Unlike traditional “throw any lead over” lead generation techniques, Flashpoint focuses on quality prospects, nurturing qualified leads to engage with sales teams, utlizing state-of-the-art tools to track and measure the results. At Flashpoint lead generation techniques function as a process rather than an isolated entity.
With any lead generation strategy it is important to stay creative, innovative, and adaptive to ensure your prospects aren’t leaving the revenue cycle too early. Below are three techniques Flashpoint feels are essential to keeping your efforts effective and buyer-centric.
Content Marketing makes the buyer familiar with a company’s products and services before initiating sales contact. Thanks to the Internet and social media, prospects are spending time researching products and services early-on, allowing companies the opportunity to avoid pre-mature engagement with sales and possible client alienation.
Demand centers are central hubs of shared marketing services and processes, allowing companies to promote B2B marketing programs by leveraging key corporate assets and best practices. The demand center is a center-of-excellence model providing advice, assembly and execution resources to the generation process. As demand generation and B2B buyers continue to evolve, it’s going to be increasingly important to maintain an integrated, multi-dimensional process to generate prospects and foster qualified leads. The demand center will function as the mitochondria (powerhouse) of your demand generation process.
Flashpoint provides marketing automation software that assists in managing demand generation campaigns. Fully utilizing marketing automation allows companies to generate, nurture, and qualify high quality leads with less effort. Flashpoint’s marketing automation systems allows you to automate and measure all aspects of demand generation campaigns, from lead nurturing to lead scoring. Flashpoint’s research has found that social media platforms such as Facebook, Twitter, LinkedIn and Pinterest are generally very good at creating brand awareness but aren’t very effective at generating quality sales leads. Meanwhile, some of the more effective methods, like executive events, webinars, search marketing and telemarketing, are underutilized. This is why Flashpoint is a full service marketing firm, not limiting our scope of marketing to only specific mediums. Flashpoints expertise utilizing different lead generation strategies, and measuring results are essential to identifying which lead generation methods will yield the best results for your company.
Our two cents worth
When it comes to the best way (or ways) to generate sales leads, or find new customers, “there is a lot of buzz surrounding social media,” Social Media “is exciting and highly utilized.
However, our research found that social media platforms such as Facebook, Twitter, LinkedIn and Pinterest are generally very good at creating awareness but aren’t very effective at generating quality sales leads. Meanwhile, some of the more effective methods, like executive events, webinars, search marketing and telemarketing, are underutilized.
While trade shows and webinars work well for certain organizations, many businesses swear by LinkedIn and Facebook. Clearly, when it comes to lead generation, one method does not fit all.
So how do you determine which methods or media are the best for finding new customers? The answer is fairly simple, by testing several different lead generation strategies — and measuring the results.
To make this task a bit easier, we asked our sales and marketing experts to find out which lead generation methods yielded the best results for themselves or their clients. Following are their top nine suggestions on where and how to find new customers.