Demand generation is not everybody’s cup of tea. This article talks about the various techniques companies can sign up for with a professional demand generation company to enjoy a competitive edge and expand its ROI.
Here is an interesting story that I
recollect about IFP (Indiana Fluid Power) closing a USD 500K deal in just 90
days by outsourcing lead generation.
Sounds interesting. Isn’t it?
Every marketer desires a sales funnel
that is filled with quality leads. However, factors such as target industry,
size of marketing and sales teams, technical resources, and complexity of sales
cycle determine the fate of a company’s lead generation efforts.
This is the primary reason why
businesses turn to third parties to ensure an uninterrupted flow of prospects.
IFP, a company involved in motion
control and automation systems for the industrial and mobile OEM marketplace,
turned to a third-party B2B demand generation services company. Three
months later, IFP successfully closed a USD 500,000 deal and had several other
opportunities lined up in the sales funnel.
Suppose IFP, a company with a specific
vertical target and several other complexities, could do it. In that case, a high
quality lead generation services company can make it happen for any other
business.
Decoding the secret to amplifying your inbox with quality leads
As people think twice before spending
a dollar, lengthy buying decisions delay the B2B sales cycle and transform it into
a prolonged process.
Poor leads, incorrect target audience,
failure to obtain commitments, different subsets of customers are a few reasons
for a slow and lengthy sales cycle.
Can this be fixed?
Heading toward the perfect sales strategy
As suitably coined by Liz Lange,
renowned fashion designer and entrepreneur, “Every brand isn’t for everybody,
and everybody isn’t for every brand.”
This beautifully explains the
importance of wisely selecting your audience and building sales strategies that
actually work.
There are several alternatives that
third-party lead generation service providers offer. A business should
thoughtfully select the permutation and combination that displays the potential
to fulfill the company’s demand based on its requirements and the end goal.
Below is an assortment of lead
generation services that businesses can mix and match to get sales in green and
make profits.
Let’s check out what these options look like,
The power of data
In this digital era, data is an
inevitable element in the marketing arsenal.
A B2B data solutions company
with a range of solutions aids businesses to meet business objectives and scale
up sales by focusing on targeted customer acquisition campaigns. They also
deliver high-quality emails and data appending services that lead to higher
efficiency.
High quality leads (HQL)
in the sales funnel
A sales funnel is meaningful if it is
sourced with high quality leads that have high chances of conversion in the
near future.
But how to ensure the quality of
leads?
HQL service
providers are the answer.
Involved in delivering campaigns to
discover qualified customer lists for a business, these services also help
initiate initial communication between the brand and the lead.
Good quality leads don’t come easy. HQLservice providers often perform a combination of the following activities,
·
SEO (Search engine
optimization)
·
Paid search
·
Lead nurturing
·
Email marketing
·
Whitepaper
·
Appointment
setting
·
Lead follow-up
Importance of marketing
qualified leads
Marketing qualified leads are a level
up. They are leads that fulfill SLA (service level agreement) between the
marketing and sales teams. They most often are achieved when the marketing
qualified leads services company follows one or more of the following
techniques,
·
Outbound content
promotion
·
Contentsyndication marketing
·
Content syndication
program
·
Inbound marketing
and outbound sales development
Conclusion
We now live in the information world
where people are well informed about their buying choices. However, it isn’t
easy to find potential customers by deploying outdated, in-house, or
traditional marketing and lead generation techniques. Only an end-to-end
professional demand generation services company can cater to this.
Tip of the day: Say no to frivolous
moves and yes to solid strategies backed with the right lead generation
services deal.
