In the B2B world, it’s justifiable to assume that lead generation is a subset of demand generation as lead generation comes into play once the demand is generated. Lead generation qualifies the prospects into ‘leads’ and gets them ready for the next step in the sales process.

This is commonly practiced by taking into account the movement of a prospect down the marketing funnel towards a sale or signup. This is achieved with the help of gated/exclusive content or free trials. Placing the content behind a “gate” invokes interest in the prospects by motivating them to submit forms – the information from which provides the sales team with leads that are hopefully genuine and are of higher quality, and thereby better conversion rates and more sales (are expected).

In simpler terms, lead generation converts the awareness and curiosity raised during demand generation first into interest and then to contact information of potential customers.

But is it fair to unload these unverified leads on the sales teams?

There is no way to prove that all shared details by a potential customer is true. The name, designation or the contact details can still be faux even if you get the lead to verify their email before allowing them to accessing the information / lead magnet.

How to qualify B2B Leads for your business?

It’s no secret that managing real-time inbound leads is not an easy task for in-house sales professionals who are already focused on achieving targets, increasing ROI and generating new revenue for the company.

Allocate your budget to a service provider that offers B2B lead qualification as a managed service –

• iA uses customised filters and algorithms
• Delivers Relevant + Accurate + Valid – Qualified Leads using automation and manual research

Offers marketing outreach as a managed service –

• Email – campaigns
• Tele – campaigns
• GDPR Compliant Leads

Data Analytics –

• Feedback loop to increase conversion/ROI

If you are exploring options on how to boost your business, let our experts guide you on how your company can benefit from demand and finally get to convert ROI through lead generation. For more information on how infoAnalytica can help in generating high quality leads through an outreach campaign, reach us out at inquiry@infoanalytica.com (we are known for our quick responses!)