Lead generation brainstorming?

[TyBrown]

Hey there,
Was hoping I could pick some warrior brain.

My dad is VP of a sales training company and they are looking to get more leads.

With my own online businesses I'm very familiar with how to get leads because my leads are private consumers. For example, one of my projects is a dog training website and it's simple to use CPC, articles, videos, etc. to drive targeted traffic.

I was wondering if any warriors out there had some more specific strategies for getting targeted leads of big companies? They are selling high end sales training to mid sized companies all the way up to fortune 500 companies. The buyers would be HR managers, sales managers, training managers, etc.

Any ideas for targeting those buyers? I'm sure there are several strategies that I'm using that would scale to this type of company but I'm also willing to bet there are strategies specific to this type of sale.

Ideas? Thanks all.

[MikeGriffith]

Don't reinvent the wheel. Article marketing works great for me. And it's practically free. There's hardly a better way to bring targeted leads to your business than writing articles that include links back to your site.

[TyBrown]

Does anyone know if there are any CPA networks for B2B?

[MissEvonne]

What about a Video page describing the training that could be sent to the companies they are targeting?

[George Wright]

I would suspect that many of your potential customers are not searching online for this type of service.

You would find many customers attending local business breakfasts, Chamber of Commerce meetings, etc. They usually welcome presentations with a Q and A session at the end and of course business cards are exchanged.

From there referrals from satisfied customers kick in especially when you ask for referrals.

George Wright

[GavinStephenson]

Provide as much value as possible upfront for free. This will open the door to a flood of prospects. Now that you have a database you can work on converting them in to sales

[Hafiz Zo]

yes... give the most value for your prospect...

[thomashoi]

I'm surprised no one mention the word "FREE"

No matter who your customers are, they are humans and emotional and
one of the things they cant miss is FREE trial, free training free ... whatever...

Now, because these MNC don't trust you so you got to give them something free
and high quality to build trust...

For the online part, you should write some articles on your training to build up
your reputation and authority.

For the offline part, submit articles to magazines and then put your website link.

Your website should contain some free stuff, like discount on training or FREE trial
training which the prospects need to give their contact details to exchange for these
free stuffs.

hope these helps....