Generating high-quality leads is the top challenge for B2B marketers … by a mile. The latest research from MarketingSherpa shows that 69 percent of respondents see this as a significant challenge. The next one — marketing to a lengthening sales cycle – came in at a distant 39 percent. Even generating a high volume of leads only attracted the attention of 35 percent of the survey’s respondents. Competing for leads across multiple media environments ranked last at 27 percent.

What does this mean for you?

Quality matters. Period. The top priority for solution providers needs to be lead quality — there’s no substitute for delivering a qualified, interested prospect on which you have plenty of intelligence to your sales team.

[Source: MarketingSherpa]