This page focuses on the many facets of lead generation. From web seminars to tradeshows, online ad buys and email marketing, lead generation encompasses the multitude of activities which marketing professionals utilize to generate inquiries to pass along to the sales force within their organization.

We welcome content submissions from our members, so if you have an article, book review, or other resource you would like to recommend for this page, please contact our lead generation content editor:

Nicole Priatel
nicole.priatel@cognos.com

Article: 10 Ways to Better Manage Sales Leads
www.entrepreneur.com
Your sales pipeline and your ability to hit revenue targets all begin with good lead management. Try these ten strategies for improving your lead management efforts. Read more

Article: If You Don't Measure, You Can't Manage: The Best Metrics for Managing Marketing Performance
www.marketingprofs.com
Businesses need to know which success factors require measuring, and they must understand the differences between measurements, metrics, benchmarks, and how to manage each. Read more

Article: 7 Explosive Strategies to Maximize Your Google AdWords Campaigns
www.smithfam.com
Use the strategies described in this article and learn how to monitor  each of them. It will help you maximize Cost-per-Click lead generation efforts and reduce your campaign costs. Read more

www.businessweek.com

Effective marketing programs should always be built on a sound business strategy. Yet a fundamental component has been missing from the historical marketing mix – mesaruing the financial return on investment. Learn how you can apply several strategic concepts to your lead generation efforts to address the question of Marketing ROI. Read more

www.marketingprofs.com

Overall, best-in-class marketers are focusing their efforts on the “front end” of the sales and marketing process. See statistics on lead generation from surveys of marketing professionals.  Learn six ways you can revitalize lead generation in your own organization. Read more

Article: Relentless Lead Qualification - How to Do It & How to Track Results Properly
www.marketingsherpa.com

Examine how to highlight the performance of your marketing and lead generation activities through tracking, lead rating, and what to show senior management. Read more

Article: Getting Going with Email Marketing
www.knowledgestorm.com

Tips and tricks for how to get started with your company’s first email marketing campaign. Read more

Event: East Coast Lead Generation Summit Wrap-Up: Why You Should Never Classify Leads as Hot
www.marketingsherpa.com
Avoid the all-too-common mistake of classifying leads simply as "hot," "warm," and "cold" (or "A, B, C" for that matter).   Learn why no one on the sales side will ever want to contact a lead that was tarred with the "warm" or "cold" brush. Give all your leads the attention they deserve. Read more

Web Seminar: One-to-One, Permission-Based E-Marketing Campaigns for B2B Organizations

www.marketingprofs.com

Discover step-by-step how to create and conduct an email marketing campaign that utilizes one-to-one marketing principles to build customer relationships and maximize sales. See event details

Live Event: Advanced Techniques in B-to B Lead Generation and Customer Acquisition

Direct Marketing Association

www.the-dma.org

Fire up your lead generation efforts with tips and tricks from industry leaders in this interactive 2 day session. See event details

Blog: B2B Lead Generation Blog
http://blog.startwithalead.com/weblog/
Brian Carroll's Blog focused on B2B lead generation, sales leads, and marketing for the complex sale. Visit this Blog

Book: S.U.R.E.-Fire Direct Response Marketing : Managing Business-to-Business Sales Leads for Bottom-Line Success

by Russell M. Kern

Boost your business-to-business direct advertising response rates and convert more sales leads using the S.U.R.E – Fire program described in this book. View the book on amazon.com here

Resource Guide: 73 Solutions to Direct Marketers’ Five Biggest Problems
www.kerndirect.com
In Kern Direct’s new guide, you’ll learn the 73 solutions to your top challenges, and how they can help you achieve measurable, high-performance results in today’s marketplace. Register now

Case Study: Team Up for Cost-Effective Lead Generation
www.clickz.com
See how three companies teamed up to create a collaborative marketing campaign that significantly reduced lead-acquisition costs and generated a wealth of new leads (it's also a good step-by-step guide to Webinar marketing). Read more

Case Study: How to Build Buzz at a Massive Trade Show on a Limited Budget: Operation Blueshock Strikes CES

www.marketingsherpa.com

See real life examples of how to dominate a large tradeshow with some innovative thinking rather than a large budget! Read more

Case Study: Beyond the Invisible found a 225 percent ROI with Google AdWords
www.adwords.google.com
Learn how a small Scottish firm used a Google Adwords strategy to gain outstanding numbers of both inquiries and closed deals. Read more