When talking about money, it’s important to keep in mind what ultimately makes a business run. From a sales and marketing perspective, the economics of generating revenue in the B2B market are quite simple: You must spend money to make money, although some business…
While most salespeople cannot find their own leads effectively, even if a sales team does its own prospecting successfully and consistently, they’ll still suffer from what’s known as the “breakage” problem. The breakage problem is, generally speaking, the loss of concentration, focus or aptitude…
Genuine lead generation takes time and costs money simply because a qualified lead often requires that the prospect express a desire to take action (e.g. talk to you). Going from a list of names (which may have cost something to acquire in the first…
Because there is so much confusion in the market about this, we need to talk about the definition of a sales lead. We will go into this in greater depth later, but it is important to define a lead in the context of the…
In its simplest form, lead generation in the B2B market is the process of identifying suspects, getting their attention and initial interest, qualifying them as potential buyers, and then getting them to want to engage in a serious conversation about doing business together. This…
At LeadGen.com, we are willing to concede that the definition of a “sales lead” has been irretrievably ruined. And so, for our purposes, we use the term “qualified sales lead,” which we define as: A decision maker (or strong decision influencer) who has a…