Creating A Powerful B2B Lead Generation Engine

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Seven criteria to create a powerful B2B lead generation engine. Whatever your product or service, never underestimate the importance of a well-tuned lead generating engine.

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Creating A Powerful B2B Lead Generation Engine

  1. 1. B2B Lead Generation Criteria of a Powerful B2B Lead Generation Engine Christopher Ryan info@fusionmarketingpartners.com
  2. 2. Lead Generation Engine My team and I are constantly preaching the doctrine of the consistent and predictable lead generation “engine”.
  3. 3. The Facts • Even the most creative branding and awareness-building program wont produce the desired results…
  4. 4. The Facts • Even the most creative branding and awareness-building program wont produce the desired results… Unless you can efficiently work prospects through the system and produce revenue at the other end.
  5. 5. The Facts • Like everything else in marketing – you can’t improve what you don’t measure.
  6. 6. The Facts • Like everything else in marketing – you can’t improve what you don’t measure. • You need to continually evaluate your lead generation program to ensure that it meets seven important criteria.
  7. 7. Seven Important Criteria 1. You use conversion ratios to monitor results at every step of the process…
  8. 8. Seven Important Criteria 1. You use conversion ratios to monitor results at every step of the process… …And then use this data to consistently produce greater results.
  9. 9. Seven Important Criteria 2. The system produces a high percentage of qualified leads relative to raw inquiries.
  10. 10. Seven Important Criteria 3. You follow up all leads in a timely manner (within 12-24 hours).
  11. 11. Seven Important Criteria 3. You follow up all leads in a timely manner (within 12-24 hours). Except those that are obviously unqualified.
  12. 12. Seven Important Criteria 4. The inbound lead flow is balanced by territory, sales reps, and product line.
  13. 13. Seven Important Criteria 5. You produce inquiries/leads at a reasonable average cost per lead.
  14. 14. Seven Important Criteria 6. You capture all information generated from inquiries and follow-up efforts immediately.
  15. 15. Seven Important Criteria 6. You capture all information generated from inquiries and follow-up efforts immediately. And preferably automatically, in a database system.
  16. 16. Seven Important Criteria 7. You have a systemized nurturing (remarketing) process that converts a high percentage of today’s leads to future customers.
  17. 17. Cost per Customer Generating an efficient lead engine will allow you to precisely measure your cost per new customer.
  18. 18. Cost per Customer When you know what it costs to bring in a new customer, you can then focus on:
  19. 19. Cost per Customer When you know what it costs to bring in a new customer, you can then focus on: 1. Lowering this cost
  20. 20. 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
  21. 21. Lead Generation Engine Whatever your product or service, never underestimate the importance of a well-tuned lead generation engine.
  22. 22. 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.
  23. 23. 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.
  24. 24. Check Back! Check back in the coming weeks to learn more about B2B marketing and lead generation! In the meantime… Check out our free Lead Generation eBook. And connect with us socially: Facebook LinkedIn Twitter
  25. 25. About Fusion Marketing Partners We Do This: Brand building/messaging Website optimization Content creation Lead generation You Get This: Much greater levels of awareness Higher quantities of qualified leads Ability to generate faster revenue Christopher Ryan, CEO info@fusionmarketingpartners.com 719-357-6280 Lots more information at: http://FusionMarketingPartners.com/ http://Greatb2BMarketing.com (blog)

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