B2B or Business-to-Business lead generation involves bringing compatible companies together to do business. Two companies are termed as compatible when the products/services of one are required by the other. This itself conveys the importance of business-to-business lead generation. B2B sales can play a significant role in a business organization's profit margins.
Take the example of a manufacturing business. Suppose you manufacture branded personal computers, then you will need the different parts that go into assembling a personal computer. Now obviously you would not be manufacturing each and every part yourself, so you need to buy those parts from a company that manufactures them. You would be successful in the long run if you establish long term relations with the manufacturers of the required parts. In that way you can also get the parts tailor made to suit your purposes and the supplier will have a steady business opportunity. Now look at the same situation from the point-of-view of the parts' manufacturer, supposing you are one, you will be greatly benefited if you establish long term relations with organizations that require the parts manufactured by you.
Business-to-business lead generation is increasingly being recognized for its importance and steadily growing influence. It can be done in many ways, the traditional ones being telemarketing and direct mailing which have a limited use, the popular ones being advertisements in trade publications and trade show presentations. In fact, trade shows exist mainly for the purpose of helping various businesses find compatible partners. A professionally executed presentation which informs as well as entertains would go a long way in generating vital leads which could result in profitable business opportunities. Apart from the presentation, the organization of the trade show also carries a lot of importance. A badly attended trade show or one that has the wrong people would be a complete waste of time and resources.
Trade publications which are read mostly by the industry people are a highly cost effective way of business lead generation. Advertisements in such publications reach the targeted audience. This makes trade publications a much better alternative to radio and newspapers.
The internet with its ever expanding reach and influence offers a goldmine of opportunities for B2B lead generation. Online lead generation uses various internet based techniques like direct marketing, search marketing and online banners among others. Online lead generation is growing very fast. Currently valued at $1.3 billion it is expected that in the year 2008 it will cross $2 billion.
Source : business-sales-gw.blogspot.com
2 comments:
Today B2b used for lead generation. In B2b two or many companies can take part in business. This can be possible using B2b Portal.
That’s a superb post on B2B Lead Generation. I am really happy with all of these details. Lead generation is a difficult task and getting the conversions from those leads is even harder. That’s why it is highly important to focus targeting the customers that are more interested in purchasing the services or products. I use the smm and Adwords Campaign Management services and feeling quite satisfied with the results.
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