The great majority of B2B firms are always focused on the generation of fresh leads, but the real issue is quality rather than just quantity. You know you have made the right choices when it comes to marketing when the money rolls in and there are methods by which you can improve the overall quality of your leads and convert a greater number of them into actual sales.

One good tip is to start scoring your leads. You can assign points to every lead and make use of terms such as “cold”, “warm” or “hot” to make it clear which leads seem more likely to result in a definite sale. Each lead can also be ranked by a set of characteristics that have been pre-defined.

Allow your sales and marketing team to give their feedback on what they believe constitutes a good lead and that information can be shared between them both. The most appropriate group will then be able to take action based on the interest and fitness of the lead.