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Build your customer base with Technology customer lead list - Gilbert

July 15, 2021

What is B2B Lead Generation,

B2B lead generation is the process of identifying the ideal customers for your product or service, then attracting them to buy. It is an essential activity for B2B sales and marketing teams.
This knowledge hub contains several resources that will help to explain the importance of B2B lead generation and provides practical advice for getting it started at your business today. Use the links below to navigate around this page.

Marketing Verified leads

Marketing-qualified leads, or MQLs, are leads who are deemed very likely to become a paying customer. The qualification is based on the engagement that the MQL has had with your business’s marketing efforts.
• Repeatedly visiting a page on your company website.
• Filling out a form or multiple forms on your company’s website.
• Downloading a piece of content that your company has produced.
• Signing up to attend one of your company’s events or webinars

Sales Verified Leads

Sales-qualified leads, or SQLs, are MQLs who have progressed along the funnel and are deemed ready for engagement with your sales team. To be designated as an SQL, the lead must have shown intent to buy your company’s product or service.

It can be expressed in several ways:

• During a telephone conversation with a member of your sales team.
• By indicating their interest in an email or LinkedIn message.
• By requesting more information about your company and offering.
• By asking to be shown a demo of your product or service.

How is B2B lead generation conducted?

B2B lead generation is conducted through a variety of sales and marketing activities. In this section, we will provide definitions for each of the most common ones.
In sales, B2B lead generation is carried out through a process called B2B outbound. This process includes:

• Cold calling – SDRs telephoning B2B leads, explaining the benefits of their product or service, and qualifying the lead for future engagement. Can be done manually or through automated technology.

• Outbound email – SDRs contacting B2B leads via email in the hopes of striking up a conversation. Outbound email is usually managed through email automation platforms.

• Social selling – SDRs following B2B leads on social media, engaging with them, and developing relationships over time. In the B2B space, the major social media network is LinkedIn.

• Sales cadences – the combination of all of these techniques is known as cadence. Most SDRs deploy cadences to increase the chances of a B2B lead responding.


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