Mancao - Lapastora Group
B2B Sales Lead Generation Services
What is a B2B Sales Lead?
B2B Sales Leads are qualified leads to whom sales representatives may reach out and sell. It is challenging to produce high-quality leads that will convert into clients. However, if done effectively, it might help your company outperform the competition and develop tremendously.
B2B sales leads are individuals or businesses who are potential clients. They initiate the sales process and are essential in keeping a steady sales funnel.
When a firm or individual expresses an interest in your services or products, a lead is produced. Lead generation is a procedure that is often held by marketing in order to raise awareness. Prospecting using the Internet and other channels may also help sales create leads.
One of the most crucial requirements is quality. If you merely raise the amount of leads without qualifying them, you will wind up spinning your wheels even more. However, if you can raise your lead volume by 20% without sacrificing quality, your organization will earn 20% more money.
Here are some of the most effective tactics for generating as many fresh B2B sales leads as possible.
The 32 Best Ways to Increase B2B Sales Leads
1. PARTICIPATE IN AS MANY CONVERSATIONS AS POSSIBLE.
It is risky to rely entirely on your website, blog articles, or videos to generate leads for your organization. Sales is all about connections; you want to have as many genuine discussions with your prospects as possible.
If a lead inquires about a feature in your email, don't simply provide a link to your website. Instead, respond to their inquiry by offering to jump on a brief phone chat or video session to guide them through the feature's operation.
2. FORMULATE A LIST OF BUSINESS CONTACTS
Creating a tailored list of B2B leads is critical to producing fresh B2B sales leads. Using cold emails, you may quickly get in front of a big number of potential buyers using lists.
Regrettably, not all lead databases are equal. Many databases include:
● Outdated and/or faulty data
● Leads that do not correspond to your desired job titles, firm size, region, or industry
● Leads that are already in your CRM
● Customers that are already leads
3. SEND COLD EMAILS
Make careful to personalize and customize your cold emails with merge tags. Merge tags enable you to replace the initial name or company name in each email, making each email seem entirely tailored to each lead. A tailored, targeted email is more likely to elicit a reaction from the receiver.
4. MAKE COOL CALLS
When you phone a prospective customer with whom you have had no previous communication, this is known as cold calling. Warm calling is when you call someone who has already heard of you. When done correctly, cold calling may be incredibly effective. This method is discussed in detail here.
5. NURTURE YOUR LEADS WITH MARKETING AUTOMATION.
After collecting email addresses, you can use marketing automation software to segment clients and target them with unique messages to increase conversions. The sales team can convert leads in the marketing funnel to Sales Qualified Leads (SQLs). You can also utilize outbound automation tools to send tailored emails at scale and automatically nurture these leads into SQLs.
6. ADD A LIVE CHAT TO YOUR WEBSITE.
According to studies, 42 percent of consumers choose live chat for customer service concerns. Live chat systems like Intercom and Drift allow you to interact with your consumers right away. You may nurture those leads to produce more B2B sales leads if you also capture email addresses.
7. ADD AN EMBEDDED PROMOTION TO YOUR EMAIL SIGNATURE.
In your email signature, include a link to a promotion for related information on your website. You may obtain more sales leads to your landing page for free by incorporating a link.
8. PARTICIPATE IN IMPORTANT SOCIAL MEDIA GROUPS.
Interacting in relevant Facebook and LinkedIn groups will assist you in reaching and engaging with more leads. Pose intriguing questions to start conversations and reply to previous comments.
9. ADD YOUR BUSINESS TO DIRECTORIES.
Make sure your B2B firm is listed in online software directories if you sell a product or service. This will assist bring traffic to your site from people seeking comparable items.
Some examples of internet directories are:
● Software Advice
● SaaS Genius
10. TO GENERATE MORE LEADS, USE ONLINE FORUMS.
Industry forums enable you to meet new leads and better understand your present clients. You may demonstrate your knowledge and develop trust by expressing your thoughts and answering questions.
11. RESPOND TO IMPORTANT QUESTIONS ON Q&A WEBSITES.
Websites like Quora may be an excellent source of fresh sales leads. Find and answer the relevant questions to reach out to potential consumers. These clients should be attempting to solve the precise problem that your solution addresses. Begin by investigating current questions related to your industry.
12. GET MORE ONLINE REVIEWS
Before making a purchase, 87 percent of B2B decision-makers go online for honest evaluations. You should be able to create more leads if your consumers leave positive evaluations. Customers with high NPS scores are more inclined to provide positive feedback.
13. USE FACEBOOK OR TWITTER LEAD GENERATION ADS
Lead generation advertising on Facebook and Twitter allows you to collect email addresses. Unfortunately, depending on the material you promote, your results may differ. Make sure to direct your social media visitors to particular landing sites where they may sign up for emails. Allowing newsletter signups from your Facebook page is another approach to getting email addresses.
14. IMPROVE WEBSITE TRAFFIC WITH GOOGLE ADWORDS.
Increasing traffic with sponsored advertisements is simple, but it may become complicated and costly depending on your business and competition. Look at keyword search traffic and user intent to ensure that you are targeting sales leads.
15. REMARKETING CAN BE USED TO RE-ENGAGE VISITORS.
You may use remarketing/retargeting platforms like RollWorks to show adverts to previous visitors on different websites. If a visitor lands on a specific page, for example, you may offer them a case study linked to what they read. You may also promote an email subscription that provides further information on a certain issue.
16. IMPROVE WEBSITE TRAFFIC WITH SEO.
To bring your website to the top of Google search results pages, use search engine optimization (SEO). Make sure to target keywords that people use to describe your business or product. Setting up lead capture on a website can help enhance sales leads generated by SEO.
Attempting to game Google's algorithms in order to rank well with poor content is a terrible idea. Because Google search is always improving, you should instead focus your efforts on creating excellent content.
Work on building solid backlinks through guest blogging or other techniques to improve your SEO rank. You should also determine which keywords are significant and create content around them.
The following is a small selection of useful tools for improving the SEO of your website:
● Screaming Frog
● Hit Tail
● SEO book
● Google search console
● Google Analytics
● Scrape Box
17. IMPROVE YOUR WEBSITE'S LANDING PAGES.
A click from a specific keyword search or Google advertisement should be sent to a distinct landing page. Every landing page should provide the precise answer that the visitor is seeking.
Conversion optimization, such as a call to action (CTA), will aid in the generation of sales leads. You can request that the visitor provide their name, email address, and phone number in exchange for a free present, such as an eBook.
You will not improve your SEO ranking if you utilize a third-party landing page, therefore make sure to host your landing pages on your own server so that traffic flows to your website.
18. TO GENERATE MORE LEADS, USE A BLOG OR A NEWSLETTER.
Blogs and newsletters should contain interesting information that users desire to read. Posting on other websites might help you create sales leads and backlinks if you have a high-quality blog. Creating a newsletter allows you to keep in touch with current consumers.
19. WEBINARS CAN BE USED TO GENERATE MORE LEADS.
Webinars are online conferences in which a presenter discusses a topic of interest to the audience. Webinars are often delivered via slides or an interview-style presentation.
Typical webinar tools include:
● Cisco WebEx
20. USE E-BOOKS TO GENERATE MORE SALES LEADS.
eBooks give relevant knowledge to sales leads while also demonstrating your expertise. When visitors download the eBook, try to get an email address so your sales staff may contact them.
21. INTERVIEW DECISION-MAKERS AND INSPIRATORS FOR YOUR BLOG.
Interview decision-makers for a blog, eBook, or guest piece to reach out to them. Make sure to ask brief questions so that they may share their expertise. This will help you to expand your network and allow other sales prospects to see your expertise in the field.
22. TO GENERATE MORE LEADS, USE WHITE PAPERS.
White papers are an excellent approach to draw people to a website or business. Creating a report or guide on a topic might pique the curiosity of potential clients.
23. BY GUEST POSTING, YOU CAN USE SOMEONE ELSE'S AUDIENCE.
Guest blogging relevant information on other sites is an excellent method to reach new audiences.
You can outsource your work to freelancers if you don't have time. Many freelancers ghostwrite articles and propose them to blogs and other outlets. However, provide them with very precise rules and always evaluate the material to ensure that the tone is consistent with your brand.
Using platforms like justreachout.io, you can quickly locate and contact influencers.
24. TO GENERATE MORE LEADS, USE PRESS RELEASES.
A press release will increase traffic to your website and create more leads.
Some examples of online news release platforms are:
● Business Wire
● PR NewsWire
25. ALWAYS BE CREATING A NETWORK.
Networking is an investment, and most people who network do so with a specific purpose in mind. Determine if you wish to make new contacts, generate leads or referrals, or get invited to shows.
When others can help them, people tend to be generous. Be imaginative in how you may assist others you meet so that they will be more than happy to assist you in attaining your goals.
26. GENERATE REFERRALS FROM CURRENT CUSTOMERS.
Develop and maintain confidence with your present customers so that you may ask for introductions. Introductions can be made to other offices, vendors, or even corporations they are familiar with.
27. PROMOTE CUSTOMER REFERRALS AND RECOMMENDATIONS.
When a consumer has a positive experience, they may wish to recommend your company to their friends and peers. These client references frequently lead to B2B sales leads. Using the NPS score or comparable techniques can assist you in identifying the leads who are most likely to promote your tool. According to research, referrals generate more qualified leads than any other source. Here are some software solutions to get started with partner, employee, or customer referrals:
● Vocal References
● Invite Referrals
28. GET INTRODUCTIONS ON LINKEDIN.
LinkedIn is a great source of sales leads, but it can be challenging to contact a significant number of individuals. To begin, you may create a free basic account on LinkedIn. You may then connect with all of your contacts and see whom they connect with. Many users have hundreds of contacts, allowing for quick recommendations and introductions.
29. IDENTIFY WHO ONE OF YOUR COMPETITORS' DISSATISFIED CUSTOMERS IS.
Look for rivals who provide a comparable product. Is their solution more expensive, or is it less efficient than yours? Make contact. Look for individuals complaining about their solution on Twitter and contact them personally.
30. CREATE AN ADVISORY BOARD.
An advisory board is a loosely knit organization that offers guidance and a personal network to a company. An advisory board is used by many tech startups and small companies to help them flourish. The most effective have members who are influential and well-connected. Members typically get fees or stock options in exchange for delivering more sales leads.
31. SPEAK AT INDUSTRY EVENTS OR ATTEND THEM.
Events and trade exhibitions in your sector might help you meet new consumers. Here are some general rules to keep in mind:
● Speak at events where you will also be exhibiting. This allows you to promote yourself and your company as experts in your sector.
● Ascertain that you can collect lead contact information such as emails or phone numbers. Many events and trade exhibits lend out lead capturing devices.
● Always network with existing customers to acquire new customer introductions.
32. LAUNCH PARTNER SALES CHANNELS
Look for organizations that are not competitors and have a similar consumer base. For example, if you are a lawyer, you may have customers who are accountants or financial planners. Having ties with partners will give you an advantage over your competitors in terms of sales leads.
The Ideal Customer
The ideal consumer will possess various characteristics that impact purchase behavior, including:
● Annual revenues of the company
● Technology in marketing
● Occupational title
● Employees' number
● Technology for websites
● Using a competitor's product/service at the moment
What Is the Distinction Between MQL and SQL?
A Marketing Qualified Lead (MQL) is a marketing sales lead with the potential to become a customer. In regard to your website, the MQL may be a visitor who has expressed an interest in the material. For instance, the individual could:
● Complete an online form
● Subscribe to our newsletter.
● Fill a shopping basket with products.
● Download material
The lead score is then assigned to each activity. The lead score assists marketing and sales in determining the customer's purchase stage. If the visitor is still in the early stages of the purchasing cycle, marketing should nurture the lead. The Sales Qualified Lead (SQL) expresses a strong desire to buy your items right away. MQLs, on the other hand, are leads that may require more education and follow-up.
Leads are classified into three types:
Hot leads - are those that are eager to buy and have the funds and resources to do so.
Warm leads are those who wish to buy, have previously done a trial, or are in a contract with a rival.
Cold Leads - the individual has no idea who you are, what your firm does, or is simply seeking information.
What Makes a Good B2B Marketing Campaign?
B2B sales leads may be generated through advertising, cold outreach, and referrals. A B2B marketer's primary responsibility is to produce leads for the sales team. Marketers that are less experienced may rely on simple tactics to generate volume rather than qualified sales leads. A great B2B lead generation campaign addresses the whole sales cycle. This implies that the sales staff will not have to start from scratch with each customer.
A good campaign has the following elements:
● The list of objectives - Is the most important predictor of success
● The offer - must be compelling and relevant.
● The media - must reach the desired audience through their preferred channel.
Single contact efforts, such as white paper downloads, are not as effective as they once were. Most salespeople dislike phoning consumers who have simply downloaded material. Today, that is a name, not a lead. You must ensure that your marketing approach focuses on creating leads rather than just names. You may boost your efficacy in generating leads by concentrating on:
1. Creating multi-channel campaigns with several touchpoints
Use integrated media campaigns across many platforms such as:
● Sending a series of tailored emails with relevant material
● Warming up the accounts with vertically targeted adverts
● Calling leads who have downloaded a certain piece of material
● Sending a personal email (if relevant)
It takes time to create a multi-touch campaign. To ensure that leads convert and you get a good ROI, your team will need to iterate and refine over time.
2. Making an enticing offer
Make certain you understand your customer's problems. These may change depending on the industry or the size of the organization, so make sure to alter your pitch properly. Customizing the pitch to the customer's individual pain concerns is one of the most critical components of the sales process.
3. Incorporating a human element into your marketing
Relationships are important in sales. Make certain that your sales representatives spend time engaging with prospective consumers. Although bulk calling has passed its prime, one-on-one calls are still successful once an account has been warmed up. When designing your campaign, be sure to consult with your sales staff. The more active the sales staff is, the less likely it is that your leads will be ignored. The most critical aspect of obtaining B2B sales leads is to be resourceful. You can maintain your business expansion with B2B leads by experimenting with new techniques.
4. Leverage a platform that can help execute end-to-end marketing strategies
At MEBS, we take pleasure in creating a platform for businesses of all sizes and phases of development. Whatever your plan, the platform can help you make the most of your money and drive the leads that are important to your organization.