They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.


Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.


HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session

Free Assessment: How does your sales & marketing measure up?

Get Started

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Get Started
Carly Stec

By Carly Stec

Jan 7, 2015


Lead Generation
Lead Generation

The Lead Generation Advice You’re Not Taking (But Should)

Carly Stec

By Carly Stec

Jan 7, 2015

The Lead Generation Advice You’re Not Taking (But Should)

What is your ideal audience interested in? 

Do you fit the mold?

With 1 in 10 marketers feeling unhappy with their current lead generation strategies, it's clear that we're missing something.

While you've been told to blog and employ compelling calls-to-action a million times, we're afraid some truly valuable advice might have fallen through the cracks.

Don't worry. You'll find it below.

Listen more than you speak

Would you rather read 5 articles that skirt around a solution to your problem or one article so applicable to your needs that it feels like it was tailor-made just for you?

While we often feel compelled to blast out content just to remain "in the mix", taking the time to gather insights before we put the proverbial pen to the paper is well worth the wait. 

"When we talk first, the silence is filled with information we already know. When a prospect talks first, they fill the silence with information that could be very valuable to us," explains Saleforlife's David Howe.

Talk about an eye-opening concept, right?

Without a commitment to active listening, marketing messages lack substance. Not to mention, if you're looking to stand out against your competitors, it's important that your communications are personalized. 

Partner up

We've all heard the saying, "two is better than one."

While this isn't always true, teaming up with another brand to carry out a marketing campaign serves as a powerful way to increase your own credibility and visibility. 

Let's take webinars for example. While webinars are valuable in themselves, partnering with another company for a webinar serves as an even better lead generation strategy. 

Rather than rely solely on your own resources, a partnered webinar will allow you access to an entire list of untapped contacts. This means double the insights, double the promotion, and often times double the leads. 

Just be sure that you're strategic in your collaboration to avoid competing for business. Essentially you want a partner who will compliment your efforts, not rival them. 

Ask for less

Hick's law suggests that the time it takes for someone to come about a decision is directly related to the number of choices they are faced with. In other words, the more choices at hand, the longer it will take to choose. 

With that said, often times the best way to ease a visitor's decision to take action is to simplify your approach. 

To test this theory, MySiteAuditor conducted an A/B test to determine if decreasing the number of decisions to be made on their free trial landing page would, in turn, increase submissions. 

In doing so, they removed the logo, main menu, and all other additional content on the page, leaving them with nothing but a form. 

The result? Decreasing the number of options from 12 to one lead to a 25% increase in conversions

Point being, asking less will often result in receiving more.

Don't set it and forget it

Not to be dramatic, but over-automating your social media efforts is considerably worse than not showing up at all. 

Sure, it saves time, but at what expense?

"Setting it and forgetting it" is best comparable to showing up to a cocktail party, tapping your glass to make an announcement, and then showing yourself out. 

As a result, you miss out on an opportunity to gauge the reaction, further the conversation, and clarify your point. 

If you want to harness the lead generating power of social media, you need to stick around long enough to participate, answer questions, and strengthen relationships. 

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.

Related Articles

Should You Still Gate Your Content in 2024?

October 5, 2023
John Becker John Becker

Demand Generation vs. Lead Generation: What’s the Difference?

April 10, 2023
Kristen Harold Kristen Harold

35 Landing Page Examples to Inspire Yours in 2023

January 26, 2023
Ramona Sukhraj Ramona Sukhraj

Here's Why You Keep Getting Garbage Inbound Marketing Leads

December 19, 2022
Jessica Palmeri Jessica Palmeri

How To Grow Your Email List: 13 Savvy Tips To Try in 2023

November 22, 2022
Ramona Sukhraj Ramona Sukhraj

Increase Landing Page Conversion Rates With These 3 Simple, Powerful Hacks

June 2, 2022
Hannah Woods Hannah Woods

20 Tips for Optimizing Your Business Blog Articles for Conversions

April 21, 2022
Jen Barrell Jen Barrell

How To Make Each Lead Capture Form a Conversion Powerhouse

April 8, 2022
Carolyn Edgecomb Carolyn Edgecomb

The Selling 7: 5 Best Landing Page Video Examples

December 23, 2021
Zach Basner Zach Basner

Rethinking Your Approach to B2B Lead Gen, ft. Chris Walker (Inbound Success, Ep. 200)

June 21, 2021
Kathleen Booth Kathleen Booth

What is the Content Marketing Funnel and How Does It Work?

June 2, 2021
Kimberly Marshall Kimberly Marshall

What is Lead Nurturing?

May 28, 2021
Kimberly Marshall Kimberly Marshall

88 compelling words and phrases to prompt website visitors into action [Infographic]

April 24, 2021
Kaitlyn Petro Kaitlyn Petro

What is Conversion Rate Optimization? (Definition, Examples, and Tips)

March 31, 2021
Jolie Higazi Jolie Higazi

What is a good average landing page conversion rate?

March 12, 2021
Christine Austin Christine Austin

Call-To-Action Examples: 31 Designed to Earn Clicks and Generate Leads

March 11, 2021
Karisa Hamdi Karisa Hamdi

6 Reasons You're Not Generating Leads With Your Blog Content

November 9, 2020
Justine Timoteo Thomas Justine Timoteo Thomas

9 keys to building an effective landing page [Infographic]

October 3, 2020
Steve Polito Steve Polito

5 effective strategies for decreasing bounce rates on a blog article

August 25, 2020
Kevin Phillips Kevin Phillips

7 savvy tips to boost conversions in your retail e-commerce store

July 17, 2020
Pratik Dholakiya Pratik Dholakiya

6 most common lead generation website problems (and how to fix them)

January 28, 2020
Jen Barrell Jen Barrell

Facebook ads help: Why are my ads not converting?

January 20, 2020
Rachel Palmateer Rachel Palmateer

11 Best Examples of Lead Generation Website Designs

January 20, 2020
Justine Timoteo Thomas Justine Timoteo Thomas

Top 9 proven lead generation ideas you need to try in 2020

December 3, 2019
Ali Parmelee Ali Parmelee

New study reveals which Google My Business features boost conversions

November 4, 2019
Jenna Ott Jenna Ott