B2B lead generation is the process of identifying the ideal customers for your product or service, then attracting them to buy. It is an essential activity for B2B sales and marketing teams.
Why is B2B lead generation important?
B2B lead generation is fundamental to the success of a business. We have identified several factors that demonstrate the importance of B2B lead generation for sales and marketing teams, as well as the wider business. We, at BUD, have set them out here:
★ Discover your total addressable market: B2B lead generation highlights how much of the market would be receptive to your pitch.
★ Gives you accurate contact data: B2B lead generation ensures that your business is contacting leads with the most up-to-date data.
★ Increases Conversion Rates: B2B lead generation improves the sales process by making sure your business is engaging with those audiences who are most likely to buy.
★ Creates a strong pipeline: B2B lead generation will help you to build a predictable pipeline of sales leads, meaning a higher percentage of closed-won deals.
In general, BUD primarily focuses on two categories of B2B lead generation. While their work may overlap, their approaches to marketing are very different.
These two categories are:
1. Demand generation marketers – This group is focused on the entire B2B lead generation revenue cycle. Its mission is to nurture leads, guiding them from simply being aware of your brand to becoming a customer and finally an advocate.
2. Growth hackers – This group is focused on generating quick revenue growth while spending as little as possible. They typically work with early-stage start-ups and tend to be more experimental in approach. As a general rule, the activities they undertake are often less scalable.
Read more: GUIDE TO B2B SEO FOR 2022
Despite their differences, these two groups do have one thing in common – they rely on analyzing data and testing to drive their decision-making and they are both laser-focused on successful B2B lead generation.
For a digital marketing agency alike BUD’s capacity, the process of B2B lead generation is also known as demand generation. There are several tactics that marketers can leverage to generate leads and demand. They are:
★ Growth hacking – This is where B2B marketers or growth hackers deploy unusual, unorthodox techniques to create demand and grow their business quickly. Examples include incentives, contests, and free tools.
★ Content marketing – This is where marketers publish relevant, valuable content and promote them to their target audiences. Content can take many forms, including blogs, videos, webinars, podcasts, and eBooks.
★ Account-based marketing (ABM) – This is where marketers identify the key decision-makers inside a specific company (or account) and then create marketing campaigns personalized to those leads.
★ Influencer Marketing – This can open your business to a whole new audience. Collaborate with influencers with loyal and passionate communities. Follower count is only one aspect to consider, engagement rate and quality of content should also be prioritized. Micro-influencers produce better campaign results because of their niche following and authentic relationship with their audiences.
★ Strategic Partnerships – Partnering with other companies with a similar target audience can help drive demand. It could involve co-hosting events, podcasts, webinars, or co-authoring content together, and combining exclusive information to create original insights. Companies mutually benefit from each other and gain access to a wider target audience.
The goals of these activities will vary depending on where the B2B lead is in the marketing funnel. It could be to attract new leads to the business or to steer existing leads towards making a purchasing decision.
For a quality digital media agency like Bud here in Bengaluru, the success of B2B lead generation is dependent on the data that sales and marketing teams have. Without good-quality data, B2B lead generation cannot be conducted.
If SDRs have inaccurate or incomplete contact data for their B2B leads, then it becomes impossible for them to cold call or sends outbound emails. If demand generation marketers have imprecise data on their target accounts, then it becomes much harder to create and promote content that converts.
Data is also fundamental to analytics and forecasting. It provides the bedrock for KPIs and benchmarks for individuals and teams; it allows companies to measure their output and results. The insights gained from studying B2B data can be invaluable.
Business leaders can quickly see if there are any failings in their B2B lead generation process and make adjustments. The most successful B2B companies are those who keep on top of their data and use it in their day-to-day decision-making.
We here at the Bud, promise you the finest, yet the most clinical array of digital marketing services in Bangalore that predominantly captures all facets and aspects of the Digital media landscape that can help boost and secure your digital hygiene. Our digital marketing services include SEO Services, Social Media Marketing Services, digital advertising services, etc
Apart from serving as a digital marketing company, Bud is one of the top creative advertising companies in Bangalore.