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Targeting Your B2B Lead Generation
When searching for leads to buy your products or services, you want to find those companies who have a problem for which you have the solution. How do you go about finding those companies and how do you find the level of contacts you need from within the companies?
I’ve added an article to my website about the process of targeting your lead generation:
- Rank current customers
- Add information about each customer
- Determine likely prospects
- Target lead generation by market or geography
- Research the media they use
- Focus on B2B marketing vehicles
Read the full article: Lead Generation: Targeting your B2B lead generation
One of the big mistakes that I see when companies are trying to target and develop their lead flow is disagreement among the key parties regarding what really constitutes a lead. To salespeople often – everything looks like a lead that could become a sale…um…someday…hey man…it’s my brother’s cousin…I mean my cousin.
What looks like a sales lead to the sales team, marketing team…and CEO are often very different things. Get agreement and sign-off before you get started on campaigns and spending money.
Posted by: TheCEOMarketer | Aug 3, 2006 at 2:42 pm
Good point. I have an article on that very subject on my Website: [Lead Generation: Do you know qualified leads when you see them?](http://www.sales-lead-experts.com/tips/articles/qualified-lead.cfm)
Posted by: Mac McIntosh | Aug 3, 2006 at 3:41 pm
Mac,
Very interesting post, thanks for your thoughts. I’m based in Europe and it is particularly difficult to get detailed lead generation contact information here. Do you have any experience of sales lead generation in Europe? Do you plan to write any articles on it?
Regards,
Mike.
Posted by: RidgeSalesLeads | Nov 13, 2007 at 11:00 am
Mike,
Yes, I do have experience with lead generation in Europe. I’ll give some thought to writing an article on the subject!
Posted by: Mac McIntosh | Nov 15, 2007 at 12:02 am
Maybe try a web service that reveals the company name of the visitor.
At the same time these services will provide the origin of the visitor (on the web and possible on the globe), the page visit data and the number of unique visitors by company.
Combining this website visit data with information on the company available on the Internet as visitor qualification as lead is possible.
Interested in such web services: Google “Website visitor identification”
Posted by: John Stewart | May 6, 2008 at 7:41 am
Traditional methods of sales prospecting can work under some conditions. This is an ever changing world and there may be more suitable methond today.
Prospecting doesn’t have to be difficult. I hate cold calling and now I have people interested in my business calling me every day.
Posted by: Joe Cavell | Jun 26, 2008 at 11:34 am
Dear Mac
Excellent post. Thanks for your thoughts.
Posted by: Pankaj | Jul 5, 2011 at 6:18 am