Brian Carroll

8 Critical Success Factors for Lead Generation 2.0

The single biggest issue for B2B marketers is effective lead generation. I wrote an eight part series on building an effective lead generation program a while back. To help readers who missed the series, I pulled all the posts together in order.

In this series, you’ll read the following posts:

1: The Right Mindset: Conversations, not campaigns
2: Sales and Marketing – One Team
3: Develop and intensify your Ideal Customer Profile 
4: Clear and Universal Lead Definition
5: Treat your marketing database as a valued asset
6: A Multi-modal lead generation portfolio approach
7: Effective lead management
8: Lead nurturing for lead development

You may also find this ebook that connects with the series relevant.

Can you think of other critical success factors I’m missing?

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B2B Telemarketing, Books, CRM, Current Affairs, Direct Marketing, Email Marketing, Event Marketing, Human Touch, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Leadership, Marketing Strategy, Public Relations (PR), ROI Measurement, Sales, Sales Leads, Social Media, Thought Leadership, Web/Tech



  1. May 5th, 2010 at 02:24 | #1

    These are all a must-read for every businesses.

  2. May 18th, 2010 at 19:50 | #2

    Brian,

    This is an exceptional post. Thanks for sharing this one. I love your points about The Right Mindset: Conversations, not campaigns – Customer interaction will feel more like customer service than mass marketing. That’s really brilliant.

    Mari Cole

  3. September 8th, 2010 at 09:29 | #3

    Thanks for this – it’s a good place to start for anyone wanting to learn more. Have just pulled in some of my networking budget and am putting it toward lead generation. Looking forward to the results.

    Cheers! Usha Sliva

  4. Natalie
    October 3rd, 2010 at 16:51 | #4

    this looks great, but just a side note, it’s pretty difficult to read because it is so small.

  5. October 11th, 2010 at 03:09 | #5

    Thanks for the nice topic. No doubt it is an exceptional post. I think you have tried putting major success factors one needs to keep in mind.

  6. August 2nd, 2011 at 08:27 | #6

    Great views. Lead generation is a great way to start a business and doing it right in the first time is so tough. Needs some time to study and master.

  1. April 16th, 2011 at 02:20 | #1