired by a company's sales staff. The main reason lead generation outsourcing has become popular in recent years is because it alleviates the need for companies to engage in the tedious and time-consuming process of finding qualified leads. Finding qualified leads takes away from the time salespeople should be spending on making actual sales.

What does a lead generation company do?

A reputable lead generation company utilizes sophisticated sales prospecting tools and advanced methods to build impressive client bases. Its people have the tools and expertise required to find the qualified leads that companies need in order to grow, succeed, and expand their client rosters.

When you seek out a lead generation company, look for one that will work with you side by side. Its team should be dedicated to gaining a complete understanding of the needs of your particular business so that it can create a custom sales and marketing plan relevant to your organization. Blanket or one-size-fits-all solutions are things you want to avoid. You need a true partner that doesn’t just throw lead lists at you and hope for good results, but provides qualified lists on a consistent basis, addresses barriers to entry as they arise, and is able to adjust campaigns, scripts, and even the approach to marketing and selling your business, if warranted.

Do you need one?

Business professionals tend to think of sales lead generation as an almost effortless process that consists of a little research, a few phone calls, and a good sales pitch. In actuality, sales lead generation is a great deal more complicated.

If you’re experiencing a decline in the effectiveness of your website, SEO, and e-mail marketing like the respondents in MarketingSherpa’s “2012 B2B Marketing Benchmark Report,” contact Vendere Partners today. We can not only help you get more out of your e-marketing efforts, but provide you with the lead generation services you need to be competitive now and for years to come.

Topics: lead generation

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