Lead generation is an essential part of any inbound marketing strategy. It's the process of attracting potential customers and guiding them to your offers. But how difficult is it to generate leads? In this article, we'll explore 10 reasons why sales teams work so hard to generate leads, as well as techniques you can start using today to get off the ground. Not only do many B2B marketers mistakenly think that lead generation is complex, but they also think they need to have the perfect process before starting.
To make it easier, you should create an Ideal Prospect Profile (IPP) and an Ideal Buyer Person (IBP). The IPP describes the B2B companies that are most likely to buy your product or service, including factors such as demographics and company culture. The IBP is a caricature for decision makers in target B2B companies, including factors such as their personality and values. It's important to keep track of the right KPIs to monitor agent performance.
Are your lead generators connecting with real people when they call or just leaving messages? Are they spending enough time on each call to really talk and develop relationships? It's worthless if you have 10 live conversations that last only 30 seconds, but if you have 10 live conversations that together represent 4 hours of talk time, that can generate strong inquiries and qualify enough people to meet your quota. Social media can be a useful, low-cost source for lead generation. Twitter has Twitter Lead Generation Cards, which allow you to generate leads directly within a tweet without having to leave the site. For small businesses without a sales department or person, you'll need to outsource some or all of your lead generation.
Sales-qualified leads are contacts who have taken steps that expressly indicate their interest in becoming paying customers. To qualify potential customers, you can use a scoring system that assigns them a numerical value (or score) based on their level of interest. Potential customers who qualify for the product are contacts who have used your product and taken steps that indicate an interest in becoming paying customers. Content marketing is also a great way to generate demand and leads over the past 12 months.
It's important to find a good balance between the number of calls and the quality of the calls when it comes to lead generation.