Webinar and hands-on workshop

Leads acquisition in a B2B environment

  • June 2 and 9, 2026 - From 9:00 a.m. to 12:00 p.m.
  • Online sessions
  • Free

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You can't miss these workshops if you want to...

  • Know the basics of lead generation in a B2B environment.
  • Review examples of structuring lead generation processes in different phases.
  • Explore lead classification and management criteria from MQL (Marketing Qualified Leads) to SQL (Sales Qualified Leads).
  • Implement lead scoring strategies to prioritize commercial opportunities.
  • Know and use CRM and automation tools to manage lead flow.
  • Work on practical examples using tools such as LinkedIn, Seamless and Zoho CRM.
  • Establish efficient collaboration between sales, commercial, export and marketing teams.

Addressed to:

  • Sales, commercial and export departments: Professionals interested in optimizing the process of capturing and managing leads to increase commercial opportunities.
  • Marketing departments: Specialists seeking to align their efforts with sales objectives and improve the quality of leads generated.
  • Knowledge level: Recommended for profiles with experience in commercial or digital environments.

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Program:

Webinar 1: Designing a Lead Generation Plan

  • Introduction to B2B lead generation
    • Differences between B2B and B2C in lead generation.
    • The B2B buying cycle and its impact on the acquisition strategy.
  • Design of a lead generation plan
    • Definition of SMART objectives for lead generation.
    • The phases of the plan: attraction, conversion, qualification and closing.
    • Core strategies: content marketing, events, social media and more.
  • From MQL to SQL: Classification and key steps
    • What is an MQL and a SQL: differences and characteristics.
    • Transition from MQL to SQL: how to ease the process.
    • Introduction to lead scoring: basic criteria.
  • Hands-on Workshop: Introduction to LinkedIn and Seamless
      • How to find quality leads on LinkedIn, marketplaces and search engines
      • Use of Seamless or similar tools to enrich contact information.

Webinar 2: Tools and Automation in Lead Generation

  • Automation and CRM tools
    • Introduction to the use of Zoho CRM and similar tools.
    • Process automation: how to optimize the workflow.
    • Creation of sales pipelines and lead tracking.
  • Lead scoring: Prioritizing business opportunities
    • Advanced criteria for lead scoring.
    • Use of tools to implement lead scoring.
  • Practice: Configuration of a workflow
    • Creating a pipeline in Zoho CRM.
    • Automation of lead tracking in CRM.
  • Practical workshop
    • Design a mini lead generation plan for a real case.
    • Use LinkedIn, Seamless and Zoho CRM in the process.
    • Presentation and discussion of the strategies designed.

Speaker

Xavier-Rivera

Xavier Rivera

Director of i-Marketing Consulting - Consultant, executive and trainer on Digital Marketing in most of its areas. Independent or in collaboration with communication, marketing and Internet agencies.

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© 2025 amec | Gran Via de les Corts Catalanes 684, Pral. 08010 Barcelona

Privacy Policy

Legal Notice

Cookie Policy

Internal information system

T. (+34) 934 150 422

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