7 steps to generate B2B leads

We’ve been using this “7 step” diagram with clients to help put some structure on how to approach a B2B ‘demand generation’ project. B2B lead generation and lead management potentially covers a broad range of topics – value propositions, content marketing, lead scoring, website design, Search Engine Optimization,  pay-per-click ads, social media, email marketing, telemarketing, etc.  But at heart, it’s still a question of “what am I trying to sell?” and “who am I trying to sell this to?”  Once you can answer those questions, the rest of the steps flow logically, although you may have to master some new tools to communicate effectively online.  And as we’ve said in previous posts, if you’re a B2B marketer or sales unit and you are not making use of online promotional tools then you better get started.