Sales-Qualified B2B Lead Generation Strategies That ACTUALLY Work
Lead generation is the first step for any business attempting to sell products or services. In this process, sales and marketing teams identify potential customers or companies who may be interested in purchasing from them.
Sounds easy. Right?
Wrong!
Most companies are stuck at the early stages where they need to identify their target audience. And many of those generated leads aren’t even qualified!
By the time companies realise their mistake, it’s already too late. So all their energy, effort, time and money go into vain without generating fruitful results.
So how to generate B2B leads that convert into sales?
This is precisely what we’ll discuss today.
In this blog, we’ll share sales-qualified B2B lead generation strategies that will work.
How to Generate Sales-Qualified B2B Leads
B2B companies usually have different criteria for generating leads, and depending on the specific area or niche in which the company operates the process varies.
B2B lead generation process can be broken down into several phases, each of which requires careful planning, proper budgeting, and expert execution (with a lot of trial and error to get it right).
Follow these 9 tips to develop a lead generation strategy that will never fail.
1. Have as Many Lead Generation Channels as Possible
If you only rely on inbound marketing for generating leads and very few
active lead generation channels, you might be missing out on a lot of
things.
Right now, you might be entirely focused on blogs or websites or social
media. But don’t rule out other methods like telemarketing or cold emailing.
That’s because the more channels you use, the more leads you generate.
Include outbound strategies like direct mails, cold email outreach
campaigns, telemarketing, or trade shows; and have as many lead generation
channels up and running as possible.
2. Build Relationships with Prospects
We often tend to forget that prospects are humans and the way to generate
successful sales is through building relationships with them.
Engage yourself in real conversations with potential customers. Be
empathetic, informative, and genuinely helpful. Always ask yourself what
kind of response will answer their queries and craft your response
accordingly.
For example, if a prospect posts on LinkedIn asking about the best practices
to write a cold email, don't include a link to your blog. Instead, answer
the question with a mini step-by-step guide.
3. Create and Validate Lead Database
Building a targeted list of B2B leads is an important part of creating new
B2B sales leads. Lists make it easy to reach large numbers of potential
buyers through outreach emails.
Unfortunately, several contact information you generate through tools are
filled with irrelevant or incomplete information.
In fact, an average organization estimates that 22% of all contact details
are somehow inaccurate.
Not surprisingly, inaccuracies are the highest among sales and marketing
staff who believe that over 30% of records are wrong for some reason.
And 42% of them say inaccurate contact
details are the biggest obstacle
to multi-channel marketing.
When you generate data using tools, some of the problems you face are:
So in the next step, you have to employ team members who would manage, append, clean up and validate your lead database
If you don’t have the resources or time to train the existing team members, there is another (and easy) way to get it done:
👉 Hire StatByte Marketing to generate bespoke and verified B2B leads so you don’t have to bother about the quality of contact information. We’ll take care of that.
Or,
👉 Let StatByte Marketing Team verify your existing B2B database and weed out incorrect data from the list.
4. Send Cold Emails
Cold email is more difficult than most communications because -
But when done right, cold
emailing works fine. In fact, many successful businesses built their
customer base with cold emails.
5. Engage in Cold Calling
Cold calling doesn’t work, right? If that’s a yes, why is cold calling still
out there?
Cold calling has been out there before and will remain in the future.
Because cold calling works.
You know what’s more interesting?
82% of buyers
say they have agreed to meet the sellers after a series of contacts that
with cold calling!
We bet you didn’t know that.
Now cold calling script is not everyone’s cup of tea. To make your cold
calls work, you need to train your team so they can personalize verbal
communication based on the response from the other end and do it fast.
Or, you can contact StatByte to get our expert telemarketing team work for you.
6. Segment Your Ideal Prospects
Once you have your leads database, you need to review the information and
segment your target audience.
Audience segmentation is a fundamental activity in audience analysis. It's
the process of dividing a large audience into smaller groups of people or
sections with similar needs, values, or traits.
By segmenting your audience you can craft more personalized messages that
will appeal to them and give you better results.
7. Include Social Listening
This is one of the least known methods to generate leads. Social listening
is used by marketers and brands for monitoring customer feedback and
mentions. But what a lot of people don’t know is social listening can be
used as a highly effective way to generate leads.
Barysevich
says, "You can use social listening, competitor, and hashtag
research to find accounts related to your niche and engage them in the
comments. Then, offer your expertise or start conversations discussing
relevant topics."
8. Get Your Company Listed in Online Directories and Google My Business
If you are a B2B company, make sure you list it on the local directories, trusted review sites like.
Local directories like Yelp allow users to quickly search for a company or service related to a specific industry. So when they search for something you have to offer, they can quickly locate it.
Review sites such as G2 or Capterra help to build trustworthiness so buyers can read about your business, previous customer reviews and may decide to contact you to consult.
If you are a brick-and-mortar business, you can also go for Google My Business listing. Those who are searching locally and in nearby areas can easily find your listing on the map and might give a call to discuss further.
9. Be Proactive in Asking for Reviews
Customer feedback is one of the most powerful customer acquisition strategies. Online reviews help build your reputation, add credibility for your brand, and provide the kind of social evidence needed to influence lead behavior.
That’s why 79% read reviews to make sure the product or service is good, 61% of them read the comments to make sure the product or service works, and 53% read the comments to make sure they’re not getting ripped off.
By seeking more customer feedback, you can build authority and trustworthiness, showcase your work and provide strong social evidence to gain buyer trust and increase sales.
B2B lead generation was never easy. With each year passing by, it’s becoming even more difficult. But we’re sure that if you follow some or all of the tips we shared today, you’ll be successful in generating more sales-qualified leads who will convert.
Not sure where to start?
Why not consult B2B lead Generation experts?
Book a free call and we’ll review how to boost your sales pipeline with more SQL.
