Marketing leads and marketing leads generation are what drive your sales pipeline.

Marketing lead generation programs are essential for the growth of any startup or small business. If you have tested and created great marketing lead generation campaigns, you know what I’m talking about.

You need to know how many leads you need to feed your sales pipeline. Do you know? You better.

If done, right you will see your email list grow and sales conversion. This is done with understanding your target audience, personas, lead magnets, email workflows, and personal follow-up.

  • Are you getting enough qualified marketing leads to reach your sales projections? 
  • Are you struggling to close the gap between your forecast and sales reality?

Are you getting enough qualified marketing leads to reach sales projections?  Are you struggling to close the gap between your forecast and sales reality?

We’ve all been through it at one time or another. You know –  the moment you’re about to sit down for lunch and your phone rings.

You answer, and you hear, “May I speak to Amanda Want-to-Buy?” asks the sales development representative on the other end. “This is an important message regarding your CRM system and preferences.”

This frustrating interruption is exactly why we’re here to discuss. 

What is a lead?

A lead is any person who indicates interest in a company’s product or service in some way, shape, or form.

Leads typically hear from a business or organization after opening communication (by submitting personal information for an offer, trial, or subscription) … instead of getting a random cold call from someone who purchased their contact information.

What is lead generation?

Lead generation is the process of attracting and converting your target audience and prospects into someone who has shown an interest in your company’s product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, lead magnets, and online content.

Generating marketing qualified leads (MQL’s) is one of the biggest parts of a marketer’s job. CEO and board are demanding more accountability from marketers.

In order to impact your company’s bottom line and help out the sales team, you need qualified leads. Are you aware of the buyer’s journey and does it map to your sales funnel? Have you gated each stage and added metrics?

If not you are going to get into trouble. This marketing leads funnel calculator will help.

How Many Leads Do You Need to Reach Your Sales Goals?

Calculate How Many Leads You Need to Reach Your Revenue Goals.

These are potential customers who are seriously interested in your products or services – people who might one day actually become customers.

How do you differentiate? When planning your marketing campaign, how can you be sure your strategy will generate qualified leads? We’ve compiled a few tips to get you started.

Learn how lead generation fits into your inbound marketing strategy and easy ways that you can start generating leads for your company.

Go Where the (Right) People Are, Your Target Audience


We’ve all heard it by now – digital marketing is HOT. Marketing leaders are using social media, content marketing, public relations, and email. 

All social media channels can be used for B2B sales through social selling. But before you jump in, you need a place to sit. Find out where your target audience socializes online and join the conversation.

When it comes to social media, most B2C businesses should focus on less formal sites, such as Facebook, Snapchat, Pinterest, and Instagram. 

Which ones you choose depends on several factors with the major one being are your ideal customers there?

Your marketing lead generation activity just won’t work with a well-defined target market. And drill down to the micro-segment within the target market.

On the other hand, for B2B companies, LinkedIn and Twitter are by far the most effective.

Get Your Target Audience with Marketing Lead Generation Programs

Make sure that your challenge encompasses something that your target market actually wants. Find out what their most pressing needs and biggest struggles are first, then create a challenge around that.

If you want to cut your lawn, would you go to a restaurant to get that done? 

We’ve all been through it at one time or another. You know –  the moment you’re about to sit down for lunch and your phone rings.

You answer, and you hear, “May I speak to Amanda Want-to-Buy?” asks the sales development representative on the other end. “This is an important message regarding your CRM system and preferences.”

This frustrating interruption is exactly why we’re here to discuss.

You want your challenge to solve a problem your prospect has.  You want them to have something at the end, whether that’s a physical result, a game plan, a specific feeling, confidence, etc.

You’re socializing where your ideal prospects network. Now what? It’s time to grab their attention and make them notice you. You can do this most effectively through content marketing. But not with just any content.

Start with a content marketing strategy that’s geared toward the people you want to draw in. This is the best way to make sure any leads you to generate through content will be quality leads. 

Ask yourself what your target audience’s pain points are – what problems do they have that you can solve through engaging and informational content?

The next step is to create unique ideas to drive more marketing leads. There’s plenty of mediocre content being created each and every day online. Don’t let yours fall into the heap with all the others. Stand out.

Help Them to Take Action with Lead Magnets

Once you’ve put yourself in front of the right people and created a content marketing strategy that will surely grab their attention, it’s time to push them along and get them to take action.

Marketing leads will start flowing if you have a call-to-action your target audience is interested in.

At Matrix Marketing Group, we try our best to give our audience what they want and when they want it. It’s a complex environment we live it. We work with B2B and B2C companies in 18 industries.

D0 you like math? I do.

We work in 18 industries, with 4 personas, and 24 products. How many potential sales funnels would I need? What did you get? Let me know here.

This is where your call-to-action (CTA) comes into play and your lead magnet. You’ve done all the work to get qualified leads to your content; don’t lose them by ignoring the importance of a good CTA. 

See our call to action below. Try it out in action.

Your CTA should be catered toward your prospect position in the buying journey. If they’re just visiting your website for the first time via a blog post, then offer them more information they might find useful (ebooks, white papers, and videos work well). 

On the other hand, if they’re further along in the process (maybe they’ve already downloaded your eBook), consider offering them a free consultation to learn more about your products.

Bonus tip: Do some research before picking what format to offer in your CTA. Does your audience traditionally prefer quick snippets of information that can be found in a guide, or are they more prone to engage in content centered around videos?

Whichever format you choose, offer it with an interesting CTA. Avoid the boring, overused “Contact us.”

Lead Generation Strategies

Online lead generation encompasses a wide range of tactics, campaigns, and strategies depending on the platform on which you wish to capture leads. We talked about lead capture best practices once you have a visitor on your website. But how can you get them there in the first place? Think content marketing, SEO (on-page SEO and off-page SEO), and social media.

Put Your Marketing Lead Generation Knowledge to Use

When it’s time to generate marketing leads, there is a multitude of marketing options to dip your toes into. But not all of these methods result in the qualified leads your sales team will love.

To reach the right people, follow the tips mentioned here. And grab the eBook below for even more.

We’re listening.

Have something to say about your thoughts on marketing lead generation campaigns? 

Share it with us on Facebook, Twitter or LinkedIn.

And when you’re ready to see your business soar to the next level, start by taking our free marketing assessment

Discovering your strengths and weaknesses is the first step toward success. 

We’re here to help!

Are you not getting the results you had hoped for with your current marketing agency? Let the experts at this Denver marketing agency help you generate more web traffic, converts more leads, and close more sales. Our team knows just what it takes to build and maintain a proven marketing strategy that drives high-quality leads. For more information, check out our marketing services or contact us to schedule a free consultation to discuss your needs and our services.

Want More Leads that Convert into Sales?

How much faster could you grow if you had more high-quality leads? How about better conversions?

General FAQ’s

What is marketing qualified lead (MQL)?

Marketing Qualified Lead (MQL) is a lead who has indicated an interest in what a brand has to offer based on marketing efforts or is otherwise more likely to become a customer than other leads.

What are sales accepted leads (SAL)?

sales accepted lead (SAL) is a marketing qualified lead (MQL) that has been reviewed and passed to the sales team for approval.

What is the sales pipeline?

sales pipeline is a management tool for sales reps and management to see the sales prospects and where they are in the sales process. 

What is lead generation in digital marketing?

Lead generation in marketing describes the marketing process of stimulating and capturing interest in a product or service to develop a sales pipeline. Lead generation often uses digital channels and has been undergoing substantial changes in recent years from the rise of new online and social techniques.

leads generation playbook

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