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Design and implement a scalable engine for lead generation, qualification and conversion across marketing & sales teams.
If there’s one thing most B2B sales and marketing leaders can agree on, it’s that lead generation is a good idea.
Most sales leaders want quality leads to follow up on, and most marketing leaders want to contribute to revenue growth and measurable impact on new customers. So why is it so difficult to get right?
Most commercial organisations struggle to get the right sales & marketing collaboration in place to truly build scalable lead engines. It simply requires a different approach than normal marketing initiatives and campaigns.
We build lead engines in close collaboration with our customers, by connecting sales & marketing teams on the activities that matter. We are not a media or creative agency but focus on the things that truly matter in complex B2B organisations.
A US-based organisation that sells to both businesses and public buyers needed to make a shift from awareness-only marketing to more impactful lower-funnel lead generation.
Based on sales data & market sizing, they had a massive potential in the market by reaching new accounts in a scalabe way. How would they capture this opportunity practically through more revenue-oriented marketing and sales collaboration?
In close collaboration with the marketing team, Kvadrant did an analysis of current marketing efforts in the US. After an initial round on strategy & sales process, Kvadrant executed lead & demand pilot in close collaboration with local sellers.
On a $20.000 pilot investment, the client generated over $500.000 in fresh pipeline, leading to scaling it significantly in 2023 and generating over $3m in the first four months of 2023, a ~4x increase from the year before.
Acquiring new customers through lead generation is a core priority in most B2B teams. Sellers always want more and better leads. Marketers are excited to get them and have a measurable impact… so why does it go wrong so often, and what can we do to fix it?
In this 200+ page book, we offer a practical guide and framework to overcoming these challenges, backed up by 10 real-world cases from companies like NNIT, Jabra, Templafy, SAS and more.
Our latest thinking, perspectives & recommendations from Kvadrant Consulting.