'What's Working in Lead Generation' Receives Rave Reviews From Professional Services Practitioners And Experts Alike

RETURN TO WHAT'S WORKING IN LEAD GENERATION

Lead generation is such a huge and broad topic that it often confuses even the most experienced marketer. I've always found that focusing on specific buyer personas with targeted messages designed especially for them is effective. But it wasn't until I read the terrific What's Working In Lead Generation study that my instincts were proven correct. This study is a must read for experts and beginners alike and will appeal to both agency professionals and corporate practitioners. The answer to the question posed 'Voting With Dollars: The $100,000 Question' alone is worth the price of the report.

David Meerman Scott: Thought Leadership Strategist and author of Eyeball Wars, Cashing in With Content, and The New Rules of Marketing and PR

David Maister is widely acknowledged as one of the world’s leading authorities on the management of professional service firms. Read what he has to say about What’s Working in Lead Generation here:

“Lead Generation Tactics”, David Maister’s Passion, People and Principles blog, March 16, 2007

Including:

There is an excellent 20+ page free summary available and you should check it out. It offers the 6 key insights that come from the study... Apart from offering substance, Rain Today.com does a superb job of marketing itself. They can (and DO) give lessons in how to be effective marketers!

As a buzz marketer, how do you choose among the array of lead generation options - PR, word of mouth, interactive marketing, speaking at conferences, publishing thought leadership, conducting seminars, direct mail, and so on? And how do you know which mix will generate the most qualified leads?

A new benchmark report on What's Working In Lead Generation by RainToday can help you refine your lead generation strategy and choose the tactics that will have the greatest impact on your ability to generate leads. You should also use this report to benchmark yourself against industry best practices, which can help you defend your lead generation plans and budget for the years ahead.

Paul Dunay, Director of Global Field Marketing, BearingPoint Inc., Management & Technology Consulting Firm, and author of Buzz Marketing for Technology blog, March 21, 2007

Read Mike Schultz’s interview with columnist Karen E. Klein in this recent BusinessWeek article:

"Is Cold-Calling Really Dead?", BusinessWeek, March 6, 2007

The report also has some of the best data I've seen about the importance of lead nurturing.

The definition of "sales-ready" varies from company to company, but most said that only 10-30% of leads generated by marketing campaigns were sales-ready. The average value was 25%. Respondents also reported an average of 25% of leads should be disqualified. The remaining 50% of leads require "further nurturing".

RainToday points out that lead nurturing is not just sending a monthly email newsletter to your entire database, or calling prospects every few weeks to see if they are ready to buy yet. They argue that lead nurturing is your opportunity to demonstrate the value you can provide and to position yourself as a resource.

“Thought Leadership to Build Brands and Nurture Leads”, Jon Miller, VP of Marketing and co-founder of Marketo, March 9, 2007

I purchased the What’s Working In Lead Generation report on the day it was released. That was also the day I spent 9 hours reviewing documents for client work and, by the end of the day, was in no mood to read anything else. Before leaving the office for the day, I decided to send the report to the printer and I glanced at the first few pages. I ended up spending another two hours reading the report… the Wellesley Hills Group and RainToday did a phenomenal job of putting this information together.

Douglas Allen, President, Douglas C. Allen, P.A., Dispute Management & Resolution

I was literally born into sales & marketing (I think I have DNA samples of unique strategies in my blood) as I can’t help but spring ideas from things at times. Over the years, I have read & researched thousands of tactics in this arena. Regarding the What’s Working in Lead Generation report, it is quite possibly the most thorough and comprehensive guide I have read. What a gem, you have covered all aspects in easy to read and digest facts and statistics. No wonder this product has been so valuable to successful business leaders!

Mo Bailey, Founder & CEO of Write4Good Research & Communications™