How to Generate B2B Sales Leads
July 18, 2018
Leads are the lifeblood of your sales team. When your business development pipeline is dry, you stand to lose more than revenue—you may also lose your top salespeople. It stands to reason then, that you would look to generate leads quickly. Buying a list of targets is one option, but the more complex your solution the more important it is that you focus on quality (not quantity) when it comes to generating prospects for your sales team.
A handful of prospects who are qualified and actively searching for a solution like yours are more valuable than a database of people who are unlikely to ever become customers. So how do you generate quality B2B sales leads before your pipeline completely dries up?
Leverage the Power of Social Media
A study from the International Data Corporation (IDC) found that 75 percent of B2B buyers and 84 percent of C-level executives use social media to support purchase decisions. In other words, high-level decision-makers are on social media, so you should be too. Twitter and LinkedIn make it easy to find people by job title or organization. Of course, cold contacting prospects on social media may not always result in a meeting or demo, but if you’re desperate for leads this is one way to engage with B2B buyers who may be interested in your solution.
Go Where B2B Buyers Go
Trade shows can provide a wealth of B2B leads and are great for building face-to-face relationships with buyers you might not meet otherwise. Exhibiting and/or presenting is the best way to generate B2B leads at a trade show, but simply attending gives you the opportunity to mingle with buyers and decision-makers who may be interested in your solution.
If you need help convincing your boss to allocate the budget for exhibiting at a trade show to help you secure more B2B leads, these statistics from the Center for Exhibition Industry Research are a good place to start:
- 91% of attendees say that trade shows impact their buying decisions
- 82% of trade show attendees have buying authority
- 79% of attendees say that attending trade shows helps them decide on what products to buy
Entice Prospects to Give You Their Information
According to a recent Accenture study of 500 procurement officers with annual purchasing budgets in excess of $100,000 (in other words, the types of prospects many companies want to speak with), 94 percent of B2B buyers report that they conduct some form of online research before purchasing a business product. Accenture also notes that companies that provide the type of information B2B buyers are looking for “will realize an increase in customer engagement and revenue, and a faster return on digital investments.” This is what inbound marketing is all about—enticing prospects to come to you instead of the other way around. In terms of leads, this means providing valuable information in exchange for contact information (name and email address, at minimum).
Some great pieces of “gated” content include:
- How-to guides
- Spec sheets
- Market reports
- Expert roundups
Outsource to Experienced Appointment Setters
Outsourcing your B2B sales lead generation or appointment setting efforts in part or in full to experienced calling agents can provide your team with hot leads that lead to real revenue. That’s why Intelemark focuses on delivering leads and setting appointments with high-level decision-makers who are anxious and motivated to talk with you. Our ability to create result-oriented relationships drives significant revenue for the clients we represent.
We have the people, processes and experience to put you in front of the buyers who matter most—decision makers with the power and influence to drive serious results for your business! That makes us one of the best connections you’ll ever make, at least until we start making connections for you. Schedule a test campaign to see what kind of results are possible when you outsource your lead generation and appointment setting efforts with the “Business Connection Company.”