Marketing with Mike Volpe

Mike, 
 
I think that the data says generating high-quality leads is the challenge. Many marketers would argue that they can generate leads -- no problem. In fact only 35% say high volume is a problem. But, ask them if the leads readily or easily convert into sales-ready leads -- big problem. As the survey rightly points out there's a huge challenge for generating the high-quality leads that turn into sales. 
@ArthurGermain

@ArthurGermain - Great point about quality vs quantity, I changed some of the wording in the post to reflect that.

Mike, 
 
That chart is always a good reminder for us folks who come from the B2B space. This interesting thing that seems to pop up every year is the demand for sales-ready leads and the challenge showing benefits of new wiz-bang features. Many customers we consult have challenegs in this area because many widgets are already fast enough, store enough, have the right features, etc., and companies are stuck on the hampster wheel of performance-selling. 
 
We've found a strong relation between companies who sell benefits via the economic value to the customer have less trouble creating sales-ready leads. The ones who sell performance features hard have a higher need to sales-ready leads. 
 
Ryan Malone 
SmartBug Media 
@RyanMalone