Generating, nurturing and converting leads is a crucial process for b2bs everywhere. But statistics show that it isn’t always easy for marketers and salespeople alike. In fact, HubSpot found that 65% of businesses believe generating leads is their biggest marketing challenge. Have no fear! We’re here to provide you with ten of the best lead gen strategies for b2b. It’s time to tackle lead generation head on and implement these strategies for success!
1. Fix your funnel
According to Hubspot, 75% of companies’ top priorities is closing more deals, followed by 48% that want to improve the efficiency of the sales funnel. If you want to convert leads to business, then these go hand in hand! For your sales funnel to be effective, it needs to be topped with high-quality leads. And, further down the funnel, your sales team needs to be helpful, persistent, and not give up after one conversation — did you know almost half of salespeople give up after one follow-up call, according to HubSpot? You can find out more about ensuring you have qualified leads at the top of the funnel here and how to keep your sales team motivated here.
2. Quality leads over quantity
Increasing lead quality is a top priority for 68% of b2b professionals. And, for 55%, it is increasing lead volume, according to B2B Technology Marketing Community. Marketers need to be topping your sales funnel with leads that are likely to convert. Otherwise, there will be problems further down the pipeline. The best leads are the ones that have already engaged with your brand.
Discover how Lead Forensics reveals your anonymous website traffic to fill your pipeline with engaged leads that are already familiar with your brand. Learn more here!
3. Align sales and marketing
Misalignment between sales and marketing can be devastating when it comes to generating leads. Develop a ‘Smarketing’ department so objectives align and both departments have the same end goal. According to Marketo, companies that align sales and marketing team are 67% better at closing deals. Outline your business objectives and ensure both departments know what to look for in a lead.
4. Lead generation through content marketing
Create, share and make effective use of content. Content marketing has taken the b2b world by storm. CMI found 72% of marketers say content marketing has increased their number of leads. Develop a content marketing strategy — share regular blog posts, e-books and other assets that show potential customers that you are an expert in your field. And, it’s important not to dismiss video! CMI found that 72% of b2b marketers are using video, and Aberdeen Group found that marketers that use video generate 66% more leads per year. Seize every opportunity when it comes to online lead generation and reap the rewards.
5. Review your website
Website leads are important, so make sure your site is not the reason prospects are not converting! Your website should be the hub of your business. Ensure it is up-to-date, easy to navigate, fast to load, and presents the information your prospect is looking for. There is a 15 second window of time to impress your visitors— and to make matters more urgent, 94% of website users won’t trust an outdated website, according to UK Web Host Review.
6. Optimize your website for business sales leads
93% of all online experiences begin with a search engine, according to SEO Tribunal. Move your site to the top of the search engine for gained trust, easy discovery and enhanced reputation. Leads need to be able to find your website to become a potential customer. Post content regularly, implement an SEO strategy, get sharing on social, and do what you can to keep your customers there for as long as possible. This will all positively effect your SEO ranking.
Marketing and sales: it’s time to get personal! Move away from a one-size-fits-all marketing strategy and a generic sales script. According to Marketing Land, personalized emails deliver six times higher transaction rates. And, 59% of customers say personalization influences their shopping decision according to Evergage. Don’t let lazy marketing and sales approaches impact your lead nurture and be as personal as possible!
Take personalization to the next level. For seriously effective lead generation, consider an account-based marketing (ABM). Highlight the accounts that matter most to your business and set your sales and marketing teams’ sights on them. According to ITSMA, 80% of marketers say that ABM outperforms other marketing initiatives. Don’t get left behind!
9. Get social
Social media is not a new concept. And it’s not a new b2b lead generation tool, either! But so many businesses aren’t using social to its full effect. According to Twitter, 66% of people have found new business on Twitter; QuickSprout found that 45% of marketers gained customers through LinkedIn, and 75% of b2b buyers use social media to support purchase decisions, according to HubSpot. Implement a social media strategy for lead gen and to support content marketing. There are a number of effective marketing software solutions to help support you with this; you can read more about them here!
10. Make the most of the best lead gen tools for b2b
Increase the quantity and improve the quality of b2b leads with lead generation software. Lead Forensics is a tool that works by tracking your website visitors, alerting you in real time of who is looking at your website. Around 97% of website visitors do not inquire, so gaining insight to who is landing on your page and not converting is revolutionizing b2bs. Marketers and salespeople can strike while the iron is hot! Either by reaching out with content marketing material relevant to the pages they viewed, contacting them via social media, or even taking the traditional route and picking up the phone. The reason Lead Forensics is one of the best lead gen companies for b2b is its global leading database, which allows users to access the details of key decision makers. This saves you time looking for contact details and ensure you find the right person at the right time, from a business that is already interested in your brand, product or service.
If you want to turbocharge your lead generation, request your free demo with Lead Forensics today!