Generating B2B sales leads can be done both online - on a website or social media, and offline - industry events, cold calling or referrals. However, in addition to just acquiring new contacts, they should be properly classified - the value of a lead is determined primarily by the amount of information it contains, as this allows us to properly classify it as a hot lead, marketing lead or cold lead.
Hot leads are the most valuable contacts, which are usually quite easy to turn into final conversions, because they are people who are very enthusiastic about our product or service and almost ready to buy on the spot. Marketing leads imply interest without readiness or willingness to buy immediately. Cold leads are contacts to people who are not currently interested in buying, but we have indications that this may change in the future, so it makes sense to include them in your sales funnel and study the change in behavior.