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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  January 25, 2011

Top Lead Generation Challenges

Are you having trouble getting the attention of qualified leads?  You’re not alone, according to research from RainToday.com.  Almost 1,000 business to business pros were polled and 42.1% said that “finding a strategy, tactic, or offer that gets the attention of potential leads” is a challenge.  Good to know that you’re not the only one struggling, isn’t it?

Here’s my theory:  there are TONS of opportunities to “get out there”.  Distributing our ideas is not the problem.  The real challenge is two-fold:  of all the tactics out there, which one is best for your business model and more importantly, are you being smart or compelling (which are not mutually exclusive).

What I find:  we have no idea what really works, so throwing spaghetti on the wall seems like a viable option.  The report goes onto say that we don’t measure the tactics, so… we just continue throwing.

The study also notes that many experts may not know their target market as well as they need to.  I agree:  many of us don’t go beyond demographics or — worse — think everyone is just like our favorite client.

Bottom line:  the more crowded the market is, the more we have to drill down.  On everything, such as measuring our results and knowing what’s really going on with our markets.  Perhaps this is something to change for 2011.

And speaking of drilling down, here’s a link to get the RainToday report.  (Full disclosure:  I am a contributing editor for RainToday, but don’t make a commission on the reports they sell.)


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.