Qualified Lead Generation Process

What we do believe is that digital marketing has made it possible to know much, much more about your customers and prospects than ever before. This new knowledge, in the framework of personas, demographics/firmographics, and data has made it easier for marketing, sales, and customer success to work together. Using Search Engine Optimization can help you to get your website ranked higher on the search engine results pages.

It also enables companies to provide better alignment between sales and marketing teams. This makes it easier for B2B marketers to score leads based on their actions and move sales qualified leads over to sales teams for conversion. Content marketing – this is the art of using engaging and compelling content to attract potential customers. B2B prospects spend a lot of time researching products and services before they eventually make a purchase. Helpful blog posts are a perfect example of the content format that Marketers can use to attract leads.

Use Marketing Automation Technologies To Move Leads Through The Pipeline

Next, you can craft an opening email including a reference to some of their work. It’s the best point of reference, really, because it starts a valuable conversation with your b2b leads. Capterra aggregates software products divided into 400+ categories. So you can either look for the b2b leads that match your ICP, based on their products categorization, or you can discover people who use products compatible with your own solution . Share your ideal customer profile, match with a data analyst, and get a custom quote and free data sample the same day.

For it to work well, B2B sales teams have to be aware of the kinds of situations they will face when trying to close a sale. This means they need to know what the target businesses are and the kinds of situations they face moving forward in the industry. Using the filters in LinkedIn’s search option to find relevant prospects is a good place to start. To survive and thrive in a connected world, B2B tech companies have to get creative about where they get their leads. For most of them, a healthy marketing strategy incorporates social media marketing across a variety of platforms. You can create QR codes to efficiently capture lead details, and even direct them to resource pages and other landing pages while tracking their journeys. Landing pages are sales tools that are designed to generate leads and drive conversions.

Try all of the tactics above, find what works for your business, get a plan together, and make a move. Just make sure to create quality content, call-to-actions, unique landing pages, and meaningful email campaigns! Don’t forget to create a unique message that will show the benefits they’ll receive from it. We guarantee you will see an increase in leads and a higher conversion rate. Recently, comprehensive lead generation software has also emerged. These lead generation tools don’t just help you find sales leads, they help you nurture them from start to finish and even turn customers into promoters. This technology advancement has been monumental in revolutionizing the way companies approach relationships with prospective buyers and customers.

Create a cold calling script you can use as a reference to guide the conversation. To get you started, check out our article about cold calling scripts. Create an email template with fields the CRM will use to merge personalized information for each prospect, such as adding their name at the top of the email. You’re not losing prospective buyers, you’re separating them from the people who were never going to buy from you anyways.

Believe it or not, people still pick up the phone and call companies … But not all companies have someone there to answer their calls. An example for this business owner with declining sales might be to hire a marketing person, re-assign roles of existing staff, or outsource to a marketing agency or consultant. We also use different external services like Google Webfonts, Google Maps, and external Video providers. Since these providers may collect personal data like your IP address we allow you to block them here. Please be aware that this might heavily reduce the functionality and appearance of our site.

Use Content Campaigns To Generate Leads Continuously

You should be starting transactional discussions as well; mentioning any deals or coupons with a time limit put on them. This nudges a buyer to make a decision sooner than later, saving your sales team time on follow ups. Leads are now using buying keywords such as compare, versus, test, review, and pros and cons. Keywords which indicate they are ready to purchase and are searching for a brand, model or service to do so.

If they took advantage of a free trial, ask for their thoughts and how you can help them move forward. According to aForrester report,60% of B2B customers don’t rely on sales email starters repsfor information when purchasing decisions. HubSpot, you can manage most of the processes in a single platform. For instance, you can create and schedule blog posts, attach and automate social profiles. It also helps with driving organic traffic by improving your SEO campaigns. He is an experienced digital marketer who has worked both agency and in-house, developing data-driven strategies for SEO, PPC, social media and content marketing.

If you were a speaker at the event, you have a powerful credibility boost at your disposal. From sharing your presentation in your signature to provide a link to the article outlining the event and mentioning your name, you build trust and authority.