NEWS

Welcome to Ken Krogue’s all new website
INSIDE SALES ENTREPRENEUR, CO-FOUNDER OF INSIDESALES.COM.
TIPS, RESEARCH, AND BEST PRACTICES FOR SELLING REMOTELY

I still receive requests to share again the 17 most effective lead generation methods that I gave in November of 2008 at a breakfast seminar at Novell from research first published in the 2008 Lead Generation issue BtoBOnline Magazine.

I will share the 17 methods ranked first by effectiveness, then by popularity, then by the points of variance up or down.

Popular isn’t necessarily good, it just means everyone else is doing it (email for example is ranked 1st as most popular, but ranked 7th in actual effectiveness.)  Take especial note of the degree of variance and whether it is positive or negative.  High positive variance shows extreme effectiveness that is relatively unused or unknown by your competition.

I believe that the best methods are those that are most Effective, but least Popular.  So look for a low number on Effective, and a high number on Variance:

Lead Generation Method Effective Popular Variance
Executive Seminars 1 8 7
Inside Sales 2 9 7
Search Marketing 3 6 3
Webinars 4 10 6
Tradeshows 5 3 -2
TV Advertising 6 17 11
Email 7 1 -6
Radio 8 15 7
PR 9 2 -7
Online video / podcasts/ rich media 10 12 2
Direct Mail 11 4 -7
Blogs 12 13 1
Sponsorships 13 7 -6
Online Ads 14 11 -3
Other Web 2.0 15 14 -1
Outdoor 16 16 0
Print 17 5 -12

At my company, InsideSales.com, we combine the first five (Executive Seminars, Inside Sales, Search Marketing, Webinars, and Trade Shows) to bring us the best results.

My personal background with founding the original inside sales division at Franklin Quest as the largest time management seminar company in the world (my team used to fill up 200+ seminars every month) gives me a pre-disposition towards seminars, so I love Executive Seminars and of course, Inside Sales is the best way to put “butts in seats.”

Having the name InsideSales.com has ensured we appear at the top of the search engines for the industry we are named after, so search marketing has been a never-ending source of leads for us.  And every single sales demonstration we give is a custom webinar to prospective clients and we are busy trying to expand this offering to larger groups in live and on-demand venues.

One of my personal favorites is trade shows.  I will write my next post about some of the fun strategies we use for this.

Especially interesting is the effectiveness of TV advertising and Radio, though these two are difficult to target to specific B2B niches, I have found.

Notably absent (this study was early last year) are the social medias like Twitter, Facebook and LinkedIn.  The jury is still out for me on these three, I’m seeing the buzz, still questioning actual research that demonstrates any sales being made for all the time that is spent.

If you are finding results out there in these areas, please let me know.

I hope this is helpful.

-

Top 30 Articles on www.KenKrogue.com (with total views) and a Summary of Ken’s Forbes Articles

  1. What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 56,369 Views
  2. Inside Sales Best Practices - 9,281 Views
  3. Inside Sales Tips by Ken Krogue - 5,488 Views
  4. My Final Comment on my “Death of SEO” column on Forbes - 6,411 Views
  5. 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting - 5,680 Views
  6. Prediction – SEO will be Dead in 2 Years - 3,976 Views
  7. KPI – Key Performance Indicators – 2,285 Views
  8. Inside Sales versus Outside Sales – 2,226 Views
  9. Is Leaving a Voicemail Worthwhile? – 2,100 Views
  10. Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks - 3,057 Views
  11. About Ken Krogue - 1,943 Views
  12. Inside Sales is Top Method of Lead Generation – 1,074 Views
  13. Inside Sales Training - 1,888 Views
  14. Good to Great by Jim Collins - Ken’s Notes Summary – 1,526
  15. Inside Sales Tips – Skip to the Beep – 1,392 Views
  16. Inside Sales Best Practices: 7 Ways to Increase Contact Ratios - 1,360
  17. Climb the Trust Ladder to Increase Results in Prospecting - W/ VIDEO! – 1,339 Views
  18. Harvard Business Review says Sales is No Longer About Relationships - 1,148 Views
  19. Inside Sales Tips – No Vacations Last Week of the Month – 1,140 Views
  20. Lead Generation Strategies: When to Call, When Not to Call? - 1,049 Views
  21. Inside Sales Tips – Specialize – 998 Views
  22. Inside Sales Tips – Interest is The Counterfeit of Need – 898 Views
  23. Behind the Cloud – Ken’s Notes – 877 Views
  24. 6 Reasons Salesforce Users Need Hosted Dialer Technology - 856 Views
  25. Demand Generation Tactics and Strategy – 689 Views
  26. Power Dialers - 665 Views
  27. Inside Sales Best Practices: Gathering Direct Dial Phone Numbers - 601
  28. What is Lead Response Management – 573 Views
  29. Ken’s Rules: The Business Card Rule - 430 Views
  30. Josh James Shares 36 Startup Rules - 399 Views

A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and most controversial) article “The Death of SEO

Author: Ken Krogue |

 


A little more about Ken...

http://www.linkedin.com/in/kenkrogue | http://twitter.com/kdkrogue

25 thoughts on “17 Most Effective Lead Generation Methods

  1. I know that I, personally, almost never respond to direct mailers. I’m not sure if its in spite of or because of the large quantity I get each week, but even when I get a great offer that make me think “yeah, I should use this coupon” I rarely actually do so.

  2. As I’ve observed Twitter and thought about it as a marketing tool. It seems like the key to having pivotal success with it is to have a short specific campaign time frame and a goal or challenge that is sticky but real.

    Not many are using it this way, but if I’m reading the functionality right, some graduating campaigns which build constant momentum could be revolutionary for a business with the right product or idea.

  3. As I’ve observed Twitter and thought about it as a marketing tool, it seems like the key to having pivotal success with it is to have a short specific campaign time frame and a goal or challenge that is sticky but real.

    Not many are using it this way, but if I’m reading the functionality right, some graduating campaigns which build constant momentum could be revolutionary for a business with the right product or idea.

  4. Interesting post Ken.
    Our clients are mostly doing your same top five with some email (to in-house lists, or form abandonment lists) and PR.

    It would be interesting to see where Twitter and Facebook sit in here. I’d put Twitter in around 11 in popularity and around the same in effectiveness for lead generation. There is definitely potential for making good business connections, but it is pretty time intensive.

    Facebook pages can be good, if people have a real connection to your product. We haven’t done much with the Facebook advertising platform–I’m sure that has potential for the right offer.

  5. Good question Chris,

    I’m looking for real examples of Twitter and Facebook demonstrating a real capability to be effective for B2B lead generation. I am much stronger currently with LinkedIn. I find it to be very effective to survey the landscape prior to contacting a primary decision maker in an organization. I am able to use Facebook to help me learn more about the human side of the person I am trying to contact than even LinkedIn, but LinkedIn still wins the day on easily finding good connections.

    Twitter is another animal. I am seeing a lot of buzz, still looking for the hive. I’m open to learning though.

  6. Pingback: 5 Things the iPhone G4 Antenna Fiasco Can Teach Us About Customer Service and PR | Ken Krogue

  7. Pingback: Choosing the Right Dialer | Ken Krogue

  8. Pingback: What is Inside Sales? Our Definition of Inside Sales | Ken Krogue

  9. Pingback: 6 Reasons Why Salesforce Users Need Hosted Dialer Technology | Ken Krogue

  10. Pingback: Is Leaving a Voicemail Really Worthwhile? | Ken Krogue

  11. Pingback: Impression Marketing – The Art and Science of Inside Sales | Ken Krogue

  12. Pingback: Harvard Business Review says Sales is No Longer About Relationships | Ken Krogue

  13. Pingback: Inside Sales versus Outside Sales | Ken Krogue

  14. Pingback: Inside Sales Tips: How LinkedIn Gives You 3 Free SEO Backlinks | Ken Krogue

  15. Pingback: Inside Sales Tips: Should Sales Reps be Held to Rigid Schedules? | Ken Krogue

  16. Pingback: Sales Best Practices - 1 Simple, Obvious Tip to Being More Productive on the Phone | Ken Krogue

  17. Pingback: Inside Sales Tips: Sort Tire Kickers from Buying Signals | Ken Krogue

  18. Pingback: Behind the Cloud – Ken’s Notes of the Book by Marc Benioff | Ken Krogue

  19. Pingback: 4 Quick Tips for Creating a Good B2B Marketing Email | Ken Krogue

  20. Pingback: Prediction #1: SEO Will be Dead in 2 Years | Ken Krogue

  21. I am continuously following twitter but didn’t get satisfactory response in term of leads

  22. I love reading an article that will make people think. Also, thank you for allowing me to comment!

  23. Pingback: 5 Things the iPhone G4 Antenna Fiasco Can Teach Us About Customer Service and PR | The Sales Insider

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>