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On B2B Lead Generation and the Value of Prospect Incentives

On B2B Lead Generation and the Value of Prospect Incentives
No matter what strategy each business employs for their B2B lead generation campaign, one ultimate goal stands out: getting prospect information for them to become leads. Whether it’s through subscriptions forms, call to actions or downloads, marketers would use every tactic to achieve this goal. But prospects don’t just give out information – you have to persuade them to. It could be in the form of a very compelling content piece or an awesome freebie. This is the value of incentive. It’s the trade we make with prospects for them to give us what we want. The following 3 questions, shared by Eric Coffman, Research Analyst and contributor at, examine the significance of offering these incentives to prospects for B2B lead generation purposes: Do your incentives provide tangible value to your visitors? Incentives come in many forms and differing levels of value. There are two important things to consider when thinking about incentives: cost and relevance.

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