Most business failures stem from a lack of sales revenue. Sales revenue depends on making sales, and making sales depends on having qualified leads.

If you are a B2B company, what are you doing this year to increase your sales revenue? What lead generation strategies are you using?

Here are nine of the best articles on B2B lead generation I have found around the web:

#9) Lead Generation Poses Biggest Challenge for B2Bs

“Generating more leads” emerged as the foremost challenge for B2B marketers in this 2013 survey, even more important than “elevating our brand online.” This study also showed that while B2B marketers care about quantity of leads, they care even more about lead  quality.

#8) 98 Lead Generation Strategies to Grow Your Business

Somewhere in this list of 98 lead generation strategies are several you can begin using today. The author recommends using a diversified mix of lead generation strategies and focusing on the ones which produce the best results. Most people only use two or three of the lead generation strategies on this list, but they should have a “diversified portfolio” of at least seven.

#7) 10 Lead Generation Strategies to Explore in Your Organization

Lead generation strategies fall into two categories:  outbound  strategies and  inbound strategies. Outbound strategies include networking, trade shows, and cold calling. Inbound strategies harness the power of web content marketing to attract visitors to your website, convert visitors into qualified leads, and turn qualified leads into customers.

Business B2B sales lead generation strategies

B2B Sales Lead Generation Strategies – image modified – original photo credit: Voxphoto via photopin cc

#6) B2B Lead Generation: The 5 Best Strategies

According to the author, the five best lead generation strategies are referrals, networking, cold calling, partnerships, and content marketing.  Content marketing isn’t new — brands such as Jell-O, John Deere, and Michelin have used it for over a century — but the rise of the Web and search engines in the 1990s has made it a more powerful tool than ever before.

#5) How to Generate B2B Leads with Content Marketing

Deciding how to allocate your time in content marketing can be challenging. How do you get the most bang for your buck? Four content marketing tactics consistently demonstrate results: hosting webinars, blogging industry events, creating ebooks and whitepapers, and setting up LinkedIn groups.

#4) Successful Lead Generation – One Size Does Not Fit All

Dan McDade plays the old-fashioned, fuddy-duddy contrarian by espousing the virtues of outbound lead generation strategies versus inbound approaches. Ironically, his website borrows heavily from the inbound marketing playbook by offering white papers and a steady stream of educational content on his blog.  But to be fair, Mr. McDade has a good point: Your B2B company should use a well-rounded  mixture of lead generation techniques — otherwise, you might get “inbounditis”!

#3) How to Build a Successful B2B Lead Generation Strategy

A successful lead generation strategy will combine both inbound and outbound tactics. An efficient and effective inbound marketing campaign requires familiarity with the goals, plans, challenges, and motivations of your buyers. Outbound lead generation campaigns are a good way to get to your buyers better while making new sales in the process.

#2) B2B Lead Generation Marketing Trends: 2013 Survey Results

Here are the five key findings of this report:

  • Generating high-quality leads is the greatest challenge for B2B marketers.
  • Company website, email marketing, and SEO are regarded as the most effective lead generation tactics.
  • Lack of staff, budget, and/or time is the greatest barrier to lead generation success.
  • Cost per lead, revenue, and lead volume are B2B marketers’ favorite metrics.
  • Providing engaging content at each stage of the buyer’s journey is “the secret to B2B email success.”

#1) 2013 Lead Generation Marketing Effectiveness Study

This study answers the question, “What do highly efficient and effective B2B lead generation marketers do differently?”

Answer: Highly efficient and effective B2B lead generation marketers…

  • Conduct strategic planning of content 6 to 12 months in advance
  • Use reliable measurements
  • Use marketing automation systems
  • Score leads based on content and engagement  


What B2B lead generation strategies do  you  think will prove most efficient and most effective this year? Leave your thoughts in the comments area below.