6 B2B Lead Generation Mistakes (And How to Avoid Them!)

B2B lead generation is a process of identifying and qualifying potential customers for your business. It is a critical part of any sales and marketing strategy, yet it is often overlooked or not given the attention it deserves. There are many common mistakes that businesses make when generating leads, which can result in wasted time and resources, as well as lost opportunities.

In this article, we will discuss the most common B2B lead generation mistakes, and how to avoid them.

1. Not Defining Your Target Audience

One of the most common mistakes businesses make when generating leads is not taking the time to define their target audience. This can result in wasted time and resources spent on marketing and advertising to people who are not interested in your products or services. When defining your target audience, it is important to consider factors such as age, location, gender, interests, and income level. By doing this, you can ensure that your marketing efforts are focused on the right people, and you are more likely to generate leads that convert into customers.

2. Not Nurturing Your Leads

Another common mistake businesses make is not nurturing their leads. Once a lead is generated, it is important to follow up with them in a timely manner and provide them with additional information about your products or services. This can be done through email marketing, phone calls, or even personal visits. By nurturing your leads, you can build relationships and trust, which can eventually lead to a sale.

3. Not Creating Compelling Content

In order to generate leads, you need to have compelling content on your website or blog that will persuade people to want to learn more about your business. This content can be in the form of articles, infographics, videos, or even e-books. It should be informative and interesting, and it should be able to capture the attention of your target audience. Without compelling content, you will not be able to generate leads or convert them into customers.

4. Not Promoting Your Content

Once you have created compelling content, you need to make sure that it is being seen by your target audience. This can be done through various marketing channels such as social media, email marketing, and pay-per-click advertising. If your content is not being promoted, then it will not be seen by your target audience, and you will not be able to generate leads.

5. Not Measuring Your Results

One of the most common mistakes that businesses make when it comes to lead generation is not measuring their results. Many businesses do not track their leads or measure their conversion rates, which makes it difficult to determine what is working and what is not. Without measuring your results, you will not be able to improve your lead generation strategy or increase your conversion rates.

6. Not Creating a Lead Magnet 

A lead magnet is an incentive that you offer to your target audience in exchange for their contact information. Lead magnets can be anything from eBooks and white papers to free trials and coupons. If you do not have a lead magnet, then you will not be able to generate leads.


There are a few common mistakes that business-to-business (B2B) companies make when generating leads. First, they fail to target the right audience. Second, they use outdated methods to reach potential customers. Third, they rely too heavily on one lead generation channel. And fourth, they don’t measure their results.

To avoid these mistakes, B2B companies should target their ideal customer, use a mix of modern and traditional methods to reach them, and track their progress along the way. By doing so, they’ll be able to generate more leads and close more sales.

If you are looking for assistance with B2B lead gen, come to WhoKnows. We create tools and solutions with the aim of making business function better and employees more successful. Whether it’s sharing knowledge across a large enterprise organization, helping someone get a promotion, or helping businesses sell faster, we’re always looking for ways to innovate uniquely.

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