A Comprehensive B2B Lead Generation Guide to Find Interested Prospects for SMEs

The Coronavirus pandemic has played a catalyst to interrupt business and marketing plans across the globe. Thus, making it inevitable for marketers to expedite their B2B demand generation strategy to make sure their sales pipeline has enough fuel to maintain the bottom line and make a noticeable difference to the earnings.

Before the new normal when social distancing was foreign to our ears, hosting, participating and sponsoring trade events, business conventions, and conferences was a great way of networking to find interested prospects to generate sales.

As per a recent survey, B2B organizations’ investment in live events is expected to increase by 39% in 2020. However, the pandemic changed everything overnight, making it essential for humans to lose human touch and stay connected digitally. So, the current challenge for marketers is to blend in the new normal to ensure they continue to generate sales qualified leads.

SMEs, pandemic, and B2B demand generation

To reach the epitome of business, small and medium scale businesses require qualified leads more than anyone else.

In 2020,  small and medium scale businesses are among the most adversely affected sections due to the pandemic. Therefore, this is when professional B2B demand generation services such as digital marketing services, sales enablement services, content syndication program, and a few others can make all the difference.

Imagine kick-starting the week with over 10 sales inquiries in your inbox!

It is still possible.

Here are some important tactics for a healthy sales pipeline in 2020 and beyond

Never in recent history has the market witnessed such a tremendous shift overnight. Right from social distancing to work-from-home mandates managed to reshuffle a plethora of marketing elements. But the need for leads has not changed.

So let’s look at various ways to bag quality and qualified leads even during the pandemic.

Data management solutions

Believe it or not, the barrier to lead generation success is the lack of quality data. With the increase of mobile devices and wide acceptance of technologies such as artificial intelligence, big data, and more, data is easily available. But the data will make sense only if it tells a powerful story about your customer.

Remember, if your data is capable of getting into the prospect’s mind, then every bit of it is worth it. But I am sure a lot of you want to how to get this done. In a digitally progressing world, several data solutions companies offer comprehensive data solutions to sync with your lead generation strategy.

These companies often offer the following –

·         Clean and concise database

·         Reliable data

·         Customer profiling supported by research

·         Data-driven segmentation

·         Improved engagement

Installed base campaigns

 

Installed base marketing campaigns help businesses get quality customer insights of users that use one or more of your products or services. It also analyzes install base data of partners to derive newer and better buyer profiles and preferences’ insights to open doors to a plethora of new brand new opportunities to cross-sell, up-sell, and drive more and more customers to what your company has to offer.

B2B appointment setting services

In simple terms, B2B appointment setting services is the act of networking with leads and setting up sales meets to further discuss business opportunities.

This is why SMEs should use B2B appointment setting services,

·         To get more sales leads

·         Focus on your target market

·         Identify buyer personas

·         Nurture leads

·         Accomplish revenue goals

Note: In addition to these, companies can also explore services such as Account-Based Marketing Service and HQL services provided by professional B2B led generation companies.

Conclusion

Investing in reliable B2B lead generation services is like fishing in a pond full of fish. A professional workforce, suitable tools, strong networking, and experience help boost the bottom line of businesses from different industry verticals.

Therefore, make a clear choice for business success by investing in the most suitable B2B lead generation services for your business.

Lead Generation Solutions That Market Your Business

 The internet will continue to grow and so will competition. So, what is the element that will differentiate your business from the rest?

The answer is marketing.

As aptly coined by Winston Churchill, “Success is not final; failure is not fatal: it is the courage to continue that counts.”

Associating the motivational quote to the world of business, it is time businesses courageously invest in the best marketing qualified leads company to taste success and keep the mechanism going.

Therefore, it is extremely necessary to put in the right efforts at the right time to gain something meaningful.

Create opportunities for business

The word opportunity is just like a Zen philosophy ‘koan’ that has different dimensions. If something is right for you, it might not necessarily be the same for someone else. Therefore, personalization is the key, even while selecting the best marketing solution.

More leads, please

The expected end of every marketing solution is quality leads. Businesses invest bank-breaking amounts in B2B lead generation services to maintain a healthy sales funnel that can guarantee business continuity and success.

But the million-dollar question is- How is it done?

Definitely not by blindly copying your competitor, but by evaluating and analyzing your business needs. Remember, business success is directly proportional to quality leads. Therefore, choose the best solution for unbelievable results.

Whether launching a start-up or running a well-established business, in either case, don’t wait for your leads to contact you.

The action plan

Outsource B2B demand generation services

Every business wants sales qualified leads that effortlessly move throughout the sales cycle. But the challenge lies in the preparation.

Outsourcing the task to specialized B2B lead generation companies is an excellent way to maintain a healthy sales funnel.

The success kit

Content syndication marketing

The web is becoming noisier every day. And if you believe the content that you posted on your website will be read by a large number of people, then I am afraid you are wrong.

Content syndication is a way to republish content in such a way that it reaches the masses. Well, you know websites such as The Huffington Post and The New York Times feature syndicated content that adds to their credibility.

Syndicate article does not stop at creating brand awareness; it also helps the network and drives more traffic to the original article, letting more people know about your products and services.

Benefits of content syndication

·         Boosts SEO

·         Enables lead generation

·         Increases brand reputation

·         Cost-effective

PBM/persona-based marketing solutions

Persona-based marketing is a concept that designs buyer journeys for business prospects assuming they can be grouped into a variety of individual types. Basically, it is a technique that allows businesses to better connect with their buyers and deliver well-tuned marketing information.

With the help of PBM, organizations get an opportunity to know their buyers better and understand their preferences and the preferred means of communication. As it answers questions like, who is the customer? How do they make their buying decisions and more?

Benefits of persona-based marketing

·         Deeper understanding of buyers

·         Enhanced sales and marketing results

·         Improved ROI

Account-based marketing

Are you looking for a more desirable ROI from your marketing campaigns? If yes, change the way you acquire, retain, and grow important accounts.

Many B2B marketers are adopting the fundamental of account-based marketing (ABM) as a vital element for their overall marketing efforts. ABM perfectly blends traditional short-term marketing goals and aims to drive long-term revenue growth.

Benefits of account-based marketing

·         Personalized approach

·         Higher chances of acquiring targeted clients

·         Promotes USP of the business

·         Builds relationships through networking

·         Offers large return on investment

Conclusion

Lead generation is not as easy as it sounds. It does not have a fixed formula that can be applied universally. It is a very subjective concept that requires homework, research, expertise, and the right tools.

Apart from the ones mentioned in the article, demand generation can also be done through install base marketing, B2B appointment setting services, and market intelligence system.

All that you need to do is select the perfect assortment.