Demand Generation

Secrets of Lead Generation Superstars

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Why are a few B2B marketing people so effective at producing high quality leads, while a majority seem to just dither around conference tables trying to figure out their next move? Do the lead generation superstars have a special gift, or a bag of tricks the rest of us don’t? Do they understand certain fundamentals of business that most overlook?

It’s clear that the long-term health of any business is contingent on its ability to attract high quality leads for its sales team. The million-plus dollar question is, what separates successful lead generators from the rest?

To help solve this quandary, we have compiled a list of extraordinary people we see as lead generation superstars. Get inspiration from them in the videos we link to below, and think about how you can apply their ideas and philosophies to your business.

    • Steve Jobs:  Love what you do.

The founder and CEO of Apple Inc., Jobs believes that entrepreneurs must have a passion for what they’re doing. If you don’t love it, he reasons, you’re not likely to have the drive to successfully manage lead generation initiatives. You’re also more likely to eventually give up altogether. Loving what you do, he says, can make all the difference in the world.

    • Michael Gerber:  Get your lead conversion system right when you’re small.

Gerber is the author and founder of E-Myth Worldwide, a company that specializes in small business coaching. Here, Gerber outlines the seven disciplines of a world class company, including Lead Generation, Lead Conversion and Client Fulfillment. If these disciplines are mastered when a business is small, Gerber says, there’s a good bet it will continue to be successful as it grows.

    • Farrah Gray:  Don’t be paralyzed by the possibility of rejection.

Gray, an entrepreneur who made his first million dollars at the age of 14, has written a book that outlines “Nine Steps to Becoming Rich from the Inside Out.” The most important thing to keep in mind, he says in this video, is to “Never fear rejection,” adding some words to live by: “Everything we want is on the other side of fear.”

    • Michael Dell:  Don’t let perfectionism limit your options.

Dell, the founder and CEO of Dell Inc., stresses in this video that business owners should not strive for perfection above all else. Instead, he says, you should experiment extensively with lead generation techniques to learn what works best for your company.

    • Mark Zuckerberg:  If you’re going to fail, fail fast.

Facebook Founder Zuckerberg says it’s important not to fear failure – in fact, until you’ve got a process down, he suggests failing early and often. Failures are learning experiences that lead to improvements in concepts and processes, he says. A tweak here and a nudge there, and your next sales attempt could be a huge success.

Are you a lead generation superstar? Do you have the passion of a Steve Jobs or the experimental nature of a Michael Dell? Share with us techniques you’ve implemented in your organization that have led to lead generation success. Maybe you’ll be included in part 2 of this list!