B2B Lead Generation: Haste Makes Waste

Companies operate to generate profits. This is an imperative fact of business. And revenues are generated from leads, which are then converted into concrete deals and used to fund the success story of the company. Hence, B2B lead generation is an extremely important part of the long term objectives of an enterprise. This certainly makes utilising one’s time to get the maximum leads a very viable proposition. And the same is being aggressively done as well. There might be very few companies who are not pursuing their hunt for leads as aggressively as others, and these are probably the ones that already have had their share of success and don’t need to search for new clients.

However, for others who are still dependent on B2B lead generation to generate revenues and progress on the path to success, getting new prospects is of paramount importance. This kind of thinking has led to companies rushing to purchase database lists and start on their initiatives as soon as they possibly can. However, it’s important to understand that speed is not the only thing that matters. Companies that have excelled at generating sales via channels like telemarketing or email marketing have a common characteristic, i.e., investing time in improving the quality of their sales pitch.

For instance, when one talks about B2B lead generation via telemarketing, there may be cases that the caller can’t get past the gatekeeper, simply because the former is not trained properly to tackle the situation when a person is stopping him/her from getting to the concerned person who can validate the lead. Coming to the case of email marketing, excessive activity might lead to the sender being blacklisted as a spammer, which would have a detrimental effect on the brand equity of the organisation. Hence, it’s essential to understand that