Lead scoring - meclabs

Challenges growing in pertinenceGenerating high quality leadsGenerating a high volume of leads35%49%44%74%78%69%• B2B marketingchallenges on the riseyear-over-yearGenerating perceived value in "cuttingedge" product benefitsCompeting in lead generation acrossmultiple media, from podcasts to paidsearch to webinars to print ads27%41%37%37%40%36%201120102009• Continual strugglebetween quality andquantity of leadsGenerating public relations "buzz"Marketing to a lengthening sales cycleMarketing to a growing number ofpeople involved in the buying process38%36%33%33%34%33%38%41%39%Source: ©2011 MarketingSherpa B2B Marketing Benchmark SurveyMethodology: Fielded June 2011, N=1,745• The marketplace isevolving, andmarketers areresistant to adaptlatest best practices5