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09 Jul

Many marketers often focus on the quantity of leads rather than their quality. This approach can result in demand generation efforts that fail to meet sales goals, waste funds on ineffective leads, and strain marketing budgets.

To ensure that lead generation efforts yield high-quality prospects, growth marketers need to plan thoroughly and execute their strategies with precision.

Research by Gartner reveals that companies securing over 35% of their leads through marketing channels have higher conversion rates. Utilizing digital content to foster engagement helps attract potential customers who are actively researching products or services.

Step 1: Gather B2B leads 

The initial step in B2B lead generation involves collecting contact information of potential buyers. (Luckily, that’s our specialty 😏) This data is often gathered internally, produced by a specialized lead generation firm, or sourced from a B2B lead database, though purchasing data is usually not advisable.

Step 2: Targeting leads

With a collection of high-quality leads that align with your lead scoring criteria, sales representatives can reach out through cold calls, emails, social media, or other outbound methods, as well as respond to inbound inquiries.

Step 3: Qualifying & Nurturing high-quality leads

During interactions, sales reps assess the likelihood of leads making a purchase by determining their stage in the buying process. These stages include:

  1. Awareness: The potential customer starts recognizing an issue or need and begins researching solutions. They engage with blogs, whitepapers, and case studies at this stage.
  2. Consideration: The lead understands the specific product or service required. They outline their needs before researching or contacting vendors.
  3. Decision: The buyer evaluates potential suppliers, meets with decision-makers, and finalizes their choice.

Based on the lead’s stage, reps initiate nurturing campaigns or aim to schedule calls or demos to move the prospect further down the sales funnel.

4. Build a free tool to generate B2B sales leads

HubSpot offers a free CRM.Crazy Egg gives a free Heatmap tool .Ubersuggest offers free SEO analytics reports.Notice a pattern?For SaaS and tech companies, one of the best B2B lead generation strategies I’ve witnessed is a free tool.Offering a free tool works for B2B lead generation because:

  1. It allows leads to “try before they buy.”
  2. It gives you a solid opt-in offer that attracts high-quality leads into your sales funnel.

In our early days, we used this exact tactic at desire group International to get users to find and refer leads to us. It’s worked so well that we still use it.

Step 5: Close leads by making a sale

After numerous discussions and evaluations, the prospect decides on your solution, leading to a successful sale. The customer is then handed over to the customer success team for onboarding. Success!

Find what works for you

Cracking the code to effective B2B lead generation strategies is the key to overcoming the challenges and achieving sales growth. While it may seem like a daunting task, it is far from impossible.The world of lead generation tactics and strategies can be overwhelming, leaving you pondering questions like:

👉 Which B2B lead generation strategy is truly the best?

👉 Will this tactic genuinely boost sales?

👉 What approach will yield the most favorable outcomes?

At Desire Group International, We ensure that your work is getting done for you and by us. We want to ensure you get the right leads and generate more sales than ever before..

Get in touch or email us so we can help you get ahead of your competition.

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