We show you how to hack your lead generation strategy to produce more sales-ready leads for your business.

1. Hack Your Way to
Improved Lead Generation
Quality over Quantity

2. Quality over Quantity
When your PPC campaign finally starts producing
leads, it can be extremely exciting, and many
marketers expect an increase in sales to follow
shortly. But when you find out that those
incoming leads aren’t quite as valuable as you
thought, you can’t help but feel deflated.
The good news though is that once you start
generating leads, you’re halfway there—you just
need to make a few tweaks to your campaign. To
start producing more quality, purchase-ready leads
for your business, here are four hacks to
incorporate into your lead generation strategy:
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Hack Your Way to
Improved Lead
Generation

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1. Align Your Marketing and
Sales’ Vision of a Quality Lead

5. 1. Align Your Marketing and
Sales’ Vision of a Quality Lead
An issue with your lead generation strategy
could be that your marketing and sales team are
not on the same page on what defines a high-
quality lead for your business. A marketing
qualified lead, or MQL, is simply anybody that’s
shown interest. For every bunch of MQLs
generated, though, only a few will be
considered a sales qualified lead (SQL). SQLs
are leads that are defined by your marketing
and sales teams as ready to speak to a sales rep
or make a purchase. If your leads aren’t
converting enough, you’re not finding enough
SQLs among your MQLs. Work with your sales
staff to figure out exactly who you’re targeting,
and adjust your strategies accordingly.
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2. Analyze Your Data
Carefully

7. 2. Analyze Your Data
Carefully
In addition to leads, your PPC campaign should
be generating a ton of data. This information is
critical to helping your constantly optimize your
campaign to generate better leads. When you’re
analyzing the success of each keyword, don’t
look at hits or clicks – look at conversions. You
don’t want to overlook a segment with a huge
conversion rate because the overall numbers
are low. Taking time to thoroughly analyze your
campaign analytics can help you find
overlooked opportunities to drive results, and
can lead to a boost in sales.
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3. Consider Investing in
Marketing Automation Software

9. 3. Consider Investing in
Marketing Automation Software
Whether you’re a team of one, or simply don’t
have the bandwidth to manage the many
moving parts of a PPC campaign, sometimes
you need a helping hand. HubSpot, offers a
plethora of tools to help you optimize your
campaigns to produce high-quality leads, from
their Keywords tool to their Ads Add-On. You’ll
even be able to set-up parameters that track
and assign a value to leads based on their
particular keywords or referral link with
HubSpot lead scoring. You can then created
customized email campaigns to move them
along your sales funnel, depending on their lead
score.
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4. Pre-Qualify Your Leads

11. 4. Pre-Qualify Your Leads
Sometimes you can save yourself time by
filtering out unqualified leads before they even
sign-up. You can do this by tweaking your ads to
target a very particular niche, or by including a
few identifying drop-down questions for leads
to answer when they provide you information.
This allows you to segment your leads and tailor
any follow-up communications. Most
importantly, you’ll be able to spend more time
on your most valuable leads instead of wasting
time on those who aren’t worth the effort.
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3. Consider Investing in Marketing
Automation Software

12. Website: www.sevenatoms.com | Phone: 415.513.0435 | Email: info@sevenatoms.com
Do you have any tips or great lead generation strategies? Make sure
to leave a comment below and let us know!
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