New year. New quota. If you are a Sales Rep in this reality, ask yourself these two questions:

World Class Lead Generation.  Every marketing leader wants it.  Not every marketing leader has it.  Why not?

This post is written for the marketing leader in a 25-100M revenue company trying to do more with less to drive more leads.  A common theme I hear from my peers is, “We are maxed out but we need to drive more leads”.   When marketers are maxed out, they focus on getting more out of their marketing channels and automation.  This can only go so far once all the short term quick win optimizations have been made. The true focus is to optimize your website to increase your lead generation conversion rate.

Not surprisingly, after surveying hundreds of marketing leaders, generating quality leads was hands-down their number one goal in 2013.  Unfortunately, after interviewing many of them I found that most struggled with how to accomplish their top priority.

There is an evolving marketing tactic called ‘Remarketing’ that your marketing team should embrace.  The tactic is proven to increase the conversion from visitor to lead. 

Today’s post gives the sales rep a recipe to get more from their marketing leads.  Reps often hunt down new leads themselves, discounting many from marketing.  Reps use their own definition of a “good” lead.