Paul Cheney

Lead Generation Tactics: How testing can help you choose the best tactic for your business

February 29th, 2012

According to MarketingSherpa’s 2012 B2B Marketing Benchmark Report, lead generation is the top priority for B2B marketers. Yet it is also the second most challenging business objective for marketers.

Part of the problem with capturing quality leads is that there are quite simply an infinite number of ways to do it. And every time someone comes up with a new way of doing it, a layer of complexity is added to the fundamental question every B2B marketer asks:

What is the best way to acquire leads for my business?

At our recent Email Summit  in Las Vegas, Jim Ducharme, Community Manager with GetResponse, interviewed MECLABS Executive Director of Applied Research, Brian Carroll and asked him this question.

You can watch the interview below to see what he had to say.

In the 5-minute video below, you’ll learn:

  • How testing tactics can help you choose the best one for your business
  • Why driving leads with a single event is ineffective
  • 3 steps you need to implement for effective lead generation
  • 3 questions your potential leads are asking on your site


What are some tactics that you’ve found effective in generating leads for your business? Let us know in the comments.


Related Resources:

Video produced in cooperation with GetResponse Email Marketing. See more at:

Lead Generation: Testing form field length reduces cost-per-lead by $10.66

Website Optimization: 7 ways to reduce the perceived cost of lead generation offers

Lead Generation: How your peers optimize the lead

Paul Cheney

About Paul Cheney

Paul Cheney, Senior Partnership Content Manager, MECLABS Institute Paul helps turn raw research into easy-to-understand content for MarketingExperiments readers. He earned his B.A. in English literature from Covenant College. Before joining the MarketingExperiments team, Paul wrote grant proposals and fundraising letters for a mid-size nonprofit in New Jersey. He has also worked as a freelance Internet marketing consultant and copywriter for small businesses. In his spare time, Paul enjoys reading, writing poems and dating his wife, Callie.

Categories: Lead Generation Tags: , , , ,

  1. February 29th, 2012 at 21:39 | #1

    What can be better than helpful and unique quality content?

    And, of course, great unique product with you clearly understanding and consistently expressing your value proposition and testing, testing, testing…

    Thank you for sharing this interview! Got to go back to basics

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