Sales prospecting or B2B lead generation?

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In B2B businesses, lead generation and customer prospecting strategies have gained considerable popularity over the past few years, especially since buyers have access to many solutions and vast amounts of information to guide their purchasing decisions.

But which of the two actions is better, sales prospecting or lead generation? Let's clarify the doubt.

Differences between sales prospecting and lead capture
Generally speaking, a B2B lead is any representative of a company rcs data lebanon has shown some kind of interest in the product or service we sell and has provided their contact information. In other words, it is a sales lead.

In this way, lead generation refers to the different marketing actions aimed at attracting potential customers, such as delivering valuable content in exchange for completing a web form.

Prospecting is very similar. It refers to the strategic process aimed at attracting highly qualified potential clients , that is, generating new and real sales opportunities.

But it is not limited to marketing alone, and involves different stages of sales prospecting, such as:

Active search for leads or potential clients.
Rating them to determine if they fit the buyer persona profile.
Consolidation of a database of qualified prospects.
Prospect tracking.
In this sense, we have different types of sales prospecting, such as scanning internal databases, data analysis on technological platforms, consulting external databases such as those of associations, marketing actions and direct prospecting.

In a way, lead capture is part of the first stages of sales prospecting, because a lead obtained does not necessarily match the qualified prospect we are looking for. In fact, this is one of the great challenges in prospecting and lead capture strategies.

When talking about how to feed the B2B sales funnel with good sales opportunities , it is said that it is not enough to have a broad base of leads without segmentation or qualification. The chances of success increase when we manage to detect the decision makers and determine if there is a real interest in the business.

Which of the two strategies is more important?
The answer is simple: both. Lead generation, at its most basic, represents an important source of potential clients that, through strategic prospecting, will be qualified with a focus on the qualified prospect.

In this way, we will avoid working with very large databases without segmentation, one of the common mistakes made by B2B companies when prospecting, which allows us to increase conversion rates.

Regarding when to implement sales prospecting , we must say that it must be done as soon as possible and the strategy must be maintained continuously over time. Lead generation strategies, on the other hand, must be implemented to the extent that this process requires it.

In this regard, it is important to keep in mind that, according to data from the Sales Performance Optimization study by CSO Insights , almost 40% of sales leaders say that optimizing lead generation so that salespeople can prospect better is their top priority to help them achieve revenue goals.

At We-Prospect we are experts in different types of sales prospecting and lead qualification , using advanced Big Data and data intelligence methods. This is why our methodologies guarantee high effectiveness margins.