Lead Generation on the Web

Resources

Books and CDs

Marcus Shaller's The Lead Ladder (McGraw-Hill) is a very short book that provides a huge amount of insight into the lead generation process. It changed my entire process for getting, prioritizing, and converting leads. Although he doesn't talk too much about online lead generation, his very readable narrative walks you through the entire process step by step.

Bob Bly's The Lead Generation Handbook (American Management Association, 1998) is a bit dated, but the good news is that he has a new CD series on lead generation available on a special web site (OK, it is a landing page!) at http://www.theleadmachineonline.com.

Tim Templeton's The Referral of a Lifetime (Berrett-Koehler Publishers) is another short book that walks you through a great way of identifying, categorizing, and communicating your contacts in such a way that you never run out of business. Again, not directly related to online lead generation, but a great book nonetheless.

Bradley Sugars' Instant Leads (McGraw-Hill) is also pretty short, and really helps you identify your purpose in lead generation and create a repeatable system for success.

Web Sites and Blogs

Brian Carroll's B2B Lead Generation blog is chock-full of very good information.

http://blog.startwithalead.com/

Find out which lead generation tools people are using in their B2B efforts.

http://www.directimpactnow.com/leadgentools/

Click the link below to look at this graphic from MarketingSherpa that shows how different types of lead generation ...