B2B Lead Generation: 4 Essential Prerequisites

[tonmoypramanik]

1. Work on your Personas
A persona is the typical profile of your ideal customer.

A successful B2B lead generation strategy inevitably begins with working on your personas, which will allow you to fully understand the expectations, needs and behaviors of your target.

To succeed with your Personas , here are 2 important points:

Talk to your best customers;
Working on your Personas with the sales department;
The second point is essential (the first too!): in the majority of B2B companies that we meet, personas are worked on only by Marketing. And it's stuck!

Marketing does not have the important field vision to work well with Personas. As a result, malta email list it generates leads that it thinks are quality but when it transmits its marketing leads to sales , it becomes disillusioned.

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2. Understand their Purchasing Journey
Generating leads in B2B also involves having a good understanding of your target's purchasing journey.

Buyer journey: the length of the sales cycle - Inbound Marketing

The key to successful B2B lead generation is delivering the right message, to the right person, in the right place, at the right time.

To do this, it is essential to know their issues and the questions they ask themselves throughout the purchasing process in order to create quality content.

Which naturally brings us to the next prerequisite.

3. Write High Value-Added Content
Content is the fuel of your B2B lead generation strategy.

To generate leads, you need to write content that will attract and retain the decision-maker's attention as they consider purchasing.

B2B lead generation stats

61% of B2B decision-makers start their purchasing process on a search engine. In fact, they conduct on average between 65% and 90% of this process alone.

The key to B2B lead generation lies in your ability to write content that will answer the questions the decision maker is asking as they consider their purchase.

Done promoting your offers. You need to help!

4. Optimize your Conversion Funnel
To generate leads, you need to convert your visitors. To convert your visitors into leads, you need to set up a conversion funnel on your website .

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

A conversion funnel consists of 4 key elements:

A premium content offer;
A call-to-action button;
A Destination Page (or Landing Page);
A form;
The principle is simple: you encourage your visitor to fill out a form in exchange for an offer of premium content. A white paper, a webinar, a demo request... It's up to you!

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