Short read from CommsTrader with some good lead-gen tips. Keep in mind that the channel doesn't matter if your audience isn't there, just like the messaging doesn't matter if it doesn't speak to your audience. Having an unequivocal understanding of your buyer and their needs and tendencies is the best way to succeed.
Only 13% of B2B companies describe their lead generation as very successful. Learn more by reading this article from Fourth Source.
"55 percent of B2B buyers say they search for product/vendor information on social networks." Check out this article from Chief Marketer.