Which B2B Lead Generation Methods Work Best?
May 3, 2016
When it comes to B2B lead generation, all you have to do is Google “B2B lead generation” and you’ll a number of insights (more than 650,000!) from “experts” on creative and ingenious ways to generate leads for your sales force. How do you know which lead generations will work for your business?
What Works Best?
A study performed by Placester found that 78% of executives name generating more leads as the biggest challenge they face. The same study asked which B2B lead generation methods work best and the answers are not surprising to us:
- Inside Sales
- Executive Events
- Tradeshows, Conferences
- Company Website
It’s the telephone calls-the human interaction-that top the list of most productive B2B lead generation methods.
How to Use This Knowledge in Your Next Campaign
The most effective B2B lead generation campaigns engage with targets, determine if your solutions can solve their critical business issues, and gauge their level of interest is in your company’s solutions.
To ensure that your B2B lead generation campaign is successful, you need to make sure you’re reaching your target audience where and how they prefer to be contacted. Focus on the following key elements when creating your next campaign:
- Use multiple touches. This could include sending a direct mail piece, leveraging an email campaign, and following up with a free report to generate interest.
- Have a compelling offer. If you don’t stand out from the crowd, your B2B lead generation efforts will fall flat. It’s especially difficult if you only compete on price and don’t offer something of value to your customers.
- Include a human touch. Be sure to include telemarketing. Despite this era of digital marketing, there is still a need for human interaction as buyers move toward making a buying decision. Often, a decision will not be made until a lead speaks to someone on the phone to discuss the details of the transaction.
B2B lead generation is hard work. But there are ways to maximize your efforts and you can start by employing some new tactics. It’s time to add in that personal connection your campaigns might be missing.
Intelemark excels at connection. It is the essence of everything we do on behalf of our many clients. We reach out and engage your targets in ways that build your brand and engage them with your offer. We deliver results—every time. It’s why we’re known at The Business Connection Company.
Call Intelemark today at 602-943-7111 to schedule a test campaign to see the types of results we can create for your next B2B lead generation campaign, or contact us online.