Holy cow! Salespeople want QUALITY leads!

Check out this chart from MarketingSherpa. Salespeople don’t want leads. They want high quality leads.

Almost 7 out of 10 B2B companies say Generating high quality leads is their biggest challenge.

Lengthening sales cycles, creating value and marketing to larger groups are also concerns. Lead generation must deliver quality and not quantity.

To answer these challenges, B2B sellers MUST develop strong value propositions, create buyer personas, engage in content marketing, gently nurture leads over time, and score those leads to identify those ready to talk to sales.

One key point — marketing automation software makes it possible, but without great content and strategy, marketing automation will NOT fix the lead quality problem. Content Marketing is a critical element, and most businesses should looking into hiring a Chief Content Officer.

For more ideas on how to fix the problems of quality leads, please visit Find New Customers and check out our highly acclaimed white papers How to Find New Customers and The Definitive Guide to Making Quota.

Join us every Thursday at 8pm ET/5pm PT for Twitter chat about b2b demand generation. Just go to http://tweetchat.com/ and enter hashtag #b2bchat.

Jeff Ogden, the Fearless Competitor, is President of Find New CustomersLead Generation Made Simple” and is considered a top expert in B2B Lead Generation. He’s also the author of two highly acclaimed white papers, How to Find New Customers and Definitive Guide to Making Quota, as well the ebook, Prospect Driven Marketing (and he’s about to start on his third white paper) and holds a BBA in Marketing from the University of Notre Dame.

Find New Customers helps business develop and implement programs to improve the way they find and acquire new customers using best practices in lead generation.

“Find New Customers, can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.” Paul Dunay, Buzz Marketing for Technology.

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