A businessman holding up a bar graph.

B2B Leads Approved by Sales How to Attract Them


Any B2B marketing executive will tell you that his or her number one priority is to produce sales leads. Through well designed inbound marketing plans, a marketer can produce a high quantity of leads provided the plan includes compelling calls-to-actions.

The problem many marketing executives encounter is producing leads that Sales will accept as viable. Often the Sales team rejects leads produced by Marketing. As a result many Marketing and Sales departments collaborate to implement a lead scoring system to agree on which leads are considered A or B based on mutually agreed upon criteria. B leads go into a nurturing process which can someday convert them to A leads.

Attracting More “A” Leads

Often the people marketers attract through calls-to-action are B leads because they are not ready to buy. They may be a general fit, but they are in the early phase of their search for a solution provider in your field. They are just gathering information about you and your competitors. Perhaps they will download your white papers, but they may not be willing to engage in a sales conversation yet because they’re still in a fact-finding or research phase.

A prospect can read your website and blog content to determine if your offering is likely to be a functional fit. But, the #1 piece of information your prospect wants to know before engaging in sales conversation is if your offering is priced in their budget.

In most cases it is NOT wise to publish your pricing model. But, for some marketers in some industries it would be wise to offer self service budgetary pricing as a call-to-action.

I recently co-hosted a webinar with Dale Underwood, CEO of EchoQuote and Tony Gonzales, Sales Director at Federal Appliance, a successful user of this lead generation technique. Below is the entire webinar recording. If you are a Marketing or Sales executive responsible for lead generation in a B2B selling environment, this webinar will be worthwhile. Click the image below to launch the webinar recording.

I should point out this technique is not a fit in all industries. It fits best if your salesforce is specialized, selling complex B2B offerings (products or services) and your sell cycles are 30 days or longer. Sample good fit industries include hardware, software, equipment, some business services.

B2B sellers that fit this lead generation technique prosper by generating leads that are approved by Sales. The result is more A leads because Sales is actively involved in approving the self service budgetary quote request. Below is a sample call-to-action used on a client’s website.

After you view this webinar, if you think this is a fit, I encourage you to start a trial. It’s easy and hassle free.

Enhanced by Zemanta






15 thoughts on “B2B Leads Approved by Sales How to Attract Them”

  1. Pingback: Tweets that mention How to Attract B2B Leads Approved by Sales : Inbound Marketing Strategies | Bernie Borges -- Topsy.com

  2. Pingback: Business Class Blog

  3. Pingback: 7 Organic Search Marketing Attributes : Inbound Marketing Strategies | Bernie Borges

  4. Pingback: The Best free classifieds Site

  5. Pretty decent put up. I just now became aware of a blog not to mention wanted to suggest who I have really really enjoyed browsing your site items. In any case I’ll turn out to be checking to all your feed not to mention Let’s hope most people be able to write ever again soon!

  6. obviously want any web-site but you will have to test all the punctuational relating to several on your reports. A number masters really are rife by means of punctuational issues and additionally Document in finding the software particularly troublesome to inform the reality however I’ll certainly can be bought again once.

  7. This may not be the ideal place to request this, but I’m trying to find a pest control company within the pittsburgh area and have no way to find out who is the most effective. I discovered this business that’s actually close to me and wanted to see if anybody has any assessments on them. Spectrum Pest Control, 3058 West Liberty Avenue, Dormont, PA 15216 – (412) 446-2802

  8. This might not be the most beneficial place to request this, but I am looking for a pest management business in the pittsburgh region and have no method to find out who is the most effective. I discovered this business which is truly close to me and wished to see if any person has any assessments on them. Spectrum Pest Control, 3058 West Liberty Avenue, Dormont, PA 15216 – (412) 446-2802

  9. I just couldn’t leave your site before suggesting that I really enjoyed the standard info a person supply to your guests? Is going to be back often in order to inspect new posts

  10. Good post. I learn something new and challenging on websites I stumbleupon every day. It’s always useful to read articles from other authors and practice something from other web sites.

  11. You actually make it seem so easy together with your presentation however I find this topic to be actually one thing which I feel I would by no means understand. It sort of feels too complex and extremely vast for me. I’m taking a look ahead on your next put up, I will try to get the hang of it!

Leave a Comment

Your email address will not be published. Required fields are marked *

For security, use of Google's reCAPTCHA service is required which is subject to the Google Privacy Policy and Terms of Use.

I agree to these terms.