Welcome! This media page offers reviewers a quick and exciting look at our just-released research report What's Working In Lead Generation: How To Spend Your Time, Money, & Energy For The Best Marketing ROI In B2B Professional Services -- including story ideas, graphs, charts & rave reviews.

You should find these links helpful in finding more information about the report and its contents:

• Click here to download the PDF version of the executive summary.

• Learn more about buying the report here.

• Read rave reviews from industry professionals and experts alike here.

• Contact us to arrange an interview with one of the report authors.
  
  
• Read on for story ideas from the report and to download related charts and graphs.

Story Ideas

Most Businesses Miss Out On 2/3 Of New Business Opportunities:

Participants divided their leads into three categories and reported that 25% were "sales ready," that 25% were disqualified, and that 50% required further nurturing.

Many service businesses are notoriously bad at staying on leads that need further nurturing. If you can improve upon this, you could triple your new business opportunities.

» Read Insight #5 on page 16 of the executive summary for more details.

» Related Articles:

• Inside Information: Why Your Competitors Will Increase Lead Generation Efforts
• The Right Stuff: Building Your Best Prospect List

Cold Calling Isn't Dead:

It's true because cold-calling works, when it’s done right. The #1 "Top Way" companies generated quality new leads over the past two years were referrals from clients or partners (22%), general referrals (16%), and cold-calling or telephone prospecting (13%).

That means that, after referrals, cold calling is the second-best method for generating new business. In an age where referrals aren't enough to grow your business, you have to dial your phone to succeed.

» Read Insight #3 on page 8 of the executive summary for more details.

» Related Articles:

• Does Cold Calling Work For Professional Services?

Know Who You're Asking For:

It seems intuitive—to be successful in marketing and lead generation, you need to know who your best potential clients are. Yet only 30% of respondents indicated that they have the actual names of the decision makers in the companies they are targeting. Furthermore, of the companies who rated themselves as “excellent” lead generators, 51% knew the names of the decision makers in their target companies, while only 13% of those who rated themselves as “fair” know the names.

So, before you do any marketing, know the names of the people you are going after. It could help you go from fair to excellent in your ability to generate leads.

» Read Insight #2 on page 5 of the executive summary for more details.

» Related Articles:

• Tips For Building Your Brand Through Lead Generation
• Building Your Brand With Lead Generation

Blogging: A Hidden Gem For Generating Leads:

Blogging falls into the category in our research we call "Less popular, but more effective." These tactics are essentially the hidden gems of lead generation. However, it won't be for much longer.

Currently, only one-third of our participants have tried publishing a company-authored or company-affiliated blog. And within the next two years, two-thirds of respondents who have yet to launch a blog are "seriously considering" doing so.

» Visit www.raintoday.com/who'sblogging.cfm for more details.

To access more information about the report and its contents (change wording), click here.

Rave Reviews

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

» Click here to read more on what industry professionals and experts are saying about the report.

For more information, a copy of the complete report or to schedule an interview with one of the report authors contact:

Kelly Kerr
kkerr@raintoday.com
508-405-0438