We wanted to develop lead generation as a process within our business. We have a narrow target audience at ShelfMatch – TNP manufacturers and retailers – and, as often in B2B, a long cycle of decision-making and nurturing leads. Therefore, it was important to accumulate knowledge about each potential client inside, including through the work of the sales department and lead generation in a single CRM. It is also potentially interesting to expand the expertise of our own telemarketers over time and improve their skills in terms of marketing and sales. B2B lead generation is a separate block of marketing work. And this block should be configured as a business process - laid out in steps and configured in a CRM system. We turned to NWComm specialists to help us implement these processes, because we wanted to launch them as quickly and efficiently as possible, without unnecessary rocking and testing obviously suboptimal ways. As part of the project, we received all the expertise of the lead generation agency on how they form target audience databases and which sources they use, how they work with an account, how they search for LPR contacts, what settings they recommend in CRM, which KPIs they use, etc. And also – how they look for and find employees in the lead generation department, what kind of motivation scheme they use, how they control quality, give feedback. All this was handed over to us as a full-fledged methodology, which we adapted for our business processes, and we continue to refine and supplement it. Separately, I would like to note that the NWComm team not only gave the entire theoretical basis for B2B lead generation, but also systematically adhered to it at every stage of interaction and "in battle" - when transmitting feedback on the work of our internal team. As a result of the first one and a half months of the work of the lead generation department, we conducted more than 30 presentations for new potential customers and partners. The leads came based on the results of work on the NWComm methodology - as a result of telemarketing, direct mail, as well as targeted advertising set up by the agency. Now we have two specialists in lead generation and we are considering the possibility of expanding the staff. We hope that next month the opportunities created will be transferred to signed contracts and pilot projects, and we will work on new leads. We thank NWComm for high-quality consulting services in the field of lead generation and plan to continue cooperation with the agency, while maintaining and expanding our own staff of telemarketers.