creating a powerful b2b lead generation engine

B2B Lead Generation

Criteria of a Powerful B2B Lead Generation Engine

Christopher Ryaninfo@fusionmarketingpartners.com

Lead Generation Engine

My team and I are constantly preaching the doctrine of the consistent and

predictable lead generation “engine”.

The Facts

• Even the most creative branding and awareness-building program wont produce the desired results…

The Facts

Unless you can efficiently work prospects through the system and produce revenue at the other end.

• Even the most creative branding and awareness-building program wont produce the desired results…

The Facts

• Like everything else in marketing – you can’t improve what you don’t measure.

The Facts

• You need to continually evaluate your lead generation program to ensure that it meets seven important criteria.

• Like everything else in marketing – you can’t improve what you don’t measure.

Seven Important Criteria

1. You use conversion ratios to monitor results at every step of the process…

Seven Important Criteria

…And then use this data to consistently produce greater results.

1. You use conversion ratios to monitor results at every step of the process…

Seven Important Criteria

2. The system produces a high percentage of qualified leads relative to raw inquiries.

Seven Important Criteria

3. You follow up all leads in a timely manner (within 12-24 hours).

Seven Important Criteria

Except those that are obviously unqualified.

3. You follow up all leads in a timely manner (within 12-24 hours).

Seven Important Criteria

4. The inbound lead flow is balanced by territory, sales reps, and product line.

Seven Important Criteria

5. You produce inquiries/leads at a reasonable average cost per lead.

Seven Important Criteria

6. You capture all information generated from inquiries and follow-up efforts immediately.

Seven Important Criteria

And preferably automatically, in a database system.

6. You capture all information generated from inquiries and follow-up efforts immediately.

Seven Important Criteria

7. You have a systemized nurturing (remarketing) process that converts a high percentage of today’s leads to future customers.

Cost per Customer

Generating an efficient lead engine will allow you to precisely measure your

cost per new customer.

Cost per Customer

When you know what it costs to bring in a new customer, you can then focus on:

Cost per Customer

When you know what it costs to bring in a new customer, you can then focus on:

1. Lowering this cost

Cost per Customer

When you know what it costs to bring in a new customer, you can then focus on:

1. Lowering this cost

2. Increasing the average sale amount

Lead Generation Engine

Whatever your product or service, never underestimate the importance of a well-tuned lead generation engine.

Lead Generation Engine

Whatever your product or service, never underestimate the importance of a well-tuned lead generation engine.

This area separates the market leaders from the also-rans.

Lead Generation Engine

Since three out of every four B2B marketing communications are for lead generation purposes – you should put focused attention in an area that is so

vital to your success.

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Check back in the coming weeks to learn more about B2B marketing and lead

generation!

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In the meantime…

About Fusion Marketing Partners

Christopher Ryan, CEO

We Do This:

Brand building/messagingWebsite optimizationContent creationLead generation

You Get This:Much greater levels of awarenessHigher quantities of qualified leadsAbility to generate faster revenue

Lots more information at:

http://FusionMarketingPartners.com/

http://Greatb2BMarketing.com (blog)

info@fusionmarketingpartners.com719-357-6280