New lead generation resource made available to firms

A new resource has been made available for companies wanting to improve their current business-to-business lead generation campaigns.

Produced by Marketing Sherpa following its B2B Marketing Summit held earlier this month, the Key Findings Whiteboard contains a number of suggestions from the industry experts that attended the event.

Split into five sections - volume, quality, nurturing, velocity and service level agreements - in order to mirror the theme of the conference, the publication may be of use to businesses that are hoping to use a lead generation campaign to boost their client numbers.

It includes the advice of specialist Brian Carroll, who urged organisations to make sure they are re-engaging so-called "dead leads" in order to try and convert them into sales or clients.

Around 20 per cent of these leads are lost to competitors, he observed.

Other tips included include those of Jaren Green, who advised marketing departments to get the topic of lead quality into every conversation with sales, as one bad lead can "blow marketing's credibility away".

Last week, SmartCompany issued a number of lead generation tips to businesses, including the suggestion of using telemarketing to secure sales and improving networking skills to help develop relationships with firms.