Professional Services Lead Generation Campaign
The Challenge
A professional services firm specializing in corporate consulting was struggling to generate a consistent flow of qualified leads. Their existing lead generation efforts were producing inconsistent results, and their sales team was spending too much time on unqualified prospects.
They needed a systematic approach to lead generation that would deliver a steady stream of high-quality leads while reducing the cost per acquisition.
Our Approach
Audience Segmentation
We developed detailed buyer personas and segmented the audience based on industry, role, and buying stage.
Content Strategy
We created targeted content assets for each stage of the buyer's journey to nurture leads effectively.
Marketing Automation
We implemented automated workflows to deliver the right content to the right person at the right time.
Lead Scoring
We developed a sophisticated lead scoring system to prioritize sales follow-up based on engagement signals.
Implementation Details
LinkedIn Advertising Campaign
We developed a targeted LinkedIn advertising campaign to reach decision-makers in specific industries.
- Created custom audience segments based on industry, company size, and job title
- Developed industry-specific content offers to drive form submissions
- Implemented A/B testing for ad creative and landing pages
Lead Nurturing Workflow
We built a sophisticated lead nurturing workflow to move prospects through the funnel.
- Created a 6-part email sequence with targeted content for each buyer persona
- Implemented behavioral triggers to adapt content based on engagement
- Developed case study webinars for mid-funnel prospects
Lead Scoring System
We implemented a comprehensive lead scoring system to prioritize sales follow-up.
- Assigned point values to different engagement activities (email opens, clicks, form submissions)
- Created automated alerts for sales when leads reached qualification thresholds
- Integrated with CRM to provide sales team with engagement history
Results
Qualified Leads
Cost Per Lead
Lead-to-Sale
Revenue Growth
Timeline
Results achieved within 90 days of implementation.
Key Learnings
Insights from this project that can be applied to similar challenges.
Persona-Based Content Works
Content tailored to specific buyer personas generated 3.2x higher engagement than generic content.
Lead Scoring Improves Efficiency
Sales team reported 68% less time spent on unqualified leads after implementing the scoring system.
Multi-Channel Approach is Key
Leads that engaged across multiple channels (LinkedIn, email, webinar) converted at 2.4x the rate of single-channel leads.
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lead generation strategy?
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