That is, working with incoming traffic

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By size of business or purchases
In some companies, B2B sales are divided by business or purchase size, as sales formats for segments differ greatly. This is typical, for example, for banks.

Let's imagine a situation: a company sold only in large wholesale (literally by the truckload), and now wants to move into small wholesale. This will require opening a new sales department, as well as the help of contractors who know and understand the "rules of the game" and the behavioral characteristics of sellers and buyers. Otherwise, sellers who are used to shipping goods in tons will simply dump incoming leads.


On the mechanics of getting leads
These include:

Cold sales. No, the age of cold sales is not over: in some russia consumer email list niches (the same sale of goods for industrial and business activities) they work.

But in B2B sales, it makes sense to use this type of sales only if the referred client is assigned to the specialist who found him: as practice shows, attracting a large client will require a lot of effort, and the first order of an individual entrepreneur can be equivalent to an order from a major player in the market.

Warm sales.
And, perhaps, these will be applications for a product for which the client has already managed to collect or receive basic information: scope of work, cost, characteristics, etc.

For example, here at Kompleto we sell our comprehensive SEO promotion service: those who contact us already have a rough understanding of what we can offer, all that remains is to specify the input and needs of the potential client in order to adapt the offer to them.