The Importance of Lead Generation

July 15, 2020
The Importance of Lead Generation

Many businesses are struggling right now—especially when it comes to growth. Let's talk about the importance of lead generation and its impact on business growth.

The Importance of Lead Generation in Sales

Sure, many of the business struggles as of late are due to the poor economy. But many businesses are having a “lead generation” problem.

Salespeople are running out of gas because they believe they've hit the limit of people and companies to sell their products or services to.

In reality, these salespeople are likely:

  • Looking in the wrong places for new business
  • Don't have a process for qualifying/dis-qualifying leads
  • Don't have buyer personas mapped out properly

There is a common misconception that sales is just cold calling as many people or businesses as possible until you get a bite.

The truth is, finding the right target–or buyer persona–is just as important to sales as actually selling to them. The process of finding this new business is called lead generation.

Generating New Sales Leads

One of the biggest keys to a successful business is the generation of new sales leads.

A lead is a person or company that has shown some interest in the services or products that your company provides. It can also be a company or person who fits a target group for what you are providing.

Without leads, a sales team cannot be successful. Therefore, generating good leads is just as important as refining your pitch or closing well.

Generating the Right Leads

Now you might be asking, “How do I generate the right leads?”

Years ago, leads were developed by meeting people, cold calling, and purchasing lists. And as any seasoned salesperson knows, pure cold calling has its flaws. Sure, you can generate leads through cold calling and networking, but this process is very time intensive. And it shouldn't be the only lead generation source.

Thanks to advances in technology, we now have many lead generation options. In the last 10-15 years advances in technology have made it extremely easy to target and acquire ideal leads.


Social media and search engines have greatly simplified the process of generating leads. It takes a matter of seconds to find a multitude of companies and people who fit the criteria for a potential sale.

It may take some extra research to find your new lead’s contact information, and then some more time to contact them, but it will still be a thousand times faster than cold calling. It’s now possible to generate an extremely high volume of leads in a short period of time.

Think about it: by adding leads to your LinkedIn network, you are adding them to an audience of people that can see and engage with your posts.

The more leads you get, the more pitches your sales team is ultimately going to close. This is true no matter where your leads come from. For many companies, it will make sense to dedicate full time employees exclusively to working on lead generation.

Inbound marketing experts over at HubSpot have developed a treasure trove of resources on lead generation. Take a look and see if you don't find some of them useful.

What next?

Once you've started collecting some really high quality leads, you might want to learn more about running an effective prospect meeting or overcoming objections.

And of course, let's not forget the power of LinkedIn. Want to grab a tried-and-true process to help you generate sales leads using LinkedIn? Click here or on the image below to get started.

How to Generate Sales Leads Using LinkedIn
2 Tried-and-True Methods to Target, Prospect, & Close Deals Without Cold Calling
Read Now


  • Eddy - Reply

    Great post!

  • Ken - Reply

    I see many interesting posts here. Great work!

  • Dana - Reply

    Have you ever thought about writing an e-book or guest authoring on other sites? I have a blog centered on the same ideas you discuss and would love to have you share some stories/information. I know my readers would appreciate your work. If you are even remotely interested, feel free to send me an e-mail.

  • boberdoo - Reply

    Thank you a lot for taking the time for you to share such a good information. I in fact choose to reading your post.

  • Andyjacob - Reply

    Thank you for sharing this informative post about Lead Generation. Great post.

  • James Vince - Reply

    These are some absolutely awesome tips for making yourself / website into an authority on a topic as well as increasing lead generation.

    • Rebecca Smith - Reply

      Thank you for your feedback, James! We appreciate you!

  • Johanna - Reply

    Some genuinely interesting points you have written.Assisted me a lot, just what I was searching for :D.

    • Elizabeth Frederick - Reply

      Thanks, Johanna!

  • Jonathan Thomas - Reply

    Hi Erik, I really liked the article and it was definitely very informative. Many people are confused on how lead generation works and their importance towards our business, This blog would definitely help help a lot.

    • Elizabeth Frederick - Reply

      Thanks, Jonathan! Lead generation is a critical component in any sales process.

  • Jacob - Reply

    Thank you so much for providing this insightful and helpful information about the importance of Lead generation. I am looking forward to seeing more of your posts.

    • Elizabeth Frederick - Reply

      Thanks, Jacob!

    • Elizabeth Frederick - Reply

      Thanks for the wonderful feedback, Jennifer!

  • Biplab Poddar - Reply

    The buying process has changed, and marketers need to find new ways to reach buyers and get heard through the noise. Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with buyers through Lead generation.

    • Elizabeth Frederick - Reply

      Great points, Biplab! Thanks for the comment.

  • Steve Smith - Reply

    Thank you so much for providing the importance of Lead generation. Digital Marketing is the of the powerful option to generate leads. However, some portion of the leads should be generated organically.

    • Elizabeth Frederick - Reply

      Thanks so much for your comment, Steve!

      That’s a great point. Balance in lead generation is key – you want a mix of active, outbound lead gen as well as organic & passive lead gen. Each organization’s ideal balance will be unique.

  • Lara - Reply

    I don’t know if it’s just me or if perhaps everyone else experiencing issues with your website.
    It appears as though some of the text on your posts are running
    off the screen. Can someone else please
    comment and let me know if this is happening to them too? This could be a issue with my browser
    because I’ve had this happen before. Cheers

    • Elizabeth Frederick - Reply

      Hi Lara!

      Thanks so much for letting us know.

      I did check this page out in a few different browsers, and it seems to be working fine for me. Can you let me know which browser you are using? Maybe it’s one we’re not testing.

      My best,


  • Harry - Reply

    Great post!

    • Rebecca Smith - Reply

      Thanks, Harry!

    • Rebecca Smith - Reply

      Thank you, Farhad!

  • Surey - Reply

    Thanks for sharing such a great blog… From this blog I learned about the importance of lead generation.

    • Rebecca Smith - Reply

      So glad you found the article helpful!


  • Jason Jones - Reply

    The marketing process has developed, and marketers need to find new ways to reach buyers and get heard through the noise. Alternatively, getting customers with mass advertising and email blasts, marketers need now concentrate on being found and learn to develop continuous relationships with buyers.

    Best regards


    MarketJoy, Inc

    • Elizabeth Frederick - Reply

      Great points – thanks for your comment, Jason!

  • Judy Caroll - Reply

    In the realm of B2B lead generation often, has a longer purchasing cycle. Marketer’s will need to develop strategies for long-term nurturing through various tactics, including phone conversations, direct mail or email marketing. Evaluating past strategies is very important, or knowing your frail focuses could prompt an alternate point of view. Know the best strategies to augment, the right investments to make and what the future holds. They don’t naturally fall through be that as it may, it’s up to your business group to guarantee business leads make it all the way down! A strong B2B sales funnel can continually produce customers while keeping the best loaded with valuable new business leads. Correct utilization of social media could be a great edge in promoting a brand of products and services which leads to a successful business campaign.

    • Rebecca (Smith) Twomey - Reply

      Thanks for your great comment, Judy!!


  • priya - Reply

    Lead generation is very important for the success of any business. Although, companies should align with new lead generation methods to get the qualified leads. Cold calling still works but depending upon only this method would harm the business.

    • Rebecca (Smith) Twomey - Reply

      Absolutely! Thanks for your comment!


  • Archana - Reply

    You are absolutely a professional. I really like your writing style and how well you express your thoughts. Please write more. I am continually browsing online for tips that can help me i hope i will generate more leads for my business.

    Thanks keep posting

  • Jitendra - Reply

    A very informative post on lead generation. It really helped me, I look forward to your new post..!

  • Tanisha Chatterjee - Reply

    With the World Wide Web evolution, I must say that the purchase process has become much more customer centrist. Being the market leader is not enough nowadays. If you are not able to make your customers happy, then you are at a loss in your business.
    There are various other players who are small and they are constantly fighting for their consumer base. Invent strategies to bring a smile on your customers face. That is the strategy which will last in the long run.

  • Techmagnate - Reply

    Great post! Digital marketing is the best method to generate leads. Thanks for sharing informative post.

  • Varun - Reply

    Thank you for sharing this informative post about Lead Generation. Great post.

  • Sub Nutra - Reply

    Thank you for sharing this informative post about Lead Generation. I am looking for this type of blog. Thanks once again

  • Robert - Reply

    The post was very informative, thanks for sharing the post.

  • varun - Reply

    now a days lead generation is very important to every business, thanks for sharing this useful information.

  • Kirtika singh - Reply

    Great post! Digital marketing is the best method to generate leads. Thanks for sharing informative post.

  • Virginia J Campbell - Reply

    Thanks for sharing this article and explaining the lead generating process. A lot of great value!

  • Agent Success - Reply

    Excellent explanation, it’s simple & focus. Keep up the great work!

  • Profitner - Reply

    Nice post. Thanks. The article was definitely very informative. Before that, I did not understand how lead generation works, and their importance for business. This blog has definitely clarified everything.

  • Amr - Reply

    Good post but I think it should be managed better, starting with defining terms of lead generation

  • Srinivasulu Dasam - Reply

    Great Post. It shall be definitely useful for new beginners to understand the importance of lead generation online to get quality leads to see good results to start business online, Great value.

  • Susan Parker - Reply

    No doubt lead generation is critical for the growth of a business. I used LinkedIn as my main lead generation channel. I also use LinkedCamp for successful lead generation on LinkedIn.

  • Alade Binary - Reply

    It’s a pleasure to acquire knowledge from your blog, thanks!

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