B2B Lead Generation,
What is a lead?
A lead is a prospect who has been identified as a potential buyer for your products or services.
Leads express their interest by sharing their contact information, such as an email or a phone
Prospects can show interest in a range of ways. Some common ways include:
By downloading a free guide.
Following your social media account.
Completing a contact form.
What is lead generation?
Lead generation is the act of identifying the prospects and initiating their
interests so that they can be nurtured and turned into customers.
Below are the key elements of B2B Lead Generation:
. Identifying prospects that are likely to benefit from your products or
. Attracting the prospects through different marketing campaigns
. Screening prospects based on their level of interest in your offers and how .
much they match your ideal buyer profile
Types of Leads
The way businesses categorize leads vary greatly from company to company. Here are
different criteria on the basis of which B2B leads can be divided.
On the basis of purchase intent
Cold sales lead: It refers to a business that is a good fit for your product or service but
hasn’t engaged with your brand yet.
Warm sales lead: It refers to a business that has interacted with your company directly
by taking certain actions, such as filling-out contact forms.
Hot sales lead: It refers to a business that has shown a strong intent to purchase.
On the basis of different levels of sales and marketing funnel
Top of the funnel: These are the passive leads that come from
indirect CTAs on your website. For example, when visitors sign-
up for the email newsletter.
Middle of the funnel: These are the leads that show more
buying intent. These are website conversions. For example, they
may have requested a video demo.
Bottom of the funnel: These are the leads that directly request a
phone call, consultation or office visit, etc.
On the basis of the actions the leads take after the initial conversion