One of the most frustrating experiences for B2B marketers is putting a lot of effort and money into sales lead generation strategies and seeing no results at the end of the day.
If you are facing similar issues, don’t worry, you are not alone.
The majority of B2B companies are looking to expand, but find it difficult to generate a steady flow of qualified B2B sales leads. Studies show that 68% of the B2B companies face difficulties to generate sales leads. 42.1 percent of B2B marketers say that finding the right strategy, tactic, or offer to get leads' attention is the biggest challenge.
Hope you haven’t stopped reading by now. Don’t let these miserable stats discourage you from trying harder. To help you in your lead generation efforts, we’ve compiled a list of 20 brilliant ways to generate more B2B sales leads efficiently.
What Are B2B Sales Leads?
Business-to-business (B2B) lead generation refers to identifying and attracting potential customers for your product or service. A B2B lead is a company or individual you hope to convert into a paying customer for your products or services.
In the world of B2B sales and marketing, it is essential to have an effective lead generation program.
Why Is B2B Lead Generation Important?
It is important to remember that a good lead generation process does more than just acquire leads, it also accounts for customer loyalty and retention.
A strong B2B lead generation strategy can help you:
- Reach your ideal customers through qualified leads.
- Easily refocus or scale up customer acquisition programs.
- Create better quality content.
- Increase your conversion rates.
- Establish strong relationships with your existing and potential customers.
- Boost the Return On Investment (ROI) of your marketing efforts.
20 Ways To Generate More B2B Sales
Here are 20 B2B lead generation strategies and tools that will help you attract more traffic, clients, and customers.
#1: Engage with your website's visitors through ‘live chat’
Most of the visitors to your website are not ready to buy yet. So engage them, collect their information, and begin nurturing them. You can use live chat software to prompt website visitors to contact you regarding your products or services.
Live chat can dramatically increase your website's conversion rate as users can send you a message in real-time in the chatbox.
Being flexible and making yourself available to people searching for information and looking for your offerings can help you with the lead generation process, ultimately resulting in more revenue.
Having a website live chat means your visitors can ask any question and find the answer instantly, which can speed up the decision-making process.
#2: Send cold emails
E-mail continues to be an effective tool for generating and boosting sales leads in B2B sales generation. One of the great things about emails is that they can be used to engage cold leads.
Here are a few tips to take note of:
- The first sentence of the email should introduce your company and the second sentence should catch their attention.
- Make sure to customize your outreach to your audience segments if you plan on mass emailing a handful of B2B sales leads in your database.
- Increase open rates by sending a custom subject line that includes your prospect's name.
The combination of direct mail and personalization will help you stand out from competitors and close more deals.
#3: Increase Customer Referrals
A referral from a happy, loyal customer is most likely to improve sales. Set up a referral form and ask your existing customers to refer potential customers to you.
Nurture your current customers carefully and give them proper attention from the start of your business relationship. This will help you to build trust, and they will eventually be pleased to refer your services to their friends and partners.
Establish a network of referrals in-person and online. As you build a network with people in your field, consider offering them referral bonuses for each new client they refer to you.
#4: Develop effective landing pages
Your website should include high-converting landing pages for you to generate B2B sales leads. When a user clicks on a keyword search or Google advertisement, it should lead to a unique landing page that has a specific solution that the visitor is looking for.
To make your landing pages effective, you can do the following:
- Use powerful headlines and subheadings.
- Convey what your offer/product does and how it addresses a problem.
- Including a data collection form and a strong Call To Action (CTA).
#5: Host webinars
Attending and hosting events can become costly at times. Hosting your webinar or virtual event can generate a lot of sales leads without being risky. Besides reaching more prospects, hosting webinars can also provide you with a digital asset that drives referral traffic to your website for years after the event is over.
#6: Use Marketing automation
Using marketing automation tools can save you a lot of time, money, and effort. Marketing automation can streamline posting, commenting, emailing, and scheduling calls, so that you don't have to spend countless hours on these tasks.
Almost everything in your business process can be automated, from email marketing to social media posts.
It results in lead generation and follow-up that are automatic and cost-effective.
#7: Have meaningful conversations
The effectiveness of blog posts, tweets, emails, and newsletters cannot compare to the effectiveness of phone calls, video calls, and face-to-face meetings.
You can ask a potential buyer for a phone call if they ask about a feature you listed on your website, listing, or in an email. Show them how this feature can benefit their company.
As the buyer is comparing what you have to offer to what your competitor offers, this is the perfect opportunity to showcase what makes your product stand out.
#8: Enhance your SEO efforts
Content and SEO are two aspects of a marketing strategy. The purpose of SEO is to optimize a website to attract search engine traffic via organic search.
Improve your website's content, structure, speed, and backlink profile by investing in SEO. Using an agency can help you generate backlinks, improve your technical SEO, and determine the keywords you should target on your website.
#9: Develop relationships with B2B micro-influencers
For the B2B industry, reaching out to a micro-influencer and offering them a blog post or co-hosting a webinar can be very effective. They tend to have a very engaged and loyal audience, so you can expect to expand your reach and generate new leads who are eager to use your products.
#10: Answer Questions Thoughtfully
You can turn your buyers into B2B sales leads by answering their questions on forums. One of the best ways to get leads in 2021 is through Quora as your potential customers are already using it to ask questions you can give solutions to.
In order to effectively use Quora to generate leads, you should thoroughly answer relevant questions your leads need answers to and provide a link back to your website. Make sure to mention your product or service and showcase your expertise.
#11: Add Signatures to your emails
Surprisingly, a lot of marketers e completely overlook this crucial element of an email, which turns out to be an excellent lead generation technique.
Add signature to your emails and make it more impressive by including social media icons, a CTA for your demo, or any current promotion you wish to push. You may also consider adding a picture, as it eases your typical buyer's mind to be able to associate a face with the communication.
#12: Get the most out of LinkedIn prospecting
LinkedIn is the most popular professional network, so if you want to get full value from this network for professionals, start taking advantage of its advanced targeting options.
By using Lead Gen Forms and Sales Navigator, you can filter prospects based on a variety of parameters and target them with relevant ads and pre-filled forms. these two features will enhance your efforts and generate lots of brand new leads for you.
#13: Get Customer Reviews
Customers expect to see how others experience your product when doing business online. In this context, you should ask your customers to leave a review after they've completed the purchase. If you want to get even more results, ask your customers to provide video testimonials.
#14: Send out Newsletters and Blogs regularly
The content of blogs and newsletters should be rich and engaging for readers. Create educational and informative blog posts and articles to generate B2B sales. With a great blog, you can generate sales leads and links to your website. You can also maintain contact with existing customers by creating a newsletter.
#15: Engage visitors with Remarketing
Campaigns for remarketing can serve as great tools for targeting people who have already visited your website. The goal is to remind them about your brand and convert them into leads by displaying advertisements to them.
Visitors to your site will leave without converting for a variety of reasons. Display advertisements are a great way to retarget them so they return to the website and increase your conversions.
#16: Increase your social media visibility
Social media platforms have more than a billion active users every day. This creates a great opportunity for B2B marketers to generate quality sales leads by creating accounts on social media platforms their target audience is already using.
They can share articles, blogs, videos, images, and infographics and run social media contests or competitions to engage their followers.
#17: Optimize your website performance and add a pricing form to your website
Lead generation success significantly depends on the effectiveness of your website. Your organic traffic won't be converted to leads if your website takes a long time to load. You should make your site easy to navigate so that visitors don't get lost or confused while trying to find information.
Make sure that the website loads quickly, is responsive to mobile devices, and is easy to navigate.
To generate more B2B sales leads, you should also consider adding a pricing form to your website. By adding a pricing section, you won't have to worry about someone clicking away from your website because you didn't mention your pricing.
#18: Keep an eye on your competition
According to research, B2B companies that strive to provide a better customer experience than their competitors are more likely to grow fast and be profitable.
You can identify unsatisfied customers of competitors if you monitor their social media sites with an eagle eye. Offer your product or service as a free trial if you notice a customer criticizing a brand of your niche.
#19: Get in front of the camera
Your marketing process must include videos if you wish to increase B2B sales leads. YouTube can be a good place to talk about your product's unique value proposition.
Videos get more views, engagements, and shares than other content formats. Hence make video blogs and link them back to your article. A YouTube link sends a really strong SEO signal to the search engines.
#20: Leverage a platform that can help you gain more sales prospects
Prospecting can help you identify customers who fit perfectly with your business. This involves finding leads who need your product or service to solve their challenges and pain points.
One of the best tools for generating leads is OneMoreLead, which provides verified leads in its database. You can simply set your parameters and let OneMoreLead build the lead list for you.
No matter your industry, you'll find the right match for your product or service from an extensive database of more than 40 million verified B2B prospects.
The sales lead generation process for your B2B business shouldn't be complicated. With OneMoreLead, you can make prospecting a simple and straightforward process, which can help you cut down your sales prospecting time.
Combining the tips above with OneMoreLead will put you right on the path to success.
So what are you waiting for? Sign up today and start generating leads that convert and drive revenue!