The folks at RainToday.com are selling a quite interesting piece of research on what’s working (and not) for lead generation programs in professional service firms. These are the top ten questions answered by the study according to the firm’s propaganda:

1. What tactics are most effective in generating qualified leads for professional services businesses?
2. What do "good" and "excellent" lead generation companies do that others do not?
3. Which tactics and offers are professional services firms planning to utilize in the next few years?
4. How do other firms make cold calling work to generate new, qualified leads?
5. How much are your competitors spending on lead generation and marketing?
6. What tactics are most effective to generate qualified leads (and how do you make these tactics work for you)?
7. What would your peers and competitors be doing if they had an extra $100,000 to spend on their marketing and sales efforts?
8. How does your industry differ from others – what are the top
   tactics, which ones work best, and how are your challenges different
   from the rest?

   (Special bonus section with
   industry data for Accounting, Architecture / Engineering /
   Construction, Financial Services, HR Consulting, IT Services, Law
   Firms, Management Consulting, Marketing Firms, Training, Executive
   Education, & Coaching Services)

9. How does your company’s brand influence its lead generation efforts?
10. Which offer is most likely to be effective – an introductory/consultative sales call, an eBook, a free trial, or a white paper?

I haven’t actually seen the study but based upon the executive summary and background of the firm, it looks like it is well worth the money.

FOR MARKETING MANAGERS ONLY: Free 3-Day Pass to vSente’s Armory – Tool, techniques, wizards and manuals. Create a more effective and accountable
marketing organization. Convert your MARCOM department into a ROI
driven revenue engine. Also, click the links for information on our campaigns and workshops.