When it comes to creating solid sales and marketing strategies, lead generation is at the top of the list for B2B companies. But often, boosting lead generation is easier said than done. With all of the constant changes in the sales and marketing sector, what worked last week might be old news, so how do you keep on top of things?
At Skondras, our goal is to provide key sales consulting and insight in order to help you boost your B2B lead generation. So, if you want to stay on top of things and end this year on a bang, here are some important tips for developing a comprehensive strategy that truly generates results.
What Exactly is B2B Lead Generation?
Before diving into the details, it’s important you have a clear understanding of precisely what lead generation is in the first place. In the simplest of terms, B2B lead generation is the process of garnering potential customers for your business; it’s the primary step in any marketing funnel. By collecting their email, name, company, and other information, you can better target them and hopefully convince them to convert into a sale.
Once a potential lead has been identified, it’s then nurtured by telemarketing and marketing automation services until it’s determined a qualified lead and can be delivered to your company’s sales team. To develop the strongest pipeline for nurturing leads, a combination of great inbound and outbound marketing is necessary.
And the more data you can collect, the better chance you’ll have for quality B2B lead generation, and these tips will make it happen.
- Content Syndication
In the sales and marketing realm, content is key, and it doesn’t always begin with your website. Often, content you’ve created that’s featured elsewhere can be just as big, if not bigger, of a draw to potential clients. Content syndication involves having your company’s content published on a third-party website and often includes everything from eBooks to videos and infographics. It can do wonders for broadening your audience’s reach.
- B2B Telemarketing
One of the most common ways to generate a lead is by having email fill-in forms on your website, but there are more ways than one to generate a lead. In addition to email fill forms, you can also implement strategies like paid search, SEO, social media, and offering downloadable content, all directing audience members to your site to fill in their information. However, simply having visitors fill in a form doesn’t always generate the best results.
Often, having a live customer service representative to chat with potential leads or an AI chatbot will generate the best results. B2B telemarketing is still the most effective way to generate qualified B2B leads. B2B telemarketing by a telemarketing desk gives you the best guarantee of leads and therefore more sales and profits. Start with some advice on strategic level and then use external sales expertise to make the operational telemarketing implementation a success.
- Paid Advertising Solutions (PPC)
Another great B2B lead generation is pay-per-click (PPC) advertising solutions. These are especially useful for those who want to generate quick results and returns on their campaigns. There are a variety of different ways to generate returns, such as search network advertising, which appears at the top of a search results page. This type of PPC advertising is beneficial because the intent of users is already there, increasing your chances for qualified leads and conversions.
Display network advertising is another type of PPC option where Google serves ads created using the company’s automated ad generator directly to visitors of particular websites. With this option, you can create ads of different shapes and sizes.
Lastly, but certainly not least is retargeting, which reaches out to potential customers who have come into contact with your brand in the past but for one reason or another didn’t result in a conversion. By using Telemarketing your call agent creates interest having a consultative talk with a sales consultant on how to drive more leads and sales for the target group.
- Offering Engaging Videos
Nowadays, with YouTube being the world’s second most popular search engine, you’re missing out on valuable leads if you don’t have a video marketing plan in place. By creating engaging videos that are optimized for your industry, you can both rise in the search rankings as well as better connect with customers. Additionally, offering videos and embedding forms in them is another way to generate results.
- Offer Unique Content with Interviews of Specialists
To stop your potential customers from going elsewhere online, you need content that really grabs their attention. Featuring interviews with specialists or industry experts is one way to kill two birds with one stone. You can both solve customer pain points, as well as offer them key insight into your industry, both of which will result in a boost in conversions.
- Email Marketing Campaigns
There’s a reason why email is still a proven B2B lead generation tactic: it’s because it works. Although it might seem a little outdated, reaching out to potential clients via email can be a great way to drum up conversions. You can target a smaller audience for specific products or offer personalized emails that really resonate with potential customers.
You can also invest in email lists from vendors and other partners to expand your reach, just be sure that such campaigns aren’t overly salesy or they’ll likely wind up in the spam folder.
- Social Media Tactics
Another great way to garner B2B lead generation insight is by tracking mentions on social media. This doesn’t simply mean comments and tags on your own channels but also tracking those of your competitors. This type of competitive research provides outstanding insight for social media leads and new campaigns. You can also find out some of the things that potential customers don’t appreciate that could result in key pain points down the road.
Contact Skondras today for more Sales and B2B lead generation tips!
If you want to generate the most returns for your company, we can help make it happen. By implementing the right tactics your B2B lead generation strategy can generate fantastic results. To learn more, contact us online today or call +31 (0) 20 449 94 00.