on Dec 19, 2020 / by Corey Cantrell

The Evolution of Agile Lead Generation

The Marketing Qualified Lead Dilemma

To some, this may seem obvious, but the current lead generation process is flawed. As marketers, you spend countless hours nurturing leads and fixing campaigns only to have leads still not convert through the funnel. One of the main reasons for this is the sheer number of unqualified leads in your database. Having a high number of fatigued and tired leads creates for a major decline in MQL conversions, resulting in repetitive marketing activities and ultimately a waste of time. No one likes to waste time, and even more than that; no one likes to waste revenue. A drop in revenue means ultimately, a decline in sales overtime. The sales team is what drives your need for lead conversions- how can you capitalize on that?

Making Lead Generation Agile

Knowing the issues that come with standardized MQL generation and conversion- how can marketing move forward and fix the problem? Why should you be stuck with trying to force something that doesn’t work? Well, the first way to overcome the glaring MQL woes is to access an audience of contacts that have been effectively researched and vetted across multiple qualifying layers. Keeping your lead data lean and accessible is a key part in lead conversion success. The next part is to run that researched data through a buying-intent algorithm to ensure that each contact is actively searching around your specific product types. On top of that, layering on a predictive analytics filter will not only show you how people are searching, but also the best way to engage with each buyer. Finally, after all of that is done, segmenting your marketing by personas helps simplify the process to ensure that your talking to the right buyers with the right messaging. This seems like a lot of work, right?

PureB2B’s Lead Generation 

PureB2B lead generation is tailor made for the demand generation marketer. It takes the standard lead generation mess and turns it into an agile and performance-based machine, designed to produce quick results. All of this is done through our streamlined marketing engine called PurePredict, which prioritizes your lead generation to ensure you’re reaching out the correct people, at the right time and place, with the best performing information. The result of all this? Sales-enabled leads, ready to be converted into revenue. The most important part of any lead generation campaign is to create ROI; and with PureB2B, we focus on helping you generate provable and trackable ROI to help you scale your marketing and sales growth.

Next Steps

What does it look like to get something like this up and running? Well, first you’ll need a place to store all the leads and data we send you. Finding a marketing and/or sales CRM that works for you is key to a successful lead generation program. Then, you’ll need to come up with a way to nurture your PureB2B leads to ensure that they are familiar with your brand. By nurturing your leads, you help with your brand and product awareness, working alongside your sales team to produce quick conversions. Lastly, having an established process that you follow for each lead is incredibly important. This process should encompass all parts of the lead generation follow up. It should also be somewhat malleable, because, as we all know, marketing trends and needs change over time. Truly, the best way to see if you’re ready to take on an agile lead generation solution is to reach out to one of experts and find out how it might fit your specific needs. Feel free to reach out with any questions or if you’d like to schedule a time to walkthrough how everything works!