Companies are way too obsessed with finding out things to do once they get a lead and not really interested on how to get more b2b leads to sustain business growth. Most marketers have the tendency to underestimate the value of their list. What they should do is flip that and spend most of their time generating more leads to their business.

Today’s smart marketers needs to work on investing half their budget, time and resources towards lead nurturing, when they do this they can find many more qualified leads and opportunities for growth. Generating more leads will solve the revenue problem for most b2b marketers.

If they will not focus time and energy filling the bucket for more contacts they’ll waste valuable sales dollars. Another aspect of lead that you can work on is to focus on the quantity to pass along to sales. Three out of every four leads are not sales ready, so focusing on quantity will really help.

The names we gather populate the campaign, and when we begin nurturing they can become leads and than is when the funnel change from vertical to increasing.

Marketers needs to be obsessed with the whole lead generation funnel but they also need to periodically review and nurture it. Stuff the top with qualified names, it does really good. There is definitely a point of diminishing returns, casting a wider net will eventually bring a lot of fish so the key is to focus on that stage of the funnel and nurture.