We already saw in the previous article the difference between MQL vs SQL, where a Lead is defined as a company / decision-maker expresses interest in acquiring our product or service. We also saw that there are several types of Lead, which, what interests us most are those qualified leads or also called hot leads, since the probability of generating transactions and converting them into customers is high. But, how can we obtain leads adapted to our business (B2B)?
Channel management is the process by which you make your products or services get to the final customer. This process can be very simple, when the manufacturer sell directly to the final costumer; or it can be a lot more complex, when it involves wholesalers or resellers, for instance.
Holding a real-time event or corporate workshops is a proven lead generation strategy for IT companies. And one of the main reasons why this is a trend is that it facilitates the explanation of the advantages of using its solutions. The company can present all the advantages in a more practical and clear way; characteristics and contours of the problems you want to solve and how your solution proposal may fit.