How to Get the Most From Your Lead Generation Efforts

1. Understand and Optimise Your Sales Pipeline

A clear sales pipeline helps you track prospects through each stage of the buyer journey, from awareness to closing. According to Salesforce, lead generation is about building interest and converting that interest into sales, ensuring your pipeline is both efficient and conversion-focused.

Use analytics to monitor lead drop-off points, conversion rates, and pipeline velocity. Strong lead management supported by CRM and marketing attribution tools ensures sales and marketing stay aligned, and prospects receive consistent, timely communication.

2. Supercharge Sales Prospecting

Sales prospecting is the engine of your pipeline. Some key statistics show why it deserves attention:

• Companies that nurture leads generate 50% more sales-ready leads at 33% lower cost (SalesGenie).

• 70% of B2B companies say sales prospecting is their most effective way of driving revenue (SalesGenie).

• Organisations that automate lead management see a 10% or more increase in revenue within 6 to 9 months (SalesGenie).

• Prospects are 70% more likely to accept a meeting when there is a mutual connection (SalesGenie).

• Sales prospecting can boost conversion rates by up to 40% (SalesGenie).

• 80% of prospects say no four times before they say yes, yet many salespeople give up too early (SalesGenie).

Effective strategies include:

• Using intent data tools such as SMARTe or Bombora to identify and contact high-intent leads at the right time (SMARTE).

• Running multi-channel sequences across email, LinkedIn, calls, retargeting, and video over 7 to 14 days to improve outreach performance (SMARTE).

• Warming up prospects with programmatic advertising and video before contacting them directly (SMARTE).

• Leveraging social selling on LinkedIn, where social sellers create 45% more opportunities and are 51% more likely to hit quota (Lead Forensics).

3. Integrate B2B Telemarketing Services with Digital Tactics

B2B telemarketing is still highly effective when used alongside digital marketing. According to Intelemark, blending telemarketing with CRM data, email, or ad campaigns allows for more personalised conversations and higher conversion rates.

Automation can streamline dialling, tracking, and follow-up while still allowing personalisation. Teams also need training in communication and data-driven selling to refine results. Tracking key metrics such as conversion rate, response rate, and lead response time is critical to success (Callbox).

4. Build a Multi-Channel Strategy

Multi-channel campaigns consistently outperform single-channel tactics. For example, Martal found that campaigns combining email, LinkedIn, and calls achieved 40% higher response rates and 31% lower cost per lead than email-only efforts. Similarly, Sopro found that multi-channel marketing reduces the cost per lead by 31%.

The more touchpoints you create, the stronger the engagement throughout the sales pipeline.

5. Leverage Content and Blogging for Lead Generation

Content remains one of the most powerful ways to fill your pipeline. According to Cleverly, 93% of B2B companies say content marketing generates more leads than traditional tactics, and it produces three times as many leads at 62% lower cost.

Companies with blogs generate 67% more leads than those that do not, and blogs are 13 times more likely to achieve a positive ROI (Cleverly). Around 83% of B2B marketers list lead generation as their main goal for content marketing (Cleverly).

Publishing case studies, gated guides, and blog posts can nurture prospects and drive them forward in the pipeline.

6. Consider Partnering with a Lead Generation Agency

While building an internal lead generation strategy is important, many organisations benefit from outsourcing some or all of their activities to a specialist agency. Partnering with experts can accelerate results, free up internal resources, and provide access to proven processes, trained telemarketing teams, and advanced technology. Agencies also bring fresh insights into market trends and competitor activity.

For example, Maven TM provides B2B telemarketing services that help businesses generate qualified leads, nurture prospects, and manage inbound and outbound campaigns. By working with an experienced partner, companies can scale their sales prospecting and telemarketing efforts while maintaining a healthy, sustainable sales pipeline.

Summary