Daniel Burstein

B2B Marketing: 74% challenged by generating high-quality leads

January 25th, 2013

On the latest episode of Marketing Research in Action, Milap Shah, CEO, NexSales, discusses research from the MarketingSherpa B2B Marketing Benchmark Report

Here’s a look at what Milap discussed. Feel free to use these links to jump straight to the points in the video.

00:24 – Milap discussed the below chart and the challenge of generating high-quality leads.

“We live in a world of digital debris,” Milap said. “Prospects, now more than ever, seem to reach out or appreciate relevant conversations. We certainly need to be better targeted in whom we’re speaking with.”


2:03 – 61% of marketers send leads directly to Sales.

In discussing quality versus quantity of leads, Milap said, “Sometimes when you throw peanuts, all you get is monkeys. That’s equally true when you talk about the lead generation space.”


Related Resources:

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

Lead Generation: 5 steps for managing cost and quality of leads

The Complex Sale: Lead scoring effort increases conversion 79%

Daniel Burstein

About Daniel Burstein

Daniel Burstein, Senior Director of Editorial Content, MECLABS. Daniel oversees all content and marketing coming from the MarketingExperiments and MarketingSherpa brands while helping to shape the editorial direction for MECLABS – digging for actionable information while serving as an advocate for the audience. Daniel is also a speaker and moderator at live events and on webinars. Previously, he was the main writer powering MarketingExperiments publishing engine – from Web clinics to Research Journals to the blog. Prior to joining the team, Daniel was Vice President of MindPulse Communications – a boutique communications consultancy specializing in IT clients such as IBM, VMware, and BEA Systems. Daniel has 18 years of experience in copywriting, editing, internal communications, sales enablement and field marketing communications.

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