Generating B2B Sales Leads is harder than generating consumer leads most of the time. I say most of the time, because some things that are a common problem for all businesses can use the consumer lead generation model and be successful.
However, for the sake of this article lets assume you are selling a high end B2B product and you want to generate qualified B2B sales leads and each sale is very valuable to you.
I see this all the time and the problem here is that the business that wants to think like consumer sales leads and they get discouraged when they do not get a flood of sales leads for their consulting practice or their specialized software.
I think the first thing to say is that not all products and services are best sold on the web. In nearly all cases, the web can contribute to the sales process and can generate the occasional lead, but it will not replace a good sales force and often for these services, the lead (no matter how you got it) need fast and good followup.
Next, if your leads are worth, say $10,000 over the lifetime of the customer and you are going to have to spend hours talking to them, helping them, etc. etc to earn that money, the last thing you want to do is generate 100 low quality leads every week. In B2B Sales Leads generation, getting a couple of high quality sales leads that you can put into your B2B sales funnel is a great month.
So when a B2B client wants to generate B2B leads online, you have to look at what a good goal is. Can you generate thousands of leads in a year or are you better off with generating 20 good leads in the year? That really depends on what you are selling, but do not get confused and pursue the wrong B2B lead generation strategy because it will not be a winning situation for anyone.