Visit www.brainrider.com for B2B lead generation ideas, examples, best practices, agency services and more. Recent research by the LinkedIn B2B Technology Community benchmarks a range of B2B lead generation ideas for IT lead generation based on survey results from over 800 B2B marketers. Key findings include: Top 3 successful B2B Lead Generation Ideas: 1. Optimizing your website to acquire more prospects through better conversion. 2. Search engine optimization that attracts more qualified traffic. 3. Email marketing that nutures prospect activity and qualifies their sales readiness. This quick guide looks at these ideas and provides practical recommendations on how to make them happen and links to examples

1. Better B2B Marketing Series
B2B Lead Generation Ideas for 2013
Here are the 3 best practice B2B lead generation ideas and recommendations on how to turn them into effective
marketing programs.
1. Website design optimized for prospect acquisition and nurturing.
 Create customer-focused navigation to target prospect needs and pains so they can find what they
want to know.
 Use multiple calls to action with different levels of commitment from subscribe, to download, to get a quote,
to contact us and more.
 Target each stage in a prospects decision process with customer-focused content.
 Design webpage templates that include dynamic content and lead generation sidebars.
 Design readiness qualification pages including pricing or budgeting tools.
Click Here For B2B Lead Generation Website Examples
2. Target buyer intent with B2B search engine optimization that goes beyond basic
SEO strategies to:

 Target solution keywords that are long-tail (2+ words).
 Target customer needs.
 Use meta descriptions convert qualified searches into qualified traffic.
 Match prospect acquisition offers and content to your search terms.
 Develop content themes that target valuable keyword strings and give your website more authority.
Click Here For B2B SEO Examples
3. Email marketing that nurtures prospect activity and qualifies their sales readiness
 Provide content prospects want to know at each stage of their decision process and let the them choose
what is relevant to them
 Follow-up on prospect activity immediately with relevant content and calls to action that let them qualify
their sales readiness
 Offer prospects that go cold engagement content designed to interest them rather than qualify them
 Don’t guess at drip campaign logic without supporting behaviour data. Start with simple but effective
nurturing programs and then optimize them based on in-market results
 Design templates that generate engagement and let you measure prospect activity and sales readiness
qualification.
Click Here For B2B Lead Nurturing Email Examples
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