Leads Velocity: Another major challenge in a B2B market is to produce consistent amount of leads to enter further stages of sales process. The process has to be ongoing to build a healthy sales pipeline thereby closing deals for the company.

Leads Variety: To generate b2b sales qualified leads from multiple industry verticals and from different geographies is much easy than to generate them across one. One needs to have the focus on the service lines they want to first focus followed by the industry verticals and geographies. Your product/service offerings must compliment the needs of multiple verticals.

Leads Volume: When the firm is in expansion mode, the requirement of the lead count increases to close more deals, so the roadblock is how to generate voluminous b2b sales leads from different geographies across different industries. The solution lies in the fact that the eco system has to be large and the outreach has to be timely and frequent.

Reaching Decision Makers: To identify and reach out to key decision makers is a critical step that most of the businesses has to figure out and define in order to run campaigns and strategize the management moves.

Enabling sales support: It is much more important to align and train your inside sales team with the process of b2b sales qualified lead generation process to achieve the ultimate goal of building healthy sales pipeline.

An innovative approach to review the features of a Sales Qualified Lead:

Having discussed about definition of leads, we need to have a clear understanding of a sales qualified lead based on BAIT Principle:

Budget (B): Budget plays an important role in deciding a lead criteria. It is not important to figure out how much a lead is willing to spend while engaging with you, but instead the revenue of the company or funding the company has got in the financial year helps to estimate their allocation of budget.

Authority (A): Deciding on the fact that who has the prime authority to engage helps you to save time in your research and smoothens your b2b lead generation process. This also determines that you are reaching out to the profiles holding decision making powers.

Interest (I): Qualifying a lead only on the assumption that there will be a need is not a positive approach. Knowing that the lead has an interest in the services offered by you qualifies a lead and hence chances of healthy engagement starts hereon.

Time (T): A lead must have the time to understand your services or listen to you as in the package you have to offer to them. Time is important factor as it shows the level of interest and his involvement in your company offerings. We must understand the fact that the decision makers find it very hard to slot time to listen to your services, therefore it is important that respecting his time we aim to showcase our services and make the demo short and crispy.

To know more about the subject, contact the author, Alpesh Kumar (alpesh.kumar@movingdneedle.com) Head Marketing at movingDneedle, a leading b2b lead generation company.