November 23

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What is B2B Lead Generation? [And is it still relevant in 2021]

Written by Brian Bailey

November 23, 2021


What is B2B Lead Generation?

B2B lead generation is the process of generating leads for salespeople in businesses. This can be done through various methods including cold calling, emailing prospects, or using social media marketing.

The reason why most companies use B2B lead generation services is because they are able to reach out to people who have an interest in their products and/or services.

Inbound vs. Outbound Lead Generation

Outbound lead generation involves selling your product or service to other businesses. For example, you may offer a business owner training on how to improve his company’s productivity.

Inbound lead generation refers to when you sell your product or service directly to customers. You can do this by providing useful content that helps them solve a problem or achieve a goal.

In this article we'll focus mainly on outbound lead generation.

Why do you need B2B Lead Generation for your business? 

Lead generation is essential for any business. It allows you to find potential clients and convert those leads into paying customers. In fact, there are many different types of lead generation strategies available to you. Some work better than others depending on what type of business you run.

1. Drive Awareness of Your Product

When it comes to awareness building, one of the best ways to get started is with lead generation. By creating quality content related to your industry, you will build up a list of contacts interested in your product or service.

2. Drive Sales to Your Products 

b2b lead generation

Once you start growing your list of contacts, you should then begin converting these leads into sales.

3. Track and Measure your marketing activities

Once you start getting leads from your lead generation strategy, you want to make sure you are tracking and measuring all of your efforts. This way you can see which lead generation tactics are working and which ones aren't.

Online B2B lead generation strategies

There are three main ways that B2B Lead Generation Marketers use

1. B2B Cold Emailing

b2b lead generation emailing

Cold emailing is one of the oldest forms of lead generation. The idea behind cold emailing is to send emails to people who are not already familiar with you. These emails are highly personalized and targeted to only the look-a-like audience that may be interested in your product or service

2. B2B Cold Calling

Cold calling is another form of lead generation where you reach out to the prosect via the phone in order to find time to schedule a meeting about your offer. 

3. LinkedIn Prospecting

Prospecting on LinkedIn is a great way to generate leads for your business. There are two main reasons why prospecting on LinkedIn works so well:

People on LinkedIn tend to be more open to talking with someone they don't know and you can easily connect with people who share common interests.

B2B Strategies To Avoid

Not Using Case Studies

b2b lead generation

Case studies are a powerful tool used by marketers to demonstrate the value of their offering. They help convince prospects that they need to buy your product or service. 

Having No Clarity About What You Are Selling

It’s important to clearly define your product or service before starting to market it. Make sure you know exactly what you are going to say and show during your presentation. Put your offer in a "box" that the potential customer can open. 

Lack of Knowledge in your Potential Customer's Industry

If you have no knowledge in your target customer’s industry, you won’t be able to provide them with valuable information. If you try to talk about something that you don’t understand, your outreach is at risk of looking spammy.

The Wrap Up

Lead generation is an essential part of every successful business. When done correctly, lead generation can increase your company's revenue and profits. However, if you do not use lead generation effectively, you could end up wasting money and missing out on opportunities.

 

 

 

 

 

 

 

 

 

 

 

 

 

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