Business to Business (B2B) lead generation has confounded many a sales director and CEO for some time. A recent survey by global business information company OneSource shows that while direct outbound prospecting (the dreaded cold call) still accounts for the most qualified leads, your company’s website provides the next most qualified source (followed by inbound calls, email campaigns, events and tradeshows, social networking sites, direct mail, and finally webinars). This study shows us that in B2B lead generation creating urgency (or a need) still remains a strong and viable lead generation tool beating out other direct (outbound) outreach methods like email and direct mail by 30% and 43% respectively.
For inbound marketing, you website is approximately 10% more likely to generate a qualified lead than an inbound telephone call. Proper site construction (site paths, navigational elements, calls to action, etc) should help site visitors self qualify and choose to engage. This high level of intent is key and making sure you get in front of as many searchers as possible will increase your odds of generating highly qualified leads through your site. Proper site construction will increase your lead conversion and strong search position will allow more searchers to find you.
For more information about what Cirrus ABS can do to help your B2B Lead Generation, read more about our NetCentered Business Strategy, our Push Marketing programs, and our Web Development. Or contact us for a free needs assessment.
