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.
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