There are not many sales managers or marketers that wake up in the morning, look in the mirror, and say “Let’s conduct some webinars, attend trade shows, and place some ads in a few trade magazines this week." What sales manager and marketers do wake up and say to themselves, is “let’s get more leads."
Lead generation strategies should be taken as a portfolio so that the overall lead generation efforts can be gauged, new methods explored, and the mix modified over time based on the effectiveness of each method. The focus should be on overall lead generation and not a single tactic. It’s often said, “You get what you focus on, so focus on what you want.” This makes me think that sales managers and lead generation marketers should be investing their time and efforts focusing on overall lead generation portfolio than focusing on just one or two specific tactics.
While this approach to having a portfolio of lead generation tools might be new to some, the concept of diversification and portfolio management has been used by investment advisors for decades as a strategy to minimize risk and maximize returns for their clients. After all, isn’t that what a good lead generation strategy does—minimizes risk (and investment) and maximizes return (ROI)?