Free guide · 10 pages · PDF
Essential Sales Lead Generation Best Practices
Lead generation works best when inbound and outbound run together and sales and marketing qualify leads the same way. This guide covers how to set that up, what content to use at each stage of the buyer's journey and which metrics show whether it is working. It is for B2B owners and sales and marketing leaders who want a steadier flow of qualified leads.
What's inside
- Inbound vs. outbound lead generation and how to balance the two
- Five steps to start an omnichannel approach, from mapping the customer journey to CRM integration
- How to align sales and marketing: shared goals, one buyer journey and consistent lead qualification
- Content for each stage of the buyer's journey: awareness, consideration and decision
- Personalizing outreach across email, website and social media
- Ways to keep refining the process: auditing lead sources, lead magnets, lead scoring and landing pages
- Ten lead generation metrics to track, from lead quality and response time to ROI by lead source