20 Ways To Generate More B2B Sales Leads

Image from Unsplash by Austin Distel

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:

  1. Reach your ideal customers through qualified leads.
  2. Easily refocus or scale up customer acquisition programs.
  3. Create better quality content.
  4. Increase your conversion rates.
  5. Establish strong relationships with your existing and potential customers.
  6. 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.

There are over hundreds of email addresses in your database for you to contact. To convert these leads into qualified B2B sales leads, you must reach out to them.

Here are a few tips to take note of:

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:

  1. Use powerful headlines and subheadings.
  2. Convey what your offer/product does and how it addresses a problem.
  3. 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.

Final Word

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!

Best 3 B2B Database Software To Optimize Your Startup

The success of your B2B marketing campaigns largely depends on a good database. This is especially important for startups, where the margin of error is too narrow. The right B2B database software will help your startup to engage your target audience and drive growth.

When you have a clear picture of the contacts of your target audience, combined with relevant information about your clients, you have a better chance of engaging them.

And when you successfully engage your leads, you have a better chance of converting them, and this essentially means more customers, more sales, and ultimately more growth!

A marketing campaign running with an outdated B2B database incurs a huge risk of wasting time and resources, which startups cannot afford.

In this article, we’ve compiled a list of three B2B database software that are affordable and offer great functionality to fuel the B2B database needs for your startup.

What Is B2B Database Software?

B2B database software allows you to access and collect vital B2B data in a database. A B2B database acts as a logbook of all necessary data your marketing team has about your potential clients, customers, and companies.

While it should contain contact information, it should be more than just a list of email addresses. A quality database includes actionable datasets, specific details, and firmographics.

Why Startups Need Reliable B2B Databases?

Simply put, it is an important part of your marketing campaign as it depicts a complete and clear view of your customers and prospects.

If you have an inaccurate and unreliable database there can be some potential problems that can wreak havoc on your marketing team’s success. For instance, inaccurate email addresses in a database essentially mean that you are sending emails to inboxes that no longer exist.

Besides, B2B databases lacking firmographics and information of key decision-makers of organizations can easily cause your marketing efforts to fail.

On the contrary, a quality database makes everything easier. It avoids sending messages to deleted email addresses and calling disconnected telephone lines. It also gives you abundant information about your prospects to target them and facilitates the process of meeting their wants and needs.

It increases your turnover and multiplies your Return On Investment (ROI) tenfold if you take time to analyze your clients and collect the right data. This analysis helps you better understand the value of each customer and their behavior.

In essence, it puts your marketers on the right track and makes them ready to help your company acquire more clients, make more money, and grow rapidly.

Top 3 B2B Database Software For Startups

1. OneMoreLead

First up on the list is our own solution - OneMoreLead. Yes, we might be a little biased here, but we assure you there’s good reason to be.

onemorelead

Every single visitor to your website is important to your sales team, and OneMoreLead treats them no different. This is because people who visit your website at least once are more likely to purchase your products than those people who never even heard about your startup.

It gives your sales team valid data that will allow you to reach the right contacts and beat your competitors to the sale. OneMoreLead owns a database with over 40 million B2B prospects to search from. Its verified prospects allow you to easily choose the right one for your business.

OneMoreLead, unlike several data brokers, does not offer static data lists. Instead, it keeps track of each contact in your database and updates it when people change jobs or businesses.

As a result, you'll have actionable business intelligence to help you increase your lead list, boost your marketing efforts, and win more accounts.

What OneMoreLead Offers

OneMoreLead also offers customized reports and dashboards to help you track your work in real-time. Get started for free and start creating more detailed and qualified lists!

2. ZoomInfo

ZoomInfo is a common name in the world of B2B database software. It has made a name by selling access to its growing comprehensive B2B database of contacts.

zoominfo

It enables marketing and sales professionals to identify, connect and engage with their potential customers or qualified prospects. The software makes it easy to prospect at scale.

Zoominfo offers features like org charts and projects, pulling intent signals from across a variety of sources directly into the platform. Though it is mostly used for prospecting and lead generating, it is also vastly used for gathering information regarding finance and accountancy.

What ZoomInfo Offers

ZoomInfo offers features like the lead builder, integration to CRM or marketing automation, data enrichment, data filtering, search, news alert, reporting, and many more!

Where ZoomInfo Falls Short

How Much Does ZoomInfo Cost

ZoomInfo’s pricing information isn’t disclosed on its website. You can contact its sales team to get a price quote.

This offers 3 pricing plans- Professional, Advanced, and Elite.

Professional plan features:

Advanced plan features:

Elite plan features:

zoominfo pricing
Source: Zoominfo

3. DiscoverOrg

DiscoverOrg is a sales and marketing intelligence platform providing access to the most accurate data, org charts, and real-time projects. The database covers information based on decision-makers in IT, marketing, Finance, Sales, and more.

discoverorg

The main drawback of this software is that it only covers vast and expensive territories. But this can still be a great option for startups with a bit of leeway in terms of finances.

Top DiscoverOrg Features

DiscoverOrg offers features including data refresh, detailed org charts, verified direct dials, buying insights and scoops, granular segmentation and targeting, quick list matching and appending, target account and contact prioritization, geotargeting, workflow alignment, and integrations.

Where DiscoverOrg Falls Short

How Much Does DiscoverOrg Cost

DiscoverOrg offers a quote-based system. However, according to online reviews, their service cost around $24,000+ per year.

The company offers a customizable package to suit the needs of each individual or business. Though they don’t give out final pricing before contacting, they offer a demo package so the prospect can get familiar with the software.

Where To Keep Your B2B Data Securely

You can get your B2B data from anywhere. But what is more important is to have a centralized location where you can store those data securely and have easy access to them.

Storing data on spreadsheets will not only possess risk from cyber attacks, but this rigorous process will also cause you headaches.

In these circumstances, the best place to store your B2B data securely in a GDPR compliant way is through B2B CRM. This tracks your deals, ensures you are following up effectively, and ultimately ensures the latest data security.

Besides, you will be able to rest assured that your data will not get lost or become unused, with its wide range of available features.

B2B Database Laws and Regulations

It is not free to create, buy and use B2B databases. You are required to follow specific laws and regulations, depending on your business location. These regulations ensure that companies are putting in measures to protect the data that they store and use.

The most recent and significant piece of B2B data protection law is the General Data Protection Regulation (GDPR) implemented by the European Union. It outlines when and how companies could contact their customers. For B2B businesses, it requires contacts to opt-in before starting to receive marketing communications.

Furthermore, remember that your consumers or clients also have the right to ask you to delete all their information. Before you choose a B2B database software, make sure it’s compliant with the legislation in effect.

Final Words

Finding a B2B database solution is no easy task, especially for startups. The list we’ve compiled includes 3 tools that have the most potential to cater to the unique needs of startups.

As the world of B2B marketing is becoming increasingly competitive, delivering the right message to the right people will ensure your sales pipeline is filled and sales revenue up.

If you’re looking to make a targeted B2B database, OneMoreLead offers you a brilliant solution that makes this process simpler, faster, and more efficient for your startup.

Get Started for free today, and fuel your startup growth using OneMoreLeads!

Top 10 B2B Database Providers For Your Business

Data is a big investment- and as a marketer, you never want your investment to go in vain. Data can only be valuable to your company when it’s accurate and up-to-date. This where B2B database providers prove their worth.

After all, data is the fuel that enables your revenue engine to run smoothly.

The right B2B database provider can be a lifesaver for your marketing and sales team. Without accurate data, these teams won’t be able to identify, target, and connect with your target prospects, and drive results.

But in a market full of B2B Database providers which one should you choose?

In this article, we’ve compiled a list of 10 excellent B2B database-provider services that can help you boost your marketing efforts effectively.

What Is A B2B Data Provider?

The term Data Provider covers a wide array of services including sales intelligence, data hygiene, pipeline prediction, CRM management, and many more.

Let’s face it, most businesses are irrelevant in B2B commerce. This is why the B2B industry is rapidly transforming to provide data that really matters.

These data providers are equipped with end-to-end solutions that ensure functionality and allow entire sales teams to identify, engage with, and sell products or services to qualified purchasers.

Companies must rely on a wide range of data sources to maintain an accurate and diversified database. Before you make a decision, we recommend you explore and assess a variety of data providers.

Types Of B2B Database

Paid B2B database

A paid B2B database is a ready-to-use database of lead contacts purchased from an external provider.

Consensual database

The data in the consensual database is mostly derived through business interactions and connections.

Other companies give contact information via sign-ups, which can later be obtained through data providers. This sort of B2B database has a low degree of engagement and a low conversion rate.

In-house database

An in-house database is built and managed by the company rather than purchasing from another source.

The data augmentation and data enrichment for cleaned data must be handled by the business itself, using various web technologies. When compared to a paid B2B database, an in-house database is time-consuming and labor-intensive to build and maintain.

Why B2B Database Is Valuable To Marketers

Sales and marketing professionals use B2B data to precisely target and connect with active ideal buyers. This intent data is a fail-safe method for effective ABM campaigns.

Although data gathering and administration are essential functions in virtually all modern organizations, in-house data maintenance is an antiquated practice.

Let's take a look at some of the reasons why a company would opt to engage with an outside vendor:

10 Best B2B Database providers

If you are bombarded with a pile of information and still at the sea about what service provider you want to choose, you are at the right place.

We’ve compared data vendors and companies and finally curated a list of the top 10 B2B data provider tools.

1. OneMoreLead

OneMoreLead is a data broker tool that offers dynamic data lists. It gives your sales and marketing team valid and accurate data that will allow you to reach the right contacts and beat your competitors to the sale.

onemorelead

OneMoreLead offers 100% verified prospects, which allows you to easily choose the right database for your business.

It keeps track of each contact in your database and updates it when people change jobs or businesses. This helps you to have actionable business intelligence and allows you to increase your lead list, boost your marketing efforts, and win more accounts.

Get Started on OneMoreLead today for free!

2. Span Global Services

Span Global Services specialize in boosting sales through B2B sales and data-driven marketing insights. The company provides unique data consultation services through their data solution specialists to conduct an email campaign.

span global services

Span Global Services offer a database management system that incorporates insights into each campaign to give precise, refined, updated, and validated data of your target consumers.

They also offer B2B email marketing lists including technology, healthcare, geo-targeted emails lists, professional and industry-wise mailing addresses.

Pricing

The pricing tiers of Span Global Services are only accessible by getting in contact with their sales team.

3. Ampliz Salesbuddy

Ampliz Salesbuddy delivers B2B contact information for key decision-makers all around the world. They collect data and statistics for businesses and customers based on information obtained from a variety of trustworthy sources, including, publicly available information, B2B directories, and more.

ampliz salesbuddy

Ampliz assures that the acquired data remains the property of the clients by storing it in a carrier-class secure facility secured by firewalls and other security mechanisms. To count web page accesses, statistical data is obtained using single-pixel pictures.

It also provides a secure marketing platform free from solicited commercial emails.

Pricing

Ampliz Salesbuddy has a free demo option and a basic pricing plan only at $1. But they do not publish a detailed pricing chart.

4. PureB2B

PureB2B is a data-driven marketing tool that uses a growing B2B client database. They track campaigns and behavioral patterns to monitor millions of online interactions and account-based content engagements.

pureb2b

It offers a combination of demand generation technologies and predictive analytics. PureB2B’s multi-layered purpose, when combined with lead data, assures optimum ROI. It automatically gathers data via website cookies, web beacons, visited web pages, domain name, and referring URL.

PureB2B has a policy on exchanging personal information. If a customer leaves a remark on a blog or any public part of the site, their identity can be revealed, information may be given to third-party vendors, contractors, or other service providers.

Moreover, if PureB2B merges with another company, all assets will be transferred to them, and the information gathered may be shared in response to legal proceedings to comply with the law.

Pricing

PureB2B does not offer a free version or free trial. Potential buyers have to contact the sales team for a price quote.

5. ZoomInfo

Zoominfo is a market intelligence solutions provider that specializes in sales intelligence, marketing intelligence, contact data, lead creation, enhanced prospecting, business connections, and Account-Based Marketing.

zoominfo

They construct profiles of business people and firms, collect business information, and aggregate various company references. They also facilitate B2B transactions, sales, and marketing and are an important tool for determining a company's hierarchy.

Pricing

Zoominfo offers 3 pricing plans- Professional, Advanced and Elite. However, they don’t disclose their pricing information publicly.

6. Salesify

Salesify, now commonly known as Ziff Davis Performance Marketing, provides lead generation, integration or enrichment, strategic account management service, CRM cleaning, and appending services, as well as a custom-built B2B email database.

salesify/ziff davis performance marketing

They also offer crucial B2B consumer intelligence services to data-driven marketers. They have assisted numerous customers in locating their target audience and achieving their business objectives.

They collect vital data to improve the customer service experience. Its impressive client portfolio includes Aqua Security, Adaptive Insights, Bloomberg, and Datawatch.

Pricing

Salesify does not disclose pricing information for its data services publicly.

7. Leadspace

Leadspace assists in the development of demand-generating technologies and processes. They offer intelligence solutions for data management, inbound and outbound lead generation, and account-based marketing (ABM).

leadspace

With its leading B2B customer data platform, it concentrates on successful sales and marketing methods. The software assists in attracting ideal consumers by utilizing an accurate and tailored interaction method.

Pricing

Leadspace does not have a free version and also does not offer a free trial. Its pricing starts at $25,000 per year.

8. Matrix Marketing

Matrix Marketing enables easy and cost-effective access to sales lead data. They provide digital marketing services to start-ups and other small companies.

matrix marketing

The software assists in generating leads for the most engaging forms of content to increase sales income. Matrix marketing also has a group of specialists that assist them to promote their sales using their B2B customer data.

They identify and locate clients, as well as leverage the sales team's capabilities. They also offer exact consumer profiling based on extensive research and analysis.

It saves time by using ready-to-use lead data, contacts accurate and usable, uses sales management tools to increase sales by focusing on the correct demographic, connect with global decision-makers, and gets essential information about leading companies.

Pricing

Matrix Marketing’s datasets and APIs start at $4,500 per month. It also offers free samples for individual data requirements.

9. LeadSift

LeadSift is one of the most useful solutions when it comes to complete intent data. They provide a daily summary of relevant leads gleaned from publicly available data.

leadsift

It operates a sales intelligence platform that produces leads from the public internet. LeadSift chooses the best alternatives based on 28350 verified user evaluations and monitors public reviews of rivals' content and keywords.

They give prospects as well as intent data, allowing you to follow those who indicate interest in other rivals. This tool also uncovers personal-level insights and integrates data mining, machine learning, and artificial intelligence (AI).

They also determine who the proper individuals are with actionable intent, and ensure prioritization and customization of email nurturing.

Pricing

LeadSift is comparatively more expensive than other tools on this list. They offer three packages - Startup, Premium, and Enterprise. The price of Startup starts at $750 per month, Premium at $1500 per month, and Enterprise at $2500 per month.

10. EasyLeadz

EasyLeadz uses company data to assist you to fuel your business sales growth. With competitive tools, they create extremely precise and tailored B2B databases and sales intelligence.

easyleadz

They assist in identifying the proper prospects, reaching out to decision-makers, and tracking sales signals. They also enable you to enhance and validate business profiles and interact with leads, contacts, and other applicants.

Their product comprises ideal customer firmographic and demographic profiles. They claim to have more than a 95% accuracy rate along with high-quality delivery.

Pricing

EasyLeadz offers 3 different pricing packages- Startup, Scaleup, and Growth. The pricing of the Startup plan starts from $29 per month. You will get Scaleup at $69 per month and Growth at $139 per month.

Final Words

No B2B data providers on this list are a one-size-fits-all answer. This is because different organizations have different data needs. A data-provider service that meets the demands of one sales organization may be a poor fit for another.

Whether or not they meet your company's demands is determined by the sort of data you want, the industry you operate in, the feature set of each provider, your pricing point, and a variety of other factors.

If all these factors are too much for you to consider, you can always put your trust in OneMoreLead to deliver the right data, thanks to its database of over 40 Million verified B2B prospects.

You can also see what’s working in real-time with customized reports and dashboards, making OneMoreLead an ideal solution for you.

What are you waiting for? Get started for free and see for yourself!

B2B Lead Generation: The Ultimate Guide

Lead generation has to be one of the most challenging tasks for B2B marketers. With the increased number of tools available to make B2B lead generation easier, marketers are looking for new approaches to cope up with the changing business landscape.

The new challenges demand effective strategic planning and execution, along with in-depth analysis and implementing the right tools. Moreover, building a trustworthy relationship with every client and prospect is also vital. These are the pillars that help a company hit its revenue goal every month or quarter.

In this article, we’ll guide you through the process of lead generation and help you craft a lead generation strategy that helps you grow your business in the long term.

Understanding B2B Lead Generation

Lead is a potential customer who seems interested in your provided service, and converting this potential client to an actual one is the process of lead generation.

Therefore, the first task for marketers is to identify the potential customer group.

Finding the target audience and converting their interest to willingness is the key to a successful marketing strategy. Even if you are unable to convert them to your service now, it is vital to collect the relevant information of your potential clients.

Usually, every B2B company has different criteria for generating leads. This depends on the type of product or service your company is offering. Businesses often take an omnichannel approach that covers both online and offline marketing channels.

While paid advertisements are quite effective, organic channels such as email marketing, content marketing, social media marketing, event marketing can be equally efficient. Moreover, a well-developed and organized website can help you to generate interest in people towards your business.

Why B2B Lead Generation Is An Absolute Necessity

B2B lead generation is the key to growing your business. Because the leads are your target audience who are genuinely interested in your product or service. Spending time behind creating content that will attract the attention of your target audience will also help you boost brand awareness.

Without a solid lead generation strategy, it is nearly impossible for any B2B company to grow and expand.

The Internet has made things more accessible than before in every aspect of our lives. Even in the business world, it has a massive impact. B2B lead generation is wholly focused on the Internet, and so is the process of converting them into clientele.

Engaging with people is now easier than ever because of the plethora of options of communication. A nicely designed website also contributes a lot in this aspect. A well-built website not only makes a positive impact on people’s minds, but it also makes your service easily accessible to the customers.

B2B Lead Generation: The Type of Leads

While every lead is a potential client, there are different criteria for leads as well. These can be categorized into hot, warm, and cold leads.

Hot Leads

These types of leads are the strongest leads of any company. They show strong interest in your provided service and are ready to invest in your products. They find their way to you from your created content because they actually require the service you are providing.

Content is the bait that hot leads are attracted to. Therefore, it is essential to spend a significant amount of time and money on content creation. Sometimes, hot leads find out about your service through warm leads as well.

Warm Leads

The leads that have interacted with your brand before are considered warm leads. The interaction might happen through visiting your website, signing up for email, or watching and downloading the content you provide online.

These types of activities portray that the lead has a genuine interest in your service, and hence there is a high chance that they would like to make a purchase from your business.

Cold Leads

Cold leads are the type of leads that usually have a lower conversion rate than the other two types described here. These types of leads do not find out about your service. Instead, the service providers connect with them. These leads are usually generated by some third-party lead generator.

A cold lead of a company does not tend to have any knowledge about that particular company. Therefore, they are the hardest to convert into clients.

Getting Started with B2B Lead Generation

Set Up a Website

First things first, set up your website. Then, focus on the website’s design and optimization. Hire a good designer.

Websites are like online stores. Offline stores are closed after a certain period and accessible to only a group of people.

In contrast, online stores do not have restrictions as such. Therefore, to drive sales and lead generation, make sure you have an excellent website that runs on every platform.

Identify your Customer Base

Before starting any marketing activity, identifying the ideal customer base is essential. Do some research online on who your potential customer base is. Identify their traits, analyze how you should approach them, create a database containing information of these prospects upon your research.

Create an automated email list

The B2B marketing world still strongly requires email marketing. Setting up an automated email list with an efficient email marketing tool can make you stand out. Automated email lists help to gain a good relationship with existing clientele and create a positive impact on prospective leads.

Create Engaging Content

Content creation is a way to showcase your knowledge to your clientele and gain the attention of prospective leads. In-depth content focusing on your field will help you achieve the trust of prospective leads that will convert them into your customer.

Additionally, search engine optimized content will allow your website to rank higher in search engine results that will help your business to gain recognition. This type of marketing will make the leads opt for you over your customers.

Establish A Social Media Presence

Social media is the perfect place to start branding and promoting your services. Marketing on social media is free of cost, and it’s still one of the most efficient marketing channels you’ll find.

People generally spend most of their time using FaceBook, Instagram, Twitter. Therefore, making an effort to establish your social media presence will help you increase your audience organically, and make it easier to boost engagement with prospective leads.

B2B Lead Generation Strategies To Consider

Picking the right approach to generating B2B leads depends on a few factors, such as company size, product or service type, industry, and more. While Inbound and outbound marketing is two of the most talked-about concepts in B2B lead generation, you might want to consider other strategies like paid lists, PR campaigns, and more.

Inbound Marketing

Inbound marketing largely depends on the type of content you are providing. Your content needs to speak for your brand. Web design, webinars, social media marketing, email marketing are the baits to capture warm and hot leads.

Outbound Marketing

Outbound marketing helps you convert cold leads into warm or hot leads. This is also known as "interruption marketing" as it pushes your brand's message to people who were not searching for it.

Activities involved in this type of marketing include email marketing, telemarketing, prospecting, appointment, call guide, etc. These efforts will nurture leads that might turn into your clients.

Paid Lead Lists

You can also hire a third-party lead generation company to provide you a lead list. However, while going for this approach, make sure the agency you are hiring is trustworthy because inaccurate and insufficient information can have a massive impact on your B2B lead generation efforts.

Events

Attending shows, doing webinars, and campaigns can help you generate leads for your B2B company. Organizing events promotes your service and creates hype about your products. Moreover, it helps you to get attendees information that you can add to your lead list.

Reviews

A company's greatest achievement is when the customer speaks for their service. It grasps attention and creates trust among potential customers.

When potential customers visit your social media page or website, they are highly likely to look for reviews from previous buyers.

Gathering reviews will help you spread word-of-mouth and boost your credibility. To maximize your chances to attract positive word of mouth, you have to ensure that your customers have an amazing experience with you that is worth referring to others.

PR Campaigns

PR is usually done to attract media attention. Charity events, press releases are the best to gain the limelight. Sponsoring events can also help to create brand awareness.

Although direct emails are a bit old-fashioned, they can also be quite effective in generating B2B leads.

B2B Lead Generation Tips To Get Quality Leads

B2B Lead Generation Tip #1 - Create High-Quality Visual Content

Visual content on your websites or platforms like YouTube works like a charm when it comes to lead generation.

Why? Well, think of it - most of the time, when you are unaware of something, what do you do? Google it, right?

Keyword optimized, in-depth written and visual content will help you create a positive impact on your customers’ minds. Besides, it will also help you rank your website higher on the search result.

B2B Lead Generation Tip #2 - Host Giveaways

Free giveaways are a brilliant way to create brand awareness, along with gathering information about your prospects.

Giveaways not only help you create a massive list of leads but also helps you to understand who your target audience is. Giveaways are easy to run on multiple platforms simultaneously, creating massive brand awareness and driving lead generation.

B2B Lead Generation Tip #3 - Add a relevant Call to Action

Call to Action is more important for B2B lead generation than you realize. Phrases like ‘Visit us today’, 'Click here to know more’, creates an urgency among potential customers, which triggers a response from them.

Call to Action not only effectively generates leads, but also boosts your chances to convert these leads into customers. Make sure you’re making the right placement of CTAs in your emails, websites, and social media posts.

Social media platforms like Facebook and Instagram allow you to add CTAs using a widget or button in “Stories” that redirect the leads to your landing pages.

B2B Lead Generation Tip #4 - Conduct Review Campaigns

Review campaigns such as "15% discount on next purchase upon providing review" will work as an incentive for customers to provide feedback on your service. Furthermore, offering discounts using Promo Code or Referral Codes can also boost your chances to get more leads.

B2B Lead Generation Tip #5 - Use the right Lead Generation Tool

Using the right tools for your lead generation efforts not only saves your time but also makes B2B marketing easier for you. You can find a lot of marketing tools that offer a range of features, and come with multiple pricing tiers.

We recommend our powerful lead generation platform OneMoreLead. With OneMoreLead, you can get access to a database of more than 40 Million verified B2B prospects. It provides data with key metrics that help your sales teams create more detailed and qualified lists.

Final Words:

While B2B lead generation is easier than ever, it has also become more competitive than ever. This makes having a robust lead generation strategy for your B2B company more important than ever.

Get your B2B lead generation efforts up and running with OneMoreLead. You can set your parameters and OneMoreLead will build the list for you, saving you time, effort, and resources. Sign up today and start building lists that convert!

The Definitive Guide To Creating a B2B Database

Collecting data is one of the most crucial aspects of successful B2B marketing. A well-crafted B2B database will help you learn more about the companies and contacts you target, giving you a better chance of engaging them.

Engaging with targeted leads makes it easier to drive them to conversion, which helps you boost your revenue effectively.

Many businesses are letting opportunities slip due to the lack of a standard database. A state-of-the-art marketing tool would not be helpful without a systematic and updated database. An enriched and accurate B2B database can add substantial value to the day-to-day data an organization builds, stores and processes.

In this article, we’ll help you understand what a B2B database is, how to set up a B2B database, along with some bonus tips on effectively managing a B2B database.

What Is A B2B Database

A B2B database compiles all the data acquired by a marketing team of a company regarding the potential customers. This database should not only be accurate but also be specific about relevant details of the target segments within a company.

Along with the contact number and email addresses of potential leads, an efficient B2B database or B2B contact list may also include the geographic address, performance details, and company size of the targeted leads.

Although data is a key to drive sales of any company, many businesses often fail to maintain a consistent flow of it. Consequently, they lose their place in the market due to the lack of contacts and information. Studies show that 54% of companies are struggling due to the lack of data.

Why You Need An Accurate B2B Database

Having a B2B database is not enough. If the database is inaccurate, then it might cause additional problems resulting in ineffective B2B marketing efforts. Incorrect contact information or lack of sufficient information might result in losing potential clients.

In a highly competitive landscape, a database may not be an accurate image of a customer or lead. In situations like employee turnovers, the existing contact list becomes outdated.

Targeting specific customers becomes quite difficult if your database lacks important information in the first place.

Step-By-Step Guide To Setting up a B2B Database

If you are new to creating a B2B database, don’t worry. We have got you covered. Here is how to create a B2B database in 4 steps:

Step 1 - Determining Customer Base

Determining the ideal customer is a crucial first step to create a B2B contact list. This can be done by analyzing the customer, analyzing the behavioral patterns of the customer, and identifying distinct features of the target group.

Besides, a new prospect list sharing the same traits as the existing customer leads is more likely to generate more customers. To get new clientele, research and analysis on potential audiences can help a lot.

Step 2 - Getting an effective lead source

Building your own lead list or buying one - both can be viable options. You just have to pick the one that’ll suit your needs.

To build your own lead list, you can rely upon your marketing database or CRM. However, before buying a lead list, evaluate and analyze the efficacy of the list. More on this in later sections.

Step 3 - Segmenting Your Prospects

Segmenting your prospect list will allow you to target your ideal segments effectively. Identifying the potentially profitable group of prospects will also allow you to gain more prospects who are similar to the target group.

Segmenting them will help you make more targeted experiences, which are more effective in drawing attention to your product or service, thus leading to more conversion rates.

Step 4 - Organizing Data of Leads

Spreadsheets are a blessing when it comes to compiling large sets of data. Your spreadsheet template should contain information such as title, name, contact number, email address, location, lead source, and remarks.

Compiling the data in an organized way will be helpful to deal with a huge pile of lead lists. You can also import large spreadsheets into CRMs to make the process seamless.

B2B Data Management Best Practices

A detailed, updated database is undoubtedly what makes B2B marketing more efficient. It allows B2B marketers to concentrate on what they do best - crafting marketing strategies, establishing strong relationships, and driving sales.

To ensure the efficacy of your B2B database, you should keep a few things in mind.

Build a Standard

Every person in your marketing team should know what type of data is used in building a B2B database. As you might have realized already, names and email addresses will not be of much help.

A database should possess information like the information about buyer persona, relevant contact info, and active email IDs of your clientele. A quality standard for databases will help you to make the most of your marketing efforts.

Set up a Monitoring Process

The B2B database requires to be updated periodically. Without maintaining the data each month, the contact list’s effectiveness will fade away due to data decay. This makes it more important for your marketing team to build their own way to update and monitor the clientele information.

Disconnected phone numbers, inactive email addresses are some of the factors that contribute negatively to data health.

Grow your Contact List

Growing a data list does not only mean having new prospects; it also means updating the existing data of your data list when a major change takes place.

For example, in times of employee turnovers or when a decision-maker of a respective company leaves, you need to update your database accordingly to include the new potential leads.

Tips to Create A B2B Email List That Converts

For B2B businesses, email marketing is one of the most cost-effective tools. However, growing a B2B marketing list is not a cakewalk at all.

Here are some tips to take note of to create an effective B2B email list.

How to streamline your marketing efforts with a B2B Database

Provide Quality Customer Experience

Nowadays, the expectations of B2B clientele have reached a new peak. Receiving emails containing offers that are not relevant to their industry or interests might be quite annoying to them. This makes personalization an absolute must.

Use the data on your B2B database to tailor your marketing communications to individual customers. You can create your personalization strategy beforehand to make sure you are collecting the data required to achieve that goal.

Focus on Content

While reaching new customers as well as the existing ones, it is necessary that your content speaks for you. Most buyers nowadays focus on what value the service will add in the long run.

Strong and informative content is a must if you want to grab the attention of your existing and potential client.

Remember to Follow Up

A personal relationship with clientele always proves to be beneficial. The digital landscape has allowed us to reach a large number of people in a short time. But nothing emulates the impact of building personal relationships with customers.

While meeting and calling might not always be possible, a simple personalized text can add a lot of value to your marketing efforts.

Buying Data from 3rd Party Providers

As we mentioned previously, you can consider buying a data list from 3rd party providers instead of creating your own B2B database list.

However, not all the 3rd party providers are reliable in terms of buying a B2B database. Some of these providers provide data that only includes contact information along with detailed information about the decision-makers only. These types of data are known as “Scrubbed Data.”

Other services rely upon information gathered from their social media accounts. This can result in inaccurate and conflicting information or, worse, worthless leads.

Instead of buying data from dodgy providers, you can reach out to vendors who aim to provide you a standard and upgraded database.

Here are some of the things you should consider before buying data from 3rd party providers.

Research about the Vendor:

Doing your research is important when you are aiming to buy a database from a data supplier. You can search for positive mentions and reviews. Make sure you’ve considered the balance between price and offered services before you pick a vendor, don’t just go for the cheapest one.

Making a Conversation:

Before buying a list, ask the provider some questions, like the time of building the list, the last time of updating, included information, and more.

While checking the included information, make sure the completion percentage of each field is maximum, i.e., buyer persona, demographic information should have accurate information instead of white space.

This should be done to ensure that you are not buying random email addresses and contact numbers. The answer to these questions will let you judge if this is the right provider for you.

Extra Features:

A quality database will include more than just information. Unique features such as live updating of data and geo-targeting are always a bonus.

Last but not least, focus on quality more than quantity. A list containing 100 contacts with accurate and detailed information is always better than a list containing 1000 contact lists with numerous missing fields.

Frequently Asked Questions

What are the Laws and Regulations regarding B2B Database?

Depending on your location, buying and using a B2B database might require you to maintain some regulations. European Union’s General Data Protection Regulation or GDPR, is one of the most important regulations when it comes to B2B Data protection. The GDPR bears ties with Privacy and Electronic Communications (2003) and Data Protection Act (1998), safeguarding the personal information of individual users.

What is data decay?

Data decay occurs when you experience a gradual loss of data within your database. Data decay is often a continuous process and can be challenging to identify.

For example, when a contact switches their email address or contact number, there is a 50/50 probability of keeping the old ones or getting rid of them. This is why spotting outdated information and updating them is essential. Without their updated information, you’ll be wasting your resources on inactive leads.

How can automate building B2B contact lists?

If you want to automate the B2B list building process, OneMoreLead is the solution you’re looking for. You can simply set your parameters and let OneMoreLead build the list for you.

OneMoreLead boasts a database with over 40+ Million verified B2B prospects to search from and allows you to easily find the perfect prospect for your product or service.

So what are you waiting for? Sign up today and start building B2B lists that convert!