Identifying and pursuing prospective buyers of your products or services are essential components of the process of business development. The post discusses the important role of the process of B2B lead generation in ensuring rapid business growth in 2023 strategically completing the customer acquisition process for your organization.
The constant endeavor of reputed B2B lead generation companies like The Global Associates is focused on creating quality, fresh opportunities for their clients, both small ventures/start-ups, and large corporate companies, to help them achieve rapid business growth in 2023 and beyond.
Innovative methods and the latest technologies are employed by B2B lead generation companies to bring in new customers and keep pumping fresh leads into the sales pipelines of their client organizations by adopting effective tools and techniques to successfully reach out to the extremely busy decision-makers of the day. This enables their clients to present their cases in person.
You can achieve excellent results and ensure robust business growth through a lead generation program developed based on sound strategy and thorough planning.
The objective of the B2B lead generation campaign in India is:
When developing a lead generation program, do you have set objectives and goals? The lead generation process is expected to identify intent-rich leads (customers who have shown interest in your product or service) and capture their information. Having accomplished this objective, effective techniques are employed to reach out to these promising leads and try nurturing them for sales. Once you’ve succeeded in generating interest in the target audience, you strive to qualify them based on predefined criteria.
B2B lead generation services should plan to materialize demand by strategically completing the customer acquisition process. You create business for the organization by converting these prospects into paid customers. Your results depend a great deal on the success of your lead generation effort; B2B lead generation is definitely a crucial first step in the sales process.
Before establishing the real importance of the lead generation process, we must first understand the types of B2B leads we have to deal with. There are primarily two types;
- Marketing qualified leads MQLs;
- Sales-qualified leads SQLs
Customers showing active engagement with your marketing team are termed MQLs. These visitors are sorted on marketing assets through predetermined qualification criteria to be converted into MQLs. You can determine your criteria based on the following:
- Visitors downloading or frequently viewing content provided on your website
- Customers showing keen interest in attending company webinars
- People viewing multiple product pages on your website with moderate to high session time
- Prospects willing to sign up for free demos for specific products
MQLs qualified by the sales team based on strong buying intent are termed “SQLs.” These leads are prioritized by your sales team to try and convert them into deals. Even though SQLs have a longer sales cycle, they are vital because nurturing the wrong leads would adversely affect the conversion rate. Predetermined criteria are used by B2B lead generation companies for qualifying and storing leads. These are very similar to those for MQLs.
The significant roles for rapid business growth in 2023:
1. Ensuring sales development
Laying the foundation of an organization’s sales development is one of the most important roles played by experts providing B2B lead generation in India. They help develop and convert demand for your products/ services. An effective lead-generation process is a must for creating quality opportunities, you are likely to be staring at an empty sales funnel if you don’t have one in place.
2. Accurate projection of sales and profits
The operating sales teams have a torrid time in case the marketing teams don’t have enough leads to follow, nurture, and close. Projecting sales and profits accurately thus becomes nearly impossible, making operations vulnerable and unsustainable.
3. Generating revenue
Lead generation services play a significant role in helping management and executive teams generate revenue for the organization. The focus of the management is on having a predictable volume of high-quality leads for their sales teams so they can close more deals and generate targeted revenues. Lead generation is thus considered an integral part of the customer acquisition process that plays a significant role in ensuring steady revenue growth.
Lead generation depends a great deal on marketing channels to approach interested customers, these channels are broadly classified into two categories:
- Inbound marketing, and
- Outbound marketing.
Inbound marketing channels are instrumental in generating leads from different traffic sources, like search engines, online ads, social media platforms, and so on. You have to adopt an interactive process for these leads because they have higher conversion rates and shorter sales cycles.
Outbound marketing involves generating leads by reaching out to prospects through cold calling, social prospecting, and so on. These leads have longer sales cycles but are considered more appropriate for selling high-volume products.
B2B lead generation companies target the right audience and train their reps to think and behave like problem solvers to achieve exceptional results. They play an important role for sales organizations, both large and small, in ensuring rapid business growth in 2023 and fatter profits by generating increased revenues all the time.