When it comes to defining quality lead generation, remember that this is not about how good your leads can be for you, but about how good you can be for them; leads will not become clients because they can give you a good business, but because you can help them overcome their challenges or make their business easier and more profitable. Therefore, assessing the quality of business leads is about knowing them well, more than it is about knowing your business. Show your prospects you are thinking of them and they’ll reward you.

You certainly know who you want to sell your products or services to, but do you know exactly what they need, what they are looking for, how they prefer to communicate, what their challenges are and, most crucially, how your products or services can help them overcome those challenges? These are your quality business leads; the people you want to connect with and to whom you want to direct your carefully crafted sales message; and this is the ground on which your battle will be lost or won.