A b2b lead is a business contact that meets the criteria of your ideal customer profile and has a high chance of converting into a paying customer. This is a key component of your sales pipeline and needs to be nurtured with inbound and outbound marketing tactics. As budgets get tighter, sales teams are under more pressure than ever to produce quality leads that meet your targets and help you grow your business.
B2B leads generation is a complex process, and finding qualified prospects can be challenging. In addition, the decision-making process is more complex in B2B sales than in consumer-driven markets. With multiple stakeholders and gatekeepers involved, it’s important to have a comprehensive lead generation strategy that addresses the entire pipeline.
With that in mind, we’ve gathered a list of the best b2b lead generation strategies to help you grow your business. Whether you need to generate more quality leads, improve your conversion rates or shorten your sales cycle, these proven techniques will help you achieve your goals.
Unlike in consumer-driven campaigns, where the focus is on attracting as many new customers as possible, in b2b marketing, a good quality lead is more valuable than quantity alone. This is because the buyers in b2b are not purchasing on their own – they’re making a purchase that will be a benefit to the entire company.
For this reason, a b2b lead is considered more qualified than a b2c lead, and typically requires more nurturing and attention to convert. Here are some of the most effective ways to generate b2b leads:
While mass calling is no longer an effective method, one-on-one calls to targeted accounts can be a highly effective way to generate b2b sales leads. This type of approach is typically performed by a specialist or by the sales team themselves and requires strong alignment between marketing and sales to be successful.
Using a website visitor tracker like RollWorks to identify and warm up accounts is another great way to increase b2b leads. This allows you to target ads on other websites that your ideal customers are visiting, ensuring they’re seen by the right people at the most relevant time and can be directly followed up with a demo or other sales-related offer.
Marketing and sales teams are under more pressure than ever to deliver quality b2b leads. This is because budgets are getting tighter and sales teams are taking fewer risks. To combat these trends, marketers need to find more creative and innovative ways to attract new customers and drive revenue growth. These strategies are designed to inspire innovation and uncover fresh opportunities to generate b2b leads that will help your business grow.
As the way that businesses research, learn about and compare solutions changes, so too must your marketing strategy. While it may be tempting to focus on traditional tactics like print and email, it’s important to remember that your competitors are doing the same. By keeping up with the latest b2b lead generation trends, you can ensure your marketing efforts are constantly evolving and improving to keep up with the demands of your target audience.