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How B2B Lead Generation Has Changed Over The Years


The methods for lead generation in B2B have changed significantly over the years. There was a time when businesses could generate leads through print advertisements, cold calls, or trade shows. Although this technique still works in some cases, but today, things are very different. With the advent of the internet, things have changed dramatically. Now, businesses need to use a variety of online methods to generate leads that they can convert into sales. 


Technology has disrupted the traditional sales process, and  B2B buyers are more likely to do their own research online before making a purchase. As a result, inbound marketing and lead nurturing have become more popular, and cold calling is becoming less common. Here is a brief history of how B2B lead generation has evolved over time:

  1. Rise of print

    Print advertising is one of the oldest forms of B2B lead generation. Print has been around for centuries, and in the early days of B2B lead generation, print advertising was one of the primary ways to reach customers and generate interest in a product or service. Despite the rise of online marketing and electronic communication, print is still proving to be an extremely effective way to reach potential customers. 

    Many businesses still rely on print to generate leads due to its ability to target specific demographics and create a sense of authority and trustworthiness.
  1. Mass media

    The Industrial Revolution and the rise of big business led to an explosion in advertising in the 1900s. Mass media has been used for B2B lead generation since the early 1900s. Radio, television, and newspapers were among the first forms of mass media to be used for this purpose. 

    With the invention of the radio and then television, businesses were able to reach a much wider audience to generate leads. This marked a shift in the way that businesses operated and opened up new opportunities for marketing and sales. Today, mass media is still used for B2B lead generation, but there are now many other channels available as well. 

    With the rise of phones, cold calling became easier. Not only could you call people from your phone book, but now they’re also accessible on their devices! Phones have made it easier than ever to generate leads by simply calling people who may be interested in what you have to offer.
  1. The rise of the internet

    The internet has revolutionized almost every aspect of our lives, and B2B lead generation is no exception. In fact, the internet may be the most important tool for B2B lead generation today. In the past, businesses would have to rely on methods like cold calling or mailing lists to get their message out to potential customers. But with the internet, businesses can reach out to potential customers directly through websites. 

    This has led to a surge in B2B lead generation online, as businesses can target potential customers more effectively than ever before. As a result, it is now more important than ever for businesses to have an effective online marketing strategy in place.

    There are many ways to use the internet to generate leads, from website optimization to search engine marketing to email marketing. Each of these techniques can be used alone or in combination with others to create a powerful lead generation strategy. 
  1. Mobile and social media

    Lead generation has always been a critical aspect of business, but in today’s digital age, it is more important than ever. And while there are many ways to generate leads online, smartphones and social media networks have changed the game over the past decade.

    No longer are businesses just reliant on the leads that come through their door or over the phone. With the advent of social media networks and smartphones, businesses now have new and innovative ways to generate leads. This allows businesses to connect with more customers in a much more cost-effective manner. 

    This shift has changed how businesses approach lead generation, and it is important to understand how these technologies work to take advantage of them.


In today’s competitive market, it is crucial to have a marketing system that drives high-quality leads at an affordable price point.


With the FunnL Lead Recommendation Engine, you can receive high-quality leads with artificial intelligence (AI) powered algorithms which generate highly qualified prospects based on your specific needs as well as those of your business vertical. 


If you’re looking for high-quality prospects that are ready to buy from your company, we can help get them into your pipeline with just a few clicks. Contact us today to find out how we can generate the perfect batch of qualified business prospects for your B2B company!

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