Browse Definitions :

BACKGROUND IMAGE: iSTOCK/GETTY IMAGES

This content is part of the Essential Guide: IT channel sales and marketing strategy for the digital era
Definition

lead generation

Lead generation is the use of a computer program, a database, the Internet, or a specialized service to obtain or receive information for the purpose of expanding the scope of a business, increasing sales revenues, looking for a job or for new clients or conducting specialized research. Leads can consist of the names and addresses (or e-mail addresses) of individuals, corporations, institutions or agencies. Lists of leads can be gathered or filtered from targeted databases such as telephone and Internet directories.

On the Internet, Web sites and search engines can be excellent sources of leads, although the process can be time consuming. Web sites, such as TechTarget.com, have evolved for the specific purpose of making it easy for personnel to obtain leads. Companies have emerged that specialize in lead generation for a fee. They perform the research, and then provide the client with a list of leads. Services of this kind have been used by insurance companies, real estate agents, wholesalers, marketing firms, private investigators, research scientists and educational institutions.

Several vendors offer computer programs designed to assist businesses in lead generation. Ethics are an important consideration in the choice and implementation of such programs. The use of spyware, Trojans or other intrusive means of gathering information without the knowledge or consent of targeted individuals or entities is frowned upon. Mass unsolicited e-mail advertising (or spam) is also considered unethical by many, and it can result in electronic blacklisting.

See a video introduction to lead generation:

This was last updated in February 2016

Continue Reading About lead generation

Start the conversation

Send me notifications when other members comment.

Please create a username to comment.

-ADS BY GOOGLE

File Extensions and File Formats

Powered by:

SearchCompliance

  • compliance audit

    A compliance audit is a comprehensive review of an organization's adherence to regulatory guidelines.

  • regulatory compliance

    Regulatory compliance is an organization's adherence to laws, regulations, guidelines and specifications relevant to its business...

  • Whistleblower Protection Act

    The Whistleblower Protection Act of 1989 is a law that protects federal government employees in the United States from ...

SearchSecurity

  • payload (computing)

    In computing, a payload is the carrying capacity of a packet or other transmission data unit. The term has its roots in the ...

  • passphrase

    A passphrase is a string of characters longer than the usual password (which is typically from four to 16 characters long) that ...

  • Web application firewall (WAF)

    A Web application firewall (WAF) is a firewall that monitors, filters or blocks traffic to and from a Web application. WAFs are ...

SearchHealthIT

SearchDisasterRecovery

SearchStorage

  • computational storage

    Computational storage is defined as an architecture that couples compute with storage in order to reduce data movement. In doing ...

  • data deduplication

    Data deduplication -- often called intelligent compression or single-instance storage -- is a process that eliminates redundant ...

  • public cloud storage

    Public cloud storage, also called storage-as-a-service or online storage is a service model that provides data storage on a ...

Close