What is B2B or Business-to-Business lead generation? it is nothing but the collaboration between two homogeneous companies. Two companies are termed as compatible when the products/services of one are required by the other. This itself should be adequate to know the significance of Business-to-Business lead generation. The worth of B2B sales can decide the fate of profitability of a company.

What do manufacturing companies do? Suppose you are in the manufacturing business of personal computers. You would naturally need to procure parts for the assembly line. No manufacturing company would make all the parts that go into a product and thus several parts are purchased from external resources. If you keep amicable business relations with the vending companies who supply you with parts, it could mean profitability for you in the long run. This can help you masking custom made parts for your business and the supplier is also happy with a steady stream of income. Now look at the same situation from the point-of-view of the parts‘ manufacturer: supposing you are one – you will be rewarded greatly if you establish long term relations with organizations that require the parts manufactured by you.

Today enterprises realize the power of Business-to-Business lead generation. While doing this taking the conventional route like telemarketing and direct mailing has its own parameters, the more used routes are ads in trade journals or trade show presentations. Incidentally, trade shows are all about bring two similar companies together. Several business cues could be obtained regarding partnerships if you make an assertive and smart presentation which not only educates and informs but entertains too. Not just the presentation, but how the trade show has been organized is also important. Poor or lack of quality attendance could be a waste of time and other valuable resources.

Advertising in trade magazines, subscribed to mainly by industry people could be a cost effective option for B2B lead generation. Such ads would easily reach the kind of people you are targeting. Thus trade journals are a far better alternative to radio and newspapers.

The internet is known for its spread as well as the kind of influence it has, so it could also offer you great openings for B2B lead generation. There are various online techniques for generating leads like direct marketing, search marketing and advertising banners, etc. The market is showing at an extremely rapid rate and the current .3 billion valuation could cross the billion mark by the end of 2009.