B2B Lead Generation

Generate High-Value Leads and Nurture Them to "Yes."

Your company depends on increasing sales to grow and profit. Increasing sales depends on generating high-quality leads.

Too many marketers think the challenge in lead generation is finding customers who are ready to buy. This is wrong. In today’s aggressive marketing climate, by the time prospects are ready to say “Yes”, they’ve already researched solutions and been approached by many other sales teams.

To be successful, your lead generation efforts should focus on finding prospects before they’re ready to buy. That way, your company is already top-of-mind when prospects make the buying decision.

Instructors and Topics

• Craig Rosenberg Building Your Strategic Plan

  M. H. (Mac) McIntosh Lead Qualification And Scoring

  Ruth Stevens Lead Nurturing

• Michele Crockett Content Marketing

  Anna Barcelos Website Optimization

  Kim Roman Marketing Automation

• Paul Gillin B2B Social Media Marketing

  Jim Lenskold Measuring Lead Generation Marketing Effectiveness

  Ardath Albee Using Buyer Personas

• Christopher Ryan Marketing And Sales Alignment

Smart lead generation requires three basic steps:

1. Integrating multiple channels —including trade shows, the web, social, direct marketing, call centers and others – to generate interest in your products or services while maintaining your brand message.
2. Using lead scoring and grading to weed out unsuitable leads, which drain time and money.
3. Keeping high-potential leads engaged in the sales funnel by providing useful content in a series of communications. Useful content demonstrates that your company understands your prospects’ needs.This builds trust and keeps you ahead of competitors until the prospect is ready to buy.

The good news is, it’s not as difficult as it sounds, and you can get up to speed faster than you imagine, starting today.

And the payback is being recognized as the hero behind your organization’s high ROI on sales.

Does your boss need convincing?   If so, download this letter that gives in great detail the value you will receive and expected ROI.

Enroll in Penton Education Services’ Lead Generation Certificate Program. There’s simply no better way to take your career to the next level.