Hugh Macfarlane, Founder & CEO of, writes…

Do you know how to use the internet to find B2B marketing leads? If you’re reading a B2B marketing blog, then your answer is likely a yes. But then comes the other obvious question: are the leads you find via your internet searches of the right quality? There are some great technology solutions designed to help you scour the information on the web for leads, but the biggest costs are incurred by the sales force well after the leads is landed. So how do you get a quality list of leads in the first instance?

Donato Diorio, Founder & CEO Broadlook Technologies, is a believer in assessing leads to make sure your B2B marketing and sales team doesn’t have to waste time barking up the wrong tree. And at DemandCon next week, Donato will present on techniques that help you score leads quickly, so you can get on with nurturing more quality leads, and less time clogging your Funnel with leads that take you to a dead-end. The aim is to up the quality of the lead acquisition that happens before things get to the marketing automation process.

As a “futurist, thought leader and entrepreneur”, Donato is fully qualified to point us in the right direction. For starters, he “envisioned and then created technology that could automate many of the most time-consuming research functions performed by sales, marketing and recruiting.” And Donato’s presentation is of great interest to Chuck Besondy and I, because the number of leads required to get your Funnel flowing faster is pivotal to our Funnel Plan Training Workshop.

In our B2B Marketing Training Workshop, we will lead you through the process of building an end-to-end sales and marketing plan that helps you select tactics for every stage in the buyer’s journey, and to task each tactic with a clear and measurable role.

Haven’t yet registered for the B2B Marketing Training Workshop? You can do so (and get a 15% discount!) by scrolling to the bottom of our DemandCon event information page.