Almost 40% of salespeople cited prospecting as their most challenging task, according to HubSpot research. Prospecting effectively and bringing in qualified leads are critical to the success of sales representatives.
A sales and marketing team’s top priority is to generate B2B sales leads. This is because, in any business, the more leads you generate, the more sales revenue you’re likely to generate and grow.
The challenge of generating quality leads in an incredibly competitive and dynamic business environment is permanent.
What is B2B Sales Lead?
A B2B sales lead has been thoroughly qualified for sale. This lead is interested in your product/service. Prospecting is a method used by sales reps to generate B2B sales leads.
They differ from marketing qualified leads sometimes sourced when a consumer downloads a content offer. These consumers might be interested in your product but have not demonstrated immediate intent to buy.
When sourcing B2B leads, you must understand both a company’s and an individual’s goals. You must not only conduct outreach to individuals but also find organizations that would benefit from your solution.
How to Generate More B2B Leads for Your Sales Team
Communicate with Chatbots
According to a lead response report, only 10% of B2B companies can respond to new leads within five minutes. Requests and questions should be answered quickly. Chatbots provide B2B companies with a quick and easy way to interact with their target audiences using artificial intelligence technology.
It is possible to automate them and use them to greet and guide leads instantaneously. By enabling your chatbots to interact with prospects, you’ll gather information about your leads including their names, email addresses, phone numbers, pain points, feedback, and personal preferences.
Mastering outbound calling
You need to excel at this if you want your sales team to succeed. Outbound calling can improve your chances of maximizing each interaction – and since most sales are made by phone, an effective outbound calling strategy is essential. Include the following in your outbound call strategy:
- Clear, measurable goals, including average call handling times as well as close rates
- To better prepare future communications, you’ll need a strategy for qualifying the lead
- Once the call is finished, follow-up plans should be made to further connect with the contact
Outbound call scripts are an issue that is causing a lot of confusion among marketing professionals. Scripts should aid agents in providing prospects with the support they need rather than tie their hands. Rather than forcing your agents to enforce rules that might not be suitable for individual calls, scripts should be tools in the arsenal of the agent.
SEO Content Optimization
In Google’s research, an average B2B buyer conducts 12 searches before visiting a website. 94% of B2B shoppers conduct online research before making a purchase. Organic search will be an important tool for generating B2B sales leads in 2021 based on these statistics.
Publishing long-form articles and researching keywords and using them naturally is the best way to achieve this. Be sure to include relevant terms in URLs, link to authority sites, and optimize title tags and meta descriptions. Search engines will be able to find your content easier if you do this correctly. Creating top-of-funnel leads is about driving traffic to your website and nurturing them.
In addition to improving leads and sales, social media offers several valuable opportunities. B2B lead generation, for example, is becoming increasingly effective through LinkedIn.
From company updates to likings, in-mail to messages, it offers diverse ways to connect with prospects and provide them with information about your solutions.
Before contacting a lead, the ability to learn about them through social media is unprecedented. LinkedIn can be a great place to learn an individual’s position within a company, their pain points, and how your solutions can improve their day-to-day work. As well as qualifying your leads before contacting them, you can also gauge the purchasing power of an individual within their company.
Ask for customer reviews
The majority of consumers read reviews online before making a purchase. You can reach out to happy customers by requesting their names from Customer Support or by pulling your top NPS scores.
These clients can even be encouraged to leave reviews on websites like G2 and Capterra. Having a strong presence on these sites can be a huge lead driver for your business.
Vendors who pay for a peer review account on a site will be able to access industry-specific reports and data and have their software directories customized.
Despite their notorious evasiveness, B2B leads are still possible. There is a secret to finding a formula that works and sticking with it. Use this method until you exhaust its usability, then move on to another method.
There is no such thing as an entirely free method. Risks are inherent in every method. And no method is instantaneous. Methods do not work instantly. If you want to make some connections, you’ll have to invest some time and effort. If you follow these methods, you’ll be well on your way to gaining some valuable leads very quickly.