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B2B Lead Generation: What Top Performers Do Different
Ayaz Nanji / Marketing Profs / December 9, 2013
What do successful lead generation marketers do that’s different from those who are less successful? They measure ROI and use marketing automation software, according to a recent report by the Lenskold Group.
The firm polled 323 B2B marketers who generate leads for sales organizations on the effectiveness of their efforts and then analyzed what factors differentiate the 13% who describe their marketing as “highly effective” and “efficient.”
The most significant gaps between those self-reported top performers and the rest of the marketers surveyed were in more advanced practices, particularly the use of integrated marketing automation (80% vs. 55%) and the use of ROI metrics to measure effectiveness (76% vs. 30%), the study found.
Overall, since 2009, there has been a steady increase in B2B marketing teams that “calculate ROI…for at least some marketing campaigns” (38% in 2013, compared with 24% in 2009).
That increase has been accompanied by a steady decline in companies that “use traditional but not financial metrics” to measure effectiveness (23% in 2013, compared with 34% in 2009).