The essential components of the process of business development include identifying and pursuing prospective buyers of your products or services. The post discusses the significance of B2B lead generation for ensuring the rapid business growth of your company.
Top providers of B2B lead generation services like The Global Associates constantly strive to create quality fresh opportunities for their clients, both small ventures and start-ups, and large corporate companies, to help them keep up with their growth and profitability projections in the year 2022. These experienced vendors employ innovative methods and the latest technologies to bring in new customers and keep pumping fresh leads into the sales funnel of their client organizations by running effective B2B lead generation campaigns to take care of the changed business environment in this age of super-busy decision makers and ever-intensifying global competition. A lead generation program developed using sound strategy and thorough planning is capable of delivering exceptional results and ensuring robust business growth for many years to come.
What does B2B lead generation in India process expected to accomplish?
Identifying intent-rich leads (customers who have shown interest in your product or service) and capturing their information comes under the purview of lead generation. You then employ effective techniques to approach these promising leads and try nurturing them for sales. Having generated interest in the target audience, qualifying them based on predefined criteria is the next step.
It’s vital for B2B lead generation services to materialize demand by completing the customer acquisition process; these prospective buyers need to be converted into paid customers to bring business to the organization. A company’s results depend a great deal on the success of its lead generation effort; so you can safely say that B2B lead generation is a crucial first part of the sales process.
Before we discuss the real importance of the lead generation process, it’s necessary to understand the two primary types of B2B leads one encounters:
Marketing qualified leads MQLs:
MQLs are customers who show active engagement with your marketing activities. You filter the visitors on marketing assets through predetermined qualification criteria in order to convert them into MQLs; some of the criteria may be as follows:
- Those who download or view content provided on your website.
- Those who show keen interest to attend company webinars.
- Visitors view multiple product pages with moderate to high session time.
- People sign up for free demos of the company’s products.
Sales qualified leads SQLs:
SQLs can be defined as marketing qualified leads by your sales teams based on strong buying intent. Your sales team prioritizes these leads to try and convert them into deals. SQLs have longer sales cycles, but these are vital since nurturing the wrong leads would affect the conversion rate adversely. B2B lead generation companies have pre-determined criteria for qualifying and storing SQLs that are similar to those for MQLs.
Why is it essential to generate b2b sales leads:
1. Sales Development
B2B lead generation in India lays the foundation of a firm’s sales development. The process helps develop and convert demand for your products. A well-orchestrated lead generation process is a must for generating top-quality leads, if you don’t have one, you would be staring at an empty sales pipeline.
2. Accurately predicting sales and profits
If your marketing teams don’t have enough leads to reach out to, nurture, and close, the operating sales teams will have an empty sales pipeline without any promising leads. In this case, projecting sales and profits accurately would become nearly impossible, and your operations would become vulnerable and unsustainable.
3. Creating revenue
Lead generation plays a vital role for management and executive teams by helping generate revenue for the organization. The management focuses on having a predictable volume of high-quality leads to provide better opportunities for their sales teams to close more deals and generate targeted revenues. Lead generation thus becomes a very crucial part of the customer acquisition process and plays a major role in ensuring revenue growth.
Creating quality B2B sales leads thus assumes great significance to keep your sales growing. Lead generation depends largely on marketing channels to approach interested prospects. These channels can be broadly classified into two categories:
a) inbound marketing, and
b) outbound marketing.
Inbound marketing channels generate leads from different traffic sources, like social media, online advertisements, search engines, etc. You come to know of the visitors’ interest in buying from you when they approach or sign up for your offers. These leads have higher conversion rates and shorter sales cycles besides having an interactive process.
Outbound marketing/sales are used to generate leads by reaching out to prospects through mediums like cold calling, cold emailing, and social prospecting etc. These leads are more appropriate for selling high-volume products despite having longer sales cycles.
You can make your B2B lead generation effort a grand success by targeting the right audience and thinking and behaving like a problem solver. This is an important process for large and small sales organizations to stay afloat in the face of stiff global competition and ensure rapid growth and fat profit margins.