Why is lead generation such a hassle?

A research report by MarketingSherpa shed some light on the most pertinent issue in B2B marketing. Lead generation is and has been a weak point for marketing teams. Here is the research chart for your reference.

The marketers interviewed were given three parameters to choose from and they were as follows. 

• Strategic — Formal process, thorough guidelines, routine performance


• Transition — Informal process, few guidelines, sporadic performance


• Trial — No process or guidelines currently

Lead generation techniques had the highest amount of trial programs which goes to show that marketers did not have a solid understanding of the processes involved or they did not have the means to drill down a particular method and go with it. 

Leads tend to be seen as the pinnacle of marketing and sales excellence. but we all know it is not in fact as important as well, paying customers!Focus tends to lack when it comes to lead generation and sometimes overkill leads to high density of leads and none of any quality. 

Concentrating on high quality leads is the default method that leads to paying customers. Getting these high quality leads is exactly what Info Checkpoint does for you. Register with us or you can take up our free trial offer and get to know the database well. 

Boost Lead Generation ROI – Quality over Quantity, Revenues over Volume

The essence of lead generation is not only in ‘generating’ leads, it is in converting leads into sales. 

Generating revenue through leads is a far more successful tactic than increasing lead volume. Some of the ways organizations can improve lead generation ROI are through lead validation, scoring, segmentation, follow-up and elimination of poor performing leads.

• Assume your lead volume is 10,000 leads per month
• Reduce this goal to 5,000 leads per month (what!)
• Add an additional ‘Quality Lead’ goal of 500 per month (considering how difficult they are to capture)
• This will eventually translate to your regular lead to customer conversion rate of 1% and quality lead conversion rate of 10% 

In this way not only are your revenue targets achieved, you maintain marketing efficiency as well!

Five ways to improve lead generation is by lead validation, lead scoring, segmentation, elimination of poor performing leads and a quick follow-up. If this seems too vague, our whitepaper is the best resource to know more.

Generate quality leads to increase conversions

Maximize revenue generated from your marketing initiatives 

Access This Whitepaper on How to Improve Lead Generation ROI

How 'Bots' Can Help You Build Stronger Customer Relationships

1. Do you have more number of leads than you can manage individually?
2. Do you have actionable customer segments and targeted marketing plans?
3. Do you have a CRM system already in place to integrate with MA?

These are three questions that will help you in knowing if Marketing Automation is something you need to consider.

Marketing Automation (MA) is not only about implementing a new product; it is about a change in mindset. It is a process that ensures prospects are constantly engaged. It creates and delivers email campaigns and other marketing collaterals, and tracks website traffic and responses. Marketing automation will automate sending emails and would not directly translate to increase in sales. Taking the prospect to the next level is what the sales teams need to do!

Here’s what marketing automation can do:

• Identify website visitors – You can obtain contact data, visitors’ requirements and identify key decision makers and influencers with purchasing power.
• Identify sales qualified leads – You can identify sales ready leads and segment leads based on buying intent, buyer stage and buying decision making. 
• Segment based on lead qualification - You can score, label and understand visitor intent through lead scoring.
• Automate lead nurturing campaigns - You can automate email engagements and distribution of resources such as whitepapers, case studies, blogs and webinars.
• Automate lead generation campaigns - You can automate email campaigns and target prospective leads and increase engagement by integrating other marketing programs.

What marketing automation does is it helps you developing customized, ‘right-time’ marketing programs that educate, inform, propose and keep prospects alive, interested and engaged.

Utilize a multi channel email engagement approach 

Build stronger customer relationships through automating marketing processes. 

Marketing Automation is only as good as the strategy that is developed for it.

Lets us show you how ‘bots’ can help you connect with your customers, relevantly!

Access a Whitepaper on Marketing Automation. Send us a Request