The expedition of a thousand miles starts with a single step. And in a classic sales process or marketing funnel, the b2b lead generation is known to be that step. Lead generation includes gathering potential customers’ information. Such as email, job title, name, and company name. Using the information to point them with ad campaigns and customized sales pitches.
What is B2B lead generation?
B2B lead generation is the process of catching the attention of intent-rich leads. So they can be nurtured and reached out for sales. It begins with marketing activities that aid produce interest from a selected audience of possible buyers. That transforms into leads qualified depending on a predefined basis. It is a necessary activity for B2B marketing and sales teams.
Lead generation supports materialized demand. This is by replenishing the top funnel of your customer acquisition process. These leads are possible customers and chances for closure in the sales pipeline. This makes the B2B lead generation a critical first part of your sales process. Because your result joint on the success of your lead generation efforts.
Why it is necessary to generate B2B leads?
B2B lead generation sits at the center of sales development. It supports building up and changing demand for a product. Your team will not generate leads without a lead generation process that will take place. And as an outcome, it may have an empty sales pipeline. This only means your sales reps wouldn’t have leads to nurture, reach out, and close.
Managing a sales team without a main full of leads will also leave you impotent in projecting profits and sales. This may have an impact on your whole organization. Lead generation is a major concern for executive and management teams in general. This can have an enormous effect on the revenue.
Know how to create leads for your B2B business
Lead generation relies on platforms and marketing channels to access audiences on each of the channels. Yet all lead generation channels can mainly be classified into two types. Inbound and outbound marketing.
- Inbound marketing
Comprise of various channels and platforms that produce leads from traffic sources. Like social media, search, and online advertising, and so on. Visitors to your inbound channels sign up or approach you for your offer or product. Inbound leads have shorter sales cycles and a higher rate of conversion.
- Outbound marketing
Outbound marketing and sales comprise generating leads. By managing outbound reach to cold leads. This is made on outbound channels like social prospecting, email, phone, and many more. Outbound marketing needs leads to be licensed before being approached. After an outbound lead engages or responds, they also must be engaged. This makes outbound marketing perfect for selling big-ticket products with extended sales cycles.