2012 B2B Lead Generation: A Fundamental Flourishes in the Digital Era

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In addition to in-depth numbers, this new report contains analysis and interpretation, applying the research to real-world situations and explains its meaning for the in-the-trenches marketer.

In total 53 pages filled with charts, benchmarks, and the latest stats that tell you exactly where you stand on lead generation. Based on 605 online interviews.

Why read this report

  • Almost half (48%) of b2b marketers report that are "very involved or fully involved" in lead generation.
  • Moreover 49% report nurturing their leads. Successful firms nurture leads over time with multiple "touches" to help warm-up prospects to their sales message.
  • Apply metrics and best practices to evaluate lead gen success and for competing in today's digital setting are not well known to b2b marketers—this report reveals what you need to know.
  • Most profitable lead gen benefits—from quality leads, to improving sales conversion rates, to shorten sales cycles—all are inextricably tied to lead gen. This report explains how and why to use lead gen to improve marketing.
  • Making budget decisions on lead gen is changing on a quarterly basis—this report highlights what you should expect.
  • Case studies—this report highlights the b2b companies—including Hitachi Data Systems, Momentum, Sophos and SAVO Group—that are using lead gen most effectively.

Lead Generation at a Glance

The 2012 B2B Lead Generation: A Fundamental Flourishes in the Digital Era report contains:

  • More than 25 charts and deep analysis on the state of lead generation.
  • Research gathered from 605 online interviews with b2b marketers.
  • In-depth data pointing to lead generation best practices.
  • Insight into current and future lead generation trends.
  • Analysis of lead generation landscape and what it means to b2b marketers.

This full length research report will explore the following:

  • Lead generation programs transition to mainstream—now more than ever.
  • Marketing objectives (e.g. shortening sales cycle, generating new lead volume, improving sales conversion rates, generating quality leads, nurturing stalled leads, etc.) that are served best through lead generation.
  • Metrics (e.g. ROI, average sales cycle, cost of qualified lead, etc.) that are most valuable for measuring lead generation.
  • Minimum criteria for a lead (e.g. requested a sales contact, called-in, requested a white paper, attended a webinar, etc.) that best-in-class b2b marketers are using.
  • Essential challenges (e.g. lack of resources, depth and accuracy of customer database, technology lacking, outdated, poor communication process etc.) that every b2b marketer must overcome.

In all 53 pages with 25 charts and graphs, based on 605 online interviews.

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