B2B lead generation is an integral part of the business development process striving to identify and follow prospective customers of your offerings to try to convert them into qualified leads. This post discusses 3 ways B2B lead generation helps you improve your company’s business prospects.
Reputed lead generation agencies like The Global Associates adopt powerful B2B lead generation methods to generate fresh opportunities in good numbers. The objective is to help their client organizations meet their growth and profitability targets effectively and successfully in 2023, and beyond. These experienced vendors focus on using result-oriented B2B lead generation methods to bring into fold new customers for their clients to keep pumping qualified leads into their sales pipelines.
Challenging times for lead generators:
Lead generation has always been considered one of the toughest jobs in the world, and now with the ever-intensifying global competition and highly preoccupied decision-makers, it has become even more challenging. No one, well-established companies and start-ups alike finds it easy to stand up to the tough competition, locally and globally.
Why is B2B lead generation in India important:
To ensure sustainable business growth for the organization, it’s imperative to plan and execute a well-thought-out and comprehensive lead-generation campaign. Lead generation companies must have in place an efficient process of identifying intent-rich leads and capturing their attention. Your team, as the next step, must approach these promising leads to nurture and qualify them for the sales team.
Converting interest created by demand generation into leads:
Once demand generation, the top of the sales funnel activity, generates interest of the target audience in your products/ services, lead generation uses pre-determined criteria to try and qualify them for the sales teams. By turning these qualified leads into closed deals, you can improve revenue generation. If you have planned and executed your lead generation effort well, it improves results dramatically. This indicates that B2B lead generation is a critical part of the sales process.
Types of B2B sales leads:
Let us look into the two types of B2B sales leads you to need to deal with:
1. Marketing qualified leads MQLs
These are customers showing keen engagement with your marketing activities. You filter them using predetermined qualification criteria to convert them into MQLs, these can be as follows:
- Those showing keen interest in downloading or viewing content displayed on your website
- Those who show a keen interest in attending events and webinars organized by your company
- Those visiting multiple product pages frequently and staying there for a substantial amount of time
- Those who request or willingly sign up for free demos.
2. Sales-qualified leads SQLs
These are MQLs qualified by the marketing teams because they show strong buying intent. You prioritize them to turn them into closed deals. SQLs involve one-sided communication and have longer sales cycles, but they still hold great importance for companies. B2B lead generation companies use predetermined criteria to identify and store SQLs, these criteria are similar to those for MQLs.
Here are 3 Ways B2B Lead Generation can improve your revenue
1. For sustainable business growth
As stated earlier, B2B lead generation is an important process, forming the core of business development in an organization. The objective of lead generation is to help build up and convert demand for the organization’s products/ services. You will always find the task of Creating fresh opportunities without having a good lead generation program very difficult.
Your sales pipeline might run empty very soon, as a result, and you would face uncertain times in the absence of a concerted lead generation effort. Make sure this eventuality never arises.
2. Accurately projecting sales and profits
In the absence of enough leads to reach out to, nurture, and close for the marketing team, the management has a torrid time. This is a clear indication of an empty sales pipeline for the sales teams.
In such a scenario, an accurate projection of sales and profits becomes nearly impossible. As a result, your operations would become vulnerable and unsustainable, and you would be fighting for survival.
3. Ensuring an increase in revenue generation
Lead generation services can play a role in ensuring increased revenue generation for the company. This naturally holds great significance for management and executive teams.
The management always stresses the need of having a predictable volume of high-quality leads which enables their sales teams to close enough deals, big and not so big. This is important to achieve the revenue targets.
Lead generation: A critical process:
Lead generation is a critical process for sustainable revenue growth through customer acquisition on a grand scale. For assured sales growth, it’s important to make efforts to generate quality B2B sales leads regularly.
Established marketing channels:
Lead generators mainly have two types of marketing channels to reach out to prospective buyers:
- Inbound marketing, and
- Outbound marketing.
Inbound marketing channels generate leads from traffic sources, such as social media, online advertisements, search engines, and so on. The visitor’s approach or sign up for your offers to express their buying intent. Inbound leads usually have higher conversion rates and shorter sales cycles.
Outbound marketing channels conduct outbound outreach activities like cold calling, cold emailing, social prospecting, etc. to generate outbound leads. These leads are considered fit for selling big-ticket products. They have longer sales cycles but prove effective if used judiciously.
About The Global Associates:
The Global Associates offers expert, affordable B2B lead generation and B2B demand generation solutions. You can ensure increased productivity of your sales team and sustainable revenue generation working with us. Our team of experienced sales and marketing professionals uses a strategic 360º approach that relies on Account Based Marketing (ABM). The Global Associates arms you with the right strategy, technology, and operations to engage well with your target audience. We offer specialized services like automated Drip Emails, scalable and technologically advanced platforms for marketing automation, direct Email marketing, hyper-personalized Emails to maximize impact, LinkedIn outreach, and conversational marketing.
You can behave like problem solvers rather than as outright salespersons to make your B2B lead generation effort more effective and successful. Always have the customer’s best interest as your priority. Having a well-planned lead generation program in place is mandatory for sales organizations, executing the program well will ensure sustainable business growth.