The Guide to B2B Lead Generation

[tonmoypramanik]

What is a Lead Generation Strategy? Definition:
A lead generation strategy consists of using all the Marketing and Web Marketing levers at your disposal to attract the attention of the decision-maker during their purchasing consideration.

The lead generation process is simple: you attract the decision maker to your website and encourage them to give you their contact information and all the information you need to validate that they are qualified and ready to buy.

SLN Web - Inbound marketing agency - our method in 4 steps

Lead generation is the first part of the Inbound Marketing methodology illustrated above.

The sole objective of this strategy is to supply salespeople with quality leads so that they can convert them into customers.

Find the entire B2B Lead Generation Guide in PDF here:
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Why is it imperative that you implement a B2B Lead Generation Strategy?
The way your customers buy in B2B has changed. It is essential to rethink the way you sell.

I see 2 indisputable reasons to implement a B2B lead generation strategy:

1. Traditional prospecting levers no longer work
You see it on the faces of your salespeople: the prospecting methods they use are no mexico email list longer as effective as they used to be.

I was recently talking to a marketing manager who told me that the salespeople in her B2B company made an average of 12 calls per day. When I asked her how it was going for them, her answer was clear: “ They get rejected 12 times! ”

This discussion perfectly illustrates the difficulties that B2B salespeople encounter today: the decision-maker no longer wants to talk to them.

B2B lead generation stats

The B2B decision-maker has all the information at his fingertips to conduct his purchasing considerations at his own pace.

He no longer accepts being interrupted during his day by a salesperson, unless, by complete chance, the salesperson happens to arrive at the precise moment when the decision-maker has an urgent need.

As we will see in this guide, a lead generation strategy helps reduce the element of chance in sales prospecting.

2. The B2B decision maker expects something other than selling from you
Let’s be honest: the decision-maker is over-solicited in B2B and he’s fed up!

increasingly autonomous buyer in B2B - lead generation

59% of B2B decision-makers prefer to do without contact with a salesperson in their purchasing process.

This statistic dates from a few months ago, it is clear that the trend is continually increasing with new technologies such as Chatbot or Artificial Intelligence.

The decision maker no longer expects you to sell your offers. He wants you to guide him in his purchasing thinking.

To do this, well before you present your solutions to him, he expects you to respond to his problems and the questions he asks himself according to his level of maturity.

How ?

As we saw earlier, everything happens on the Internet since 61% of B2B decision-makers start their purchasing process on a search engine.