B2B lead generation is often the most challenging step in sales. Companies spend massive amounts on closing sales efforts, forgetting to fill their closers’ pipelines with qualified leads. Don’t drain your business of its resources by foregoing proven B2B lead generation strategies. Instead, implement processes to get your team in front of interested decision-makers ready to buy your product or service.
Whether you are releasing a new product, starting a new business, or pushing for improved sales between your ideal clientele, B2B lead generation will allow you to apply techniques that will lead to more closed agreements. Improve your probability of success by understanding what it takes to maximize B2B lead generation.
Our lead specialists created a definitive guide to B2B lead generation that will help you focus on finding qualified leads. Here is what you need to know to get started.
Our Definitive Guide to B2B Lead Generation
What does B2B mean?
B2B stands for business-to-business. It is a transaction between one company to another, including retailer to manufacturer, wholesaler to small retail business, a technology supplier to a large conglomerate. These sales usually include one company purchasing raw materials from another that the business will use in their manufacturing process.
Another example of B2B is a wholesaler selling their products to retailers who turn around and sell the item to its consumers. Grocery stores are a classic example of these B2B transactions.
What many people don’t understand is the sales strategies it takes to create these partnerships. Successful B2B sales require more analysis and preparation than traditional B2C (business-to-consumer) sales, which is why B2B services are even more essential to an effective sales strategy.
A B2B sales period is also usually longer than other types of sales. Sales teams typically interact with several players within a prospective company before accessing any actual decision-makers. It is factors like these that can make B2B sales more challenging but also rewarding. In fact, a single B2B sale can generate the same or more revenue than all of the deals made by B2C over the same period.
What is B2B lead generation?
B2B lead generation is a thought-out process of collecting contact information and turning potential customers into long-term clients. Any technique that grows interest in your product or service would be considered B2B lead generation. These activities help attract potential customers for the purpose of filling your sales pipeline.
Selling in B2B industries requires using multiple avenues for attracting and transforming prospective leads to long-term consumers. Some proven formulas include online advertising, cold emails, cold calling, SEO, PPC, paid search, social media, and digital marketing. These B2B lead generation techniques target companies that would be interested in your products or services.
These lead generation avenues are only a few examples of the numerous techniques you can use to attract potential customers. Although B2B lead generation seems straightforward, different factors can give your lead generation campaign the fuel it needs to increase momentum and bypass competition.
While some businesses employ one or two of these tactics, developing a customized strategy with an outsourced B2B lead generation vendor will maximize your efforts. Outsourcing your sales efforts is an excellent solution for businesses that can’t spare their workforce or focus. Our B2B lead gen agency takes care of finding prospective clients that match your criteria so that you can focus on what you do best—your work.
Outsourcing B2B lead generation also provides you with experienced insight into making your sales strategies work for you rather than against you. These partnerships work in tandem with your business so that the clients feel they are working directly with your company rather than a 3rd party vendor. It also gives you access to proprietary technology unavailable to your company otherwise.
How do you find B2B leads?
Automating your lead generation process is the key to finding B2B leads. Marketing automation uses proven technology to reach your target audience and generate interest that will make it easier for you to convert.
Outsourcing your B2B lead generation processes will help streamline and reduce these tasks’ time-intensive labor. Our B2B lead specialists will gather information to track your prospective clients’ behavior and eventually gain leads.
We will also nurture these leads through targeted content, fast response times, and proprietary technologies. Our team will guide these leads through our B2B lead generation funnel until they end up on your appointment list.
Does B2B lead generation help?
Since B2B lead generation is an essential part of any sales campaign, implementing proven strategies will ensure that you receive the interest in your product or service that you deserve. B2B lead generation will fill your sales pipeline with interested decision-makers who will eventually purchase your services.
Without leads, you have no customers. With no customers, you will have no revenue and, eventually, no business. B2B lead generation offers the techniques and strategies you need to generate growth every quarter.
Does B2B lead generation work?
Consider the undertaking required to run a DIY lead generation campaign. Each tactic requires its own strategy and continued optimization. While your goal may be to increase ROI, it can be a painstakingly slow and expensive process. Outsourcing your sales strategy has more than a few advantages.
Here are some of the benefits of implementing B2B lead generation solutions into your sales strategy.
Increased Flexibility
Partnering with lead generation services gives you access to an arsenal of proven solutions that will quickly adjust to fit your company’s needs. Through a finely tuned process, Launch Lead’s lead generation experts will deliver qualified sales for you to close. You will also learn as you grow with campaigns targeted to adapt to the needs of your prospective customers. This flexibility can be a determining factor of whether a lead decides to buy your product or not.
Custom Technology
Launch Leads invests in cutting-edge technology to meet the growing demands of various industries. Using innovative sales and marketing technologies like custom-built dialing platforms, you can gather interest from qualified leads. These proprietary technologies target your customers for an overall better ROI.
Sales Support
Working with B2B lead generation services will also increase your support team. You will have an experienced salesforce focused on outbound sales work that can often drain a company’s resources. This process will generate leads, increase interest, and get you in front of interested decision-makers.
Increased Profit
Working with a lead generation service is the best way to increase sales. An added benefit of partnering with experts is efficiency and profit. You will have time to focus on clients who generate the most revenue, implement relationship-building activities, and upsell your latest products, which will increase revenue ten-fold.
Market Experience
Lead generation services focus on generating sales through a series of solutions that lead to sit-down appointments with those in your ideal client demographic. Their experience in the field gives you access to avenues that you don’t have on your own, too.
What are some B2B lead generation strategies?
To formulate a B2B lead generation strategy, you must first consider how you can meet your prospective customers where they are at. Ask yourself, what avenues can you use to regularly bring clients into your pipeline so that closers can do their job?
Understanding your ideal client will help you identify the most effective strategies for reaching an organization’s top decision-makers. Different clients will respond to different techniques, which is why you must have a few in your arsenal. Customizing multiple processes will optimize your B2B lead generation strategy.
Let’s review some of the leading B2B lead generation strategies Launch Leads’ uses from clients located around the world.
Appointment-Setting Services
B2B appointment setting service involves a multi-channel approach to sales, including contacting prospective leads through the phone, email, social, and web. By targeting leads through these systems, we’ve proven time and again that we can plug any sale into our system and generate the desired outcome. Our finely-tuned processes consistently deliver qualified sales opportunities to closers, so they won’t have to waste their valuable time, energy, and resources.
Our appointment-setting methodology also ensures that your team does not burn through leads. We combine our lead generation services with other strategies so that your leads understand how transformative your product could be to their company. Once we set the appointment, we will transition the lead to your sales team. But our work doesn’t stop there. After the appointment, we will meet with you to measure the ROI and determine the quality of the lead, perfecting our process.
Content Marketing
Every day, prospective customers search online for content that helps their business grow. One of the best ways to establish yourself as a leader in your market is by creating assets for your customers that they can download directly from your website.
Different options used by Launch Leads include white papers, how-to guides, case studies, checklists, spreadsheets, videos, and worksheets. Launch Leads will then send targeted content through proven nurture campaigns to ensure leads have your company at the top of their minds.
Plus, none of it ends up in the SPAM folder since they’ve opted-in for future communication. These content marketing techniques ensure that prospective customers remember your company throughout the sales process. The communication also supports your company’s product or service by including industry-specific information that establishes your expertise.
Fast Lead Response Times
A proven strategy in B2B lead generation is decreasing your response time when communicating with incoming leads. Unfortunately, getting in contact with a lead can feel like an uphill battle. The longer it takes you to get back to a lead after missing a phone call from them, the higher the likelihood that your pitch won’t stick.
Lead generation prioritizes response times by calling prospective leads back within five minutes. The longer you wait, the less likely they will engage in a conversation because you are further from their mind. In fact, they could already reach out to one of your competitors by the time you call back.
Launch Leads’ B2B lead gen agency ensures that your qualified prospects receive immediate attention with rapid responses and lead follow-ups. This gives your company a better chance of converting leads into long-term clients.
Trade Show Lead Generation
According to B2B research, three out of four people believe meeting in-person is the most effective marketing tactic available. Trade show lead generation helps you take advantage of these opportunities. Launch Lead’s trade show marketing solutions provide you with increased opportunities to show your product’s effectiveness.
A successful trade show strategy includes adequate preparation and consistent follow-up. These lead generation efforts will allow your company to maximize its efforts before, during, and after the event.
Dead Lead Revival
Launch Leads focuses on retargeting leads through a Dead Leads Revival service. Rather than accepting rejection, Launch Leads focuses on re-engaging your exhausted prospects instead. Our team will use multi-channel touchpoints to place dead leads back where they belong—your sales funnel.
The service involves advanced proprietary software that tracks every move, allowing us to reconcile our call records with yours to verify that our efforts reach their maximum potential. Best of all – we can operate on a pay for performance model where you’ll only pay for inbound calls that meet a minimum call duration threshold.
What B2B lead generation tools are available?
In an outbound B2B lead generation strategy, a couple of tools are key to generating sales leads. Launch Leads invests in cutting-edge technology to meet the growing demands of our clients.
Through our innovative use of sales and marketing automation, we deliver more in less time. Our custom-built dialing platforms analyze lead-list data in real-time and prioritize leads based on time of day, the number of previous attempts, lead status, email opens, and more. Partnering with Launch Leads gives you a distinct edge over your competition.
Our technology resources and databases inform and drive our decisions every day. Take advantage of real-time data to improve your messaging on inbound and outbound lead generation activities. As your campaign progresses and our team gathers more data points, we will adjust your messaging and strategies to improve your sales tactics.
Who conducts B2B lead generation?
Uncovering new areas of sales opportunities for your business can transform how your company handles sales. B2B lead generation helps maximize your sales strategy’s power by outsourcing your efforts into the experienced hands of lead specialists. Since most prospective leads aren’t ready to roll the dice when you first make contact, the time it takes to generate interest can drain your business’s resources.
There is an art to B2B sales that involves lead nurturing until they are ready to buy. Outsourcing your B2B lead generation gives your prospects the time and attention they need to know your product. Over time, they will begin to see why your product is worthwhile.
Handing your B2B lead generation over to a lead generation company will give your sales strategy the time and attention it needs to reach its potential. Whether you run a small company or part of a large enterprise, lead generation is one of the leading strategies to grow your business.
These efforts will improve your flexibility and strategizing techniques to ensure that you get the most out of your sales efforts. While many companies are over-extending themselves trying to run a DIY lead generation campaign, you can yield more success by outsourcing your efforts.
If you are ready to see the fruits of your labor, then outsourced lead generation can lead the way. Lead generation service providers use targeted services proven to increase sales and push businesses towards their business goals. Not only will Launch Leads customize a B2B sales strategy that fits your business model, but the latest research backs our targeted approaches.
B2B Lead Generation Services from Launch Leads
Trust Launch Leads to perfect your company’s B2B lead generation campaigns. With finely tuned processes, we will consistently deliver qualified sales opportunities to your closers so that they can stay laser-focused on interested prospects. You’ll meet with qualified buyers through our proven appointment-setting and lead generation techniques.
Our multi-channel approach ensures that your team does not burn through leads. We combine our lead generation services and follow the lead until you have a fully qualified appointment set with an interested decision-maker ready to work with your company. Once we hand over the meeting to your sales team, we continue our services by providing valuable, measurable insights. Let our team take yours to greater heights. Not only will our lead generation services increase sales opportunities, but they can help other areas of your business flourish, as well. Receive a free needs assessment from our lead generation experts today.
