B2B Lead Generation: Looking for better results

i feel sorry for B2B salespeople today.

A recent study by the Bridge Group shared some interesting data. Steve Dodge posted a blog article about it.

Here’s a summary:

What percentage of your marketing-generated leads fit your sweet spot?

Answer: Only 3 out of 10. The other 7 have a ‘low probability of purchase”

If you’re company scores leads, how accurate is the scoring?

Answer: 7 out of 10 say it is “Not accurate” or “somewhat accurate”

B2B lead generation is in terrible shape today.

Companies need dramatic improvements. What are you doing to dramatically improve your B2B lead generation?

Jeff Ogden is President of the B2B lead generation consultancy Find New Customers “Lead Generation Made Simple”

Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York. Follow Jeff on Twitter or download the free white paper on B2B lead generation.

How to Find New Customers

Find New Customers helps companies with 150 to 5,000 employees and complex products to implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online tlead generation. Quality sales leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.

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2 responses to “What do B2B salespeople think of their company’s lead generation?”

Interesting article. I have been trying to evaluate if semantic web is an answer to quality lead generation. I believe it will help. a) Associated Content will help in finding detailed information about the leads. b) Linking of information will help in improving quality and reduce duplicability. and c) Chaining the Content will help find more leads easily. I didn’t want to deviate from the current discussion around quality lead generation, but what you guys think?

Just in case you might be interested, here are some more detailed thoughts around this: http://blog.ellipsissolutions.com/2011/03/31/will-semantic-web-help-in-generating-quality-leads/

cheers,
GT