Monday, October 01, 2007

New B2B Lead Generation Report from RainToday


The professional services experts at RainToday have just released a free report, The One Piece of Advice You Can't Generate Leads Without—From 10 Experts on B2B Lead Generation. If your role centers around B2B lead generation, how can you resist a report with a title like that? As the introduction to the report states, "We've read a lot of advice about B2B lead generation, and there are a lot of people who claim to know it all. But when you boil it all down, people want to know, `What's really important? What do I need to know?' To answer this question, we asked 10 experts in B2B lead generation."

The report is filled with great ideas from an impressive list of B2B experts. Among them:

Jill Konrath, author of Selling to Big Companies: Avoid "trash talk"—over-used marketing-ese such as "unique methodologies" or "one-stop shopping"—in favor of focusing completely on your prospect's business and the impact you can have on it.

Brian Carroll, head of B2B lead generation firm InTouch and author of the B2B Lead Generation blog: generating more leads is a nearly worthless task if you aren't properly nurturing the leads you already have, the key to which is providing them with content that is "relevant, educational or thought-leading."

Ardath Albee, CEO of CRM extension firm Einsof and creator of the Marketing Interactions blog: use customer stories to create meaningful messages for your prospects and apply context to the value your product or service provides.

Mike Schultz, publisher of RainToday and principal with the Wellesley Hills Group: develop a lead generation plan (based on the ideas found in this report or elsewhere) and stick to it—keep the commitments you've made to your own business. Great plans are worthless without great execution.

There's much more, from Stefan Tornquist and Sean Donahue of MarketingSherpa; Laura Ramos, VP of Marketing at Forrester Research; Roy Young and Ann Handley of MarketingProfs; and other B2B lead generation gurus.

Again, you can download the free report here.

*****


Contact Tom Pick: tomATwebmarketcentralDOTcom

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