Webinars have been a B2B lead-generation staple for years, and despite predictions of fatigue, they remain effective in 2026 — when done well. The webinar lead-gen playbook has evolved, though, and approaches that worked five years ago underperform now. This article explains what makes webinars work as a lead channel today and how to run …
Account-based marketing (ABM) and broad lead generation represent two fundamentally different philosophies of B2B demand generation — one targeting a defined set of high-value accounts deeply, the other casting a wide net for volume. Neither is universally better; the right choice depends on your business stage, deal economics, and goals. This article compares them and …
“Cold email” and “lead generation” are sometimes used as if they’re the same thing, but they’re distinct approaches with different legal footing, tactics, and economics. Confusing them leads to compliance risk and strategic mistakes. This article clarifies the difference and compares the two across the dimensions that matter. The fundamental distinction The terms describe different …
When you pay an agency or vendor for leads, “we’ll deliver quality leads” is a promise with no teeth unless it’s written into a service-level agreement that defines quality and specifies what happens when leads fall short. A lead-quality SLA is the document that holds a lead provider accountable. This article explains what a lead-quality …
“When will we see results?” is the question every B2B lead-generation program faces, and impatience kills more campaigns than poor execution does. Lead generation produces results on a timeline shaped by your sales cycle, channel, and goals — and understanding that timeline prevents the premature cancellations that waste the investment. This article lays out realistic …
Content syndication is one of the most established B2B lead-generation channels — and one of the most misunderstood. Done well, it produces qualified leads at predictable cost; done carelessly, it fills your CRM with contacts who never asked to hear from you. This article explains what content syndication is, what it costs, what it returns, …
LinkedIn Lead Gen Forms promise frictionless B2B lead capture — a prospect taps an ad, and a form pre-filled with their LinkedIn profile data appears, requiring just a tap to submit. The convenience is real, but so are the tradeoffs. This article explains how LinkedIn Lead Gen Forms work, their genuine advantages and drawbacks, and …
MQL and SQL are among the most-used acronyms in B2B, and among the most loosely defined. When the definitions are vague, the marketing-to-sales handoff breaks down — marketing passes “qualified leads” that sales rejects, and everyone blames everyone. This article defines MQL and SQL operationally, in terms specific enough to actually use. What MQL and …
“What should a B2B lead cost?” is one of the most common and most frustrating questions in marketing, because the honest answer — “it depends” — isn’t satisfying. But CPL benchmarks do exist in usable ranges, and understanding what drives them helps you judge whether your cost per lead is reasonable. This article explains realistic …
“Lead generation” means different things to different people — and the gap between how marketers and sales leaders define it causes more friction than almost any other term in B2B. This article defines online lead generation clearly, reconciles the marketing and sales perspectives, and explains what a lead actually is in operational terms. What online …