The series “How To Do B2B Lead Generation For Your SME” is created to help you understand the b2b lead generation process and its structure. Ultimately, to help you gain prospects for your business. We started the series with Part 1, where we discussed about creating an Ideal Account Profile (IAP). Then we moved on to Part 2, where we discussed the steps of a successful B2B lead generation process. Today, in Part 3, we will discuss about Warm Leads and why they’re better to work with than cold leads.

If you want to sell your product successfully, you need to follow up with your leads and nurture them. The warm leads that you’ll acquire as a result of your b2b lead generation process already expressed their interest in your product or service. These prospects want to learn more about your product or service, and that’s why they are a much more valuable asset than cold leads.

Why are warm leads preferable for your business?

Let’s be real, nobody wants to be sold aggressively after 5 minutes of conversation. People hate that. If you decide to do that to your cold leads, eventually, they will walk away from the conversation and move their business elsewhere.

That’s why warm leads are preferable for your sales success. Successful small and medium enterprises (SME) rely heavily on warm leads in order to form a relationship with potential clients. Trust is the biggest factor that makes a person decide whether or not they want to purchase from you.

Ideally, warm leads already made a contact with your sales team or your marketing efforts and are familiar with your brand. So, closing a sale with a warm lead should come naturally for your sales team.

They bring more conversion

Like we said above, warm leads are easier to convert into customers. Your business already established a connection with the lead. That is the key why the prospect will listen to your offer and accept it eventually. The warm lead actually wants to invest time to know your company and your product. On the flipside, a cold lead can close the conversation immediately.

The fact above creates better working conditions for the sales team. This creates an additional layer of confidence for salespeople and with that, they are ready to understand the prospects better and convert them into customers.

Your business can blossom and grow faster if you decide to spend your money on warm leads. This is the right move because of the high conversion percentage that the warm leads have. Even if you have 10, or 100 of cold leads, your chances for conversion are slim. But, on the other hand, if you have 10 warm leads, you will be able to convert at least one of them.

How can you spawn more warm leads for your business?

Your business gets leads from different places. You have a website, you go to events and trade shows, you do advertising, etc. But, how can you find warm leads successfully from your sources? You need to learn how to qualify a warm lead to do that.

In order to qualify a warm lead, you need to have your criteria sorted out first. Remember the criteria that we talked about in Part 2 of this series? Well, your warm lead could be missing one or two or those criteria. But, what makes them a warm lead is the need that they have for your product and their desire to work with you. Those are just two of the most important criteria that qualify a warm lead.

You need to nurture these leads and you will be pleasantly surprised how easy they are to convert into customers.

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So there you have it. With this blog post, we end the series “How to do b2b lead generation for your SME”. We hope that you learned what b2b lead generation is all about and the structure of a successful b2b lead generation process. If you have any additional questions on the b2b lead generation steps, drop us an email on and we’ll be more than happy to answer them and help you in the process.

As a startup, you need to think long-term and acquire customers that will prove profitable over a lifetime. You need to position your business in the most profitable space in the market and create a huge demand for your product. Alone you’ll spend a huge amount of time on research, digital marketing, testing, and content creation to reach the right leads. You got to ask yourself if you’re experienced enough to do it in your startup phase.