Comments on: If You Can’t Take the Heat, Stay out of the Lead Gen Kitchen http://www.funnelholic.com/2009/03/26/if-you-can%e2%80%99t-take-the-heat-stay-out-of-the-lead-gen-kitchen/ a blog for those of us who live and work at the top end of the b2b funnel: Demand Generation, Lead Generation, Online Media, B2B Sales and Marketing, Marketing Automation, DRIP, Lead Nurturing, and Fun. Wed, 08 Feb 2012 06:11:57 +0000 http://wordpress.org/?v=2.7.1 hourly 1 By: Fred Yee http://www.funnelholic.com/2009/03/26/if-you-can%e2%80%99t-take-the-heat-stay-out-of-the-lead-gen-kitchen/comment-page-1/#comment-1648 Fred Yee Wed, 01 Apr 2009 14:33:04 +0000 http://www.funnelholic.com/?p=727#comment-1648 Great post and good comments. I'm also biased, but need to chime in. We view best practices as important as using a marketing automation tool. It's amazing how many companies still have their sales people just hammer the phones, hoping for luck to fly their way when they need leads. Not only are the leads too raw at that point but it risks annoying a potential customer. Marketing automation is a must, and should also measure conversions easily. And there needs to be more marketers/sales execs who understand how to use it, or risk being left behind. Great post and good comments. I’m also biased, but need to chime in.

We view best practices as important as using a marketing automation tool. It’s amazing how many companies still have their sales people just hammer the phones, hoping for luck to fly their way when they need leads. Not only are the leads too raw at that point but it risks annoying a potential customer.

Marketing automation is a must, and should also measure conversions easily. And there needs to be more marketers/sales execs who understand how to use it, or risk being left behind.

]]> By: socioteque http://www.funnelholic.com/2009/03/26/if-you-can%e2%80%99t-take-the-heat-stay-out-of-the-lead-gen-kitchen/comment-page-1/#comment-1646 socioteque Tue, 31 Mar 2009 00:33:11 +0000 http://www.funnelholic.com/?p=727#comment-1646 Agree, great post Craig. It's a logical response to a tired arguement between sales and marketing "you gave us crap leads!" vs "you didn't even give it a try!" also thanks to trish for the metrics on how many touches to convert a sale. i might just get a t-shirt made up with those stats because that's all i'm going to be talking about for the next year. Agree, great post Craig. It’s a logical response to a tired arguement between sales and marketing
“you gave us crap leads!” vs “you didn’t even give it a try!”

also thanks to trish for the metrics on how many touches to convert a sale. i might just get a t-shirt made up with those stats because that’s all i’m going to be talking about for the next year.

]]> By: Emily Mayfield http://www.funnelholic.com/2009/03/26/if-you-can%e2%80%99t-take-the-heat-stay-out-of-the-lead-gen-kitchen/comment-page-1/#comment-1644 Emily Mayfield Fri, 27 Mar 2009 22:02:11 +0000 http://www.funnelholic.com/?p=727#comment-1644 Great post, Craig. Working for demand generation company, I'll admit I might be a tad biased, but I do think leveraging your marketing automation system is the most effective way to increase conversion rates. As proving ROI on marketing spend becomes increasingly important, marketing automation solutions are becoming more and more popular. When you look at the impressive results companies are achieving using the software, it is obvious why. Below is a case study on one of our customers that implemented an ma solution last year. http://www.demandgenreport.com/archive.php?codearti=1210 Great post, Craig. Working for demand generation company, I’ll admit I might be a tad biased, but I do think leveraging your marketing automation system is the most effective way to increase conversion rates. As proving ROI on marketing spend becomes increasingly important, marketing automation solutions are becoming more and more popular. When you look at the impressive results companies are achieving using the software, it is obvious why. Below is a case study on one of our customers that implemented an ma solution last year.

http://www.demandgenreport.com/archive.php?codearti=1210

]]> By: trish bertuzzi http://www.funnelholic.com/2009/03/26/if-you-can%e2%80%99t-take-the-heat-stay-out-of-the-lead-gen-kitchen/comment-page-1/#comment-1643 trish bertuzzi Thu, 26 Mar 2009 21:30:53 +0000 http://www.funnelholic.com/?p=727#comment-1643 Not to bore your readers with our data but our 2009 LeadGen Metrics Study details an average lead conversion rate of 18%. Additionally, it also details that it takes an average of 8 touches to convert a suspect to a prospect. If you think your sales organization is going to hang in there and go through the 82% that don't respond to their first outbound call - think again. Also, 8 touches is a lot so don't give up! Develop a process that integrates the human touch with marketing automation in a way that is meaningful to the buyer. Don't harass them...give them content that makes them fans and they will make your job easier. You hit it on the head Craig - set realistic expectations and everybody wins! Not to bore your readers with our data but our 2009 LeadGen Metrics Study details an average lead conversion rate of 18%. Additionally, it also details that it takes an average of 8 touches to convert a suspect to a prospect.

If you think your sales organization is going to hang in there and go through the 82% that don’t respond to their first outbound call - think again.

Also, 8 touches is a lot so don’t give up! Develop a process that integrates the human touch with marketing automation in a way that is meaningful to the buyer. Don’t harass them…give them content that makes them fans and they will make your job easier.

You hit it on the head Craig - set realistic expectations and everybody wins!

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