10+ Ways to Improve B2B Sales Prospecting: Tested & Proven

B2B Sales Prospecting requires dedication and consistency regardless of how the sales department is set up internally. Whether your sales team is responsible for the entire pipeline or the sales development team is assigned to fill the sales teams, there are some tested and proven ways to improve sales prospecting.

man on telephone in front of a screen reading sales
Image from Freepik by rawpixel.com

Typically, a sales process consists of 5-7 steps, and prospecting is the first among them. Yet, this step is left out due to mediocre research and average concentration.

In this article, we will guide you through 10+ ways to improve B2B sales prospecting along with shading light on some basic relevant questions.

Table of Contents

TL;DR

What Is B2B Sales Prospecting?

A prospect is someone who has been identified as a possible customer based on a company's criteria. A prospect does not have to express an interest in purchasing from a company; they only need to meet certain criteria.

So, what is the definition of sales prospecting?

Sales prospecting is a set of activities aimed at generating new business prospects by discovering and cultivating potential clients. Sales teams oversee the entire process. B2B sales prospecting is the process of discovering potential clients and convert them into customers.

There are many stages of closing a deal like qualifying the leads, initiating discussions, and nurturing connections to move prospects through the sales pipeline. Prospecting opens the gate for all other stages and keeps potential customers ready to push through the sales pipeline.

Is Sales prospecting the same as lead generation?

A top-of-the-funnel contact (individual or business) who has shown potential interest in your company's product or service is referred to as a sales lead.

Although the two terms, Sales Prospecting and Lead generation, are often used interchangeably, they are not the same.

To claim that leads and prospects are interchangeable is like stating that a delicious cheeseburger and a vegetarian burger are the same.

Yes, they're both "burgers" made to satisfy your hunger.

When you take a bite, though, you'll notice the difference. A vegetarian burger is tasty, but nothing beats a juicy cheeseburger.

A similar idea may be used for leads and prospects.

Prospects and leads are both parts of the sales process and have expressed various levels of interest in a product or service. While a lead shows interest by providing information in exchange for gated content, a prospect has to meet a set of predetermined criteria.

Lead generation is typically a marketing function. It's the initial stage in the sales process, as well as a long-term plan for growing your sales funnel.

Importance Of B2B Sales Prospecting

B2B prospecting is crucial to any company's growth. Your sales operations are the heart of your company, and B2B sales prospecting ensures the good health of your company. Here’s why you should be prioritizing B2B sales prospecting.

Fills the Funnel Consistently

B2B prospecting offers high-quality leads to fill your sales funnel. Prospective customers are constantly looking for services and products, which means you'll be able to locate them without even trying!

More Effective Outreach

For optimum efficacy, B2B prospecting ensures that your communications are delivered at the correct time, to the right prospects, and through the proper channel.

Quicker Qualification

B2B prospecting allows you to quickly weed out leads who aren't interested in your products or services.

Shortens the Sales Cycle

Effective B2B prospecting shortens the sales cycle, making it more productive. It also leads to a higher number of closed deals.

Higher Lead Quality

B2B prospecting is a method of bringing high-quality leads to sales. Your conversion rate will improve as a result of this.

How To Improve B2B Sales Prospecting

Prospecting is an important aspect of a salesperson's job. According to HubSpot's 2021 Sales Enablement Report, sales prospecting is the most challenging part of the sales process for 40% of salespeople. To help you out, we have highlighted some effective strategies.

1. Generate Ideal Customer Profile

How does your dream customer look like? If you do not know who you want to attract, you are going nowhere.

When salesmen are unable to clinch a deal, they frequently contact the wrong person. To avoid this, every B2B sales process should start with thorough research on the possible pool of prospects.

You also need to define criteria for ICP and buyer personas, such as their job title, industry, company revenue, business goals, key difficulties, hobbies, and so on.

The firmographic data of the targets, such as their company size, employee count, or yearly turnover should also be included in a B2B customer profile.

2. Use Account-Based Marketing to your advantage

Account-based marketing is a targeted strategy to B2B marketing in which marketing and sales teams collaborate to identify and convert best-fit accounts into customers.

Marketers are always battling for the attention of potential clients in this age of information abundance. As a result, businesses that wish to maximize their return on investment (ROI) should concentrate on high-value accounts, taking into account penetration, marketing penetration, and branding into account.

In an ITSMA survey, 87 percent of B2B marketers said their ABM activities outperformed their other marketing investments in terms of ROI.

Account-based marketing works in the same way that sales do, putting marketing and sales teams on the same page in terms of accounts and how to target, bring them to the table, and close the transaction.

The inefficiencies of producing leads that aren't in the proper accounts or don't satisfy your ICP cause a lot of frustration among sales and marketing teams. Studies show that ABM reduces sales time spent on unproductive prospecting by 50 percent.

3. Leverage Social Selling on multiple channels

Now let's move on to the most recent prospecting craze: social selling. Is it just a whim or something you should start doing right away? According to Forbes, 78% of Salespeople using Social Media outsell their peers.

What if, out of 100 prospects, 30% would only respond to an email, 30% would respond to a phone call, 30% would respond on LinkedIn, 5% would only respond on another social media platform, and 5% would never respond?

What would you do if you want as many responses as possible? That's right, give them all a shot!

For B2B, LinkedIn is the hotbed of prospects as it is the most widely used social networking platform for professionals. If you use LinkedIn Sales Navigator and Social Selling Index together, you can unlock all sorts of insights about your prospecting performance and potential improvements.

4. Develop a strong email marketing strategy

Email marketing creates $44 for every $1 invested, a 4400 % return on investment, making it one of the most effective ways to contact prospects. Emails are an excellent method to keep existing clients informed about new products and improvements in your company (increasing customer retention).

They also encourage new prospects to purchase what you are offering them. When utilizing this channel, make sure your email does not end up in the spam folder, as this has a negative impact on B2B sales conversions.

To improve your sales prospecting through email research about the prospects’ business and roles. Find a reason to connect, that is a problem your prospect is facing, and how you can solve it. This will help you to personalize a pitch that resonates with your prospects.

5. Be the Maestro of cold calling

Despite the common assumption that cold calling is dead, it is still one of the most effective ways to convert leads when done correctly. In fact, 57% of B2B C-level and VP-level customers prefer to be engaged via this channel.

So, what makes cold calling so effective?

The major reason is that people are social beings, and cold calling is the sole route that allows the salesman and the prospect to have a personalized real-time human connection. Your B2B sales will skyrocket if you understand how to engage your prospects in a discussion during a cold call.

The best way is to provide value and ask for nothing in return. Instead of scheduling a follow-up meeting, you might offer to do an audit on their social media presence and get back to them within a week with your findings.

6. Draw a balance between quantity and quality

Always seek high-quality leads who are likely to buy your product, but keep in mind that the quantity of fresh leads is also crucial. Don't spend too much time on any one prospect in the early phases of your pipeline because you can warm them up later in your follow-up cycles.

You can use automation tools to accelerate the prospecting process. But sometimes these tools involve risks of ruining your inside sales effort. While technologies like auto email sender and pre-recorded voicemails might help you achieve a greater quantity, they can also overlook the importance of personalization in sales.

We advise using tools like OutReachBin that can offer greater personalization in your outreach rather than relying just on automation to draw a balance.

7. Ask questions to prequalify the leads

In a typical B2B company, 50% of the potential clients that meet your ICP may still be a poor fit for whatever you offer. This implies there's a good possibility you'll contact the wrong individual.

Prequalify every lead after the initial contact by asking a few easy questions to reduce the number of unqualified leads moving further down the sales pipeline:

what buyers want to talk in sales call chart
Source: HubSpot

You can ask more questions following the NOTE method, introduced by Sean Burke, the former CEO of KiteDesk before you get started:

8. Demonstrate your business using video

There are a variety of reasons why videos have become so important in the B2B sales process: they are interesting and amusing, offer a high return on investment, clients prefer viewing videos to reading about products, and they enhance the probability of closing a sale by 1.8 times.

This does not imply that you must create a YouTube channel or a TikTok account right now.

Consider sending personalized videos to your prospects' emails, or include some short video material in your blog. If you're ready to share some of your business knowledge with people, you might even want to launch a webinar course.

9. Ask for referrals

People influence people. Nothing influences people more than a recommendation from a trusted friend.

“A trusted referral is the holy grail of advertising” – Mark Zuckerberg.

Referral marketing helps you to expand your reach by taking the help of your clients as brand ambassadors.

While some places and situations are just off-limits to traditional advertising, your customer's ability to tell a friend or coworker about a wonderful product or company has practically no bounds. Customer recommendations will also enable you to grow your client base because many people have a diverse network of contacts.

By using B2B referral marketing, 87% of sales marketing efforts are successful, whereas just 42% of sales marketing efforts are successful without it.

10. Don't forget to follow up

If you get a positive response to your pitch on your first try, you're either incredibly lucky – or very skilled at your profession. However, in the vast majority of situations, you will receive no answer at all. This should never be a reason to abandon your outreach efforts.

Follow up with an email, contact them again, and make sure you are completely prepared for your next talk when they are ready to make their next move for excellent B2B sales prospecting.

Develop a follow-up plan that works best for your company, and utilize follow-up templates to make your approach more consistent and to provide better results.

follow-up email template
Template from Dhruv Patel at SalesHandy

11. Invest in the right automation tools

Sales representatives have a difficult and time-consuming job. Worse still, not all clients who express an interest in purchasing will do so, either because they are not fully prepared and are waiting for the right moment, or because they are seeking cheaper alternatives.

You'd be always on the lookout for a way that would save you all that time and effort. This is where sales prospecting software with sales automation comes in handy. In certain ways, it improves the effectiveness and impact of the sales cycle.

For example, OneMoreLead allows you to add criteria that your target prospects must meet at data entry points, and it will provide a list of those prospects together with all of their verified information.

Final Word

Certainly, B2B sales prospecting is difficult but with definite strategies and tools, you can make it easier for the team. OneMoreLead is the right option for you if you're searching for a single place for your sales teams to prospect, develop lists, and qualify leads.

OneMoreLead offers access to a database of over 40 million verified B2B prospects, allowing you to quickly discover the ideal customer for your product or service.

What are you waiting for? Sign up on OneMoreLead today!

Everything You Need to Know About B2B Marketing: A Complete Guide

B2B marketing strategies have been based on the same core concepts as consumer marketing for decades. However, during the last 20 years, B2B marketing has evolved into its own discipline, with its own set of tactics, methods, and success indicators.

marketing strategy written on a grey background
Photo by Eva Elijas from Pexels

There are two basic business models and are Business-to-consumers (B2C) and business-to-business (B2B). The B2C approach seems quite familiar to us because we engage in this process as a consumer on a day-to-day business.

To streamline business processes, B2B allows retailers to make high-value transactions to a smaller group of customers.

It’s important to assess the strengths, limitations of B2B marketing strategies, and their compatibility with your business goals before you start.

To guide you in making an informed choice, this article explains how B2B marketing works, the function of B2B marketers, B2B marketing channels and strategies along with the best practices to develop your own B2B marketing strategy.

Table of Contents

TL; DR

What Is B2B marketing?

Business-to-business marketing, as the name implies, is the selling of products or services to other businesses and organizations. It differs from B2C marketing, which is focused on customers, in numerous ways.

Let’s say you are a farmer who grows cantaloupe. This year’s crop has been harvested, and you have 1,000 cantaloupes to sell. Now you must determine which route you will follow B2B or B2C.

If you choose the B2B route, you'll need to find a store that will buy your cantaloupes in bulk. This might be a supermarket, a restaurant, or a farmer in need of more cantaloupes. You'll sell them wholesale at a discount to another party, who will subsequently offer them to customers in some way.

And if you choose the B2C model, you would instead set up a farm stand where you would sell cantaloupes directly to customers.

So which one is better?

The answer to this is neither the B2B nor the B2C business models are intrinsically superior - each has its own set of advantages and disadvantages. The majority of businesses are better suited to one of the two models. Your goals, infrastructure, and industry decide which model is ideal for your business.

Differences between B2C and B2B Business Models

A business-to-business (B2B) company sells its products and services to other businesses. The business will either utilize the items in its operations or resell them to the end-user. B2B eCommerce platforms such as Alibaba and Thomasnet are two of the most well-known examples.

The differences between B2B and B2C aren’t always obvious. Sometimes, B2B eCommerce stores may sell to consumers.

For example, Amazon is both a business-to-business (B2B) and business-to-consumer (B2C) company. Of course, it is particularly known for its B2C capabilities. But, because of the wide range of items accessible on Amazon, a growing number of small companies are turning to the site for supplies.

We’ll try to highlight the key differences between B2B and B2C in short.

Buyer’s Purchase Intent

Consumers in the B2C sector frequently make purchase decisions based on their emotions. They may be influenced by advertising, may find discounts lucrative, or may even be looking for a way to relieve frustration.

B2B customers are considerably more planned and data-driven. As a result, B2B marketing is far more informative, whereas B2C marketing is far more fun.

Decision-Making Process

The B2C audience is often made up of an individual or a couple. Your marketing efforts can appeal directly to that person who can decide whether or not to buy from you with relative ease.

Depending on the pricing of your product or service, you may only require one or two client interactions to persuade them to purchase it.

B2B, on the other hand, is more difficult to understand. Rather than speaking to a single person, you appeal to a group of individuals. Impulsive purchases are rare in a rigid company structure.

The high-value B2B transactions are based on their return on investment (ROI), the urgency to make the purchase, evaluation of the solutions, and a set of rules.

Conversion Time

B2B buyers are more deliberate and well-informed about their purchases. This is due to the fact that their purchases are in considerably bigger quantities, and their purchases have a significant impact on their own business. B2C customers are more likely to convert fast and are typically unaware of product variations.

What B2B Marketers Do

Based on their industry expertise, market knowledge, and relationships with prospects and clients, B2B marketers assist in the development of new product concepts.

Market Research

Prior to developing a new product or feature, there are basic concerns of identifying the problems clients are facing and the requirements market has. B2B marketers conduct this research to find out potential customers and competitors in the market.

Set Up Market Position

Following the development of a product or feature, its market placement must be determined. Another function of B2B marketers is to translate product features into client advantages and to find a targeted audience.

Reach The Audience

B2b marketers have to reach all potential customers, inform them about the product or service, and convince them of its benefits. They also need to analyze the output to have details of the sales funnel.

How Do You Develop A B2B Marketing Strategy?

Start With Market Segmentation

A study of B2B international reveals after experimenting with 2000 B2B companies, that B2B markets typically have far fewer behavioral or needs-based segments in comparison with consumer markets.

While a B2C market might have 10-12 or more segments, the average B2B market has only three or four. The major reason for the fewer segments is that the behavior or demands of a professional audience deviate less from those of a (less rational) consumer audience.

The fact the B2b markets have proportionately fewer segments makes the job of the B2B marketers reduced to essentials. Nonetheless, knowing which consumers fit into which segments and how to appeal to each of these groups is a difficult skill to master.

B2B market segmentation focuses on finding prospects who fit your target customer profile. For extremely impactful segmentation, one needs to understand the types of B2B prospecting.

Build Effective Lead Generation Campaigns

Lead generation, or the process of discovering and developing new potential consumers, is a top priority for businesses and marketers, but it's becoming more difficult. According to Hubspot research, getting traffic and leads is the biggest challenge for 61 percent of marketers.

top marketing challenges chart
Source: Hubspot

So, where do you start from in building effective lead generation campaigns?

Often marketers start with paid campaigns and hard to achieve content marketing goals. One of the main reasons behind not being able to meet content marketing goals is they ignore the landing pages.

Landing pages are not only a means of collecting information. Landing pages may be used as a springboard to guide users further into your site and to more valuable information. With marketing automation technologies at your disposal, you can design landing pages, forms, content, and calls-to-action that are geared for that goal: keeping people engaged on your site after they've already converted.

Start with your value proposition, create points of engagement, limit scrolling, use strong calls-to-action, and attach social proof, leverage images, and video. Using landing page videos can boost conversions by 86%.

Keep your CTA’s short and obvious, convey value, and indicate urgency through them.

The most important thing is to continuously test the elements mentioned above and optimize each of them for greater success. Former US President Barack Obama used A/B testing to raise an additional $60 million.

Qualify Leads

Sorting through incoming leads may be an extremely time-consuming procedure for the marketing department. Passing on the improper leads to sales wastes your sales representatives' time and strains the connection between sales and marketing.

Blended lead scoring and grading is a solution to the lead quality conflicts that frequently align these two teams with reality. According to a recent report of APSIS, 80% of marketers use automation software to drive leads as much as 451% and convert more leads than those that don’t use automation.

Automated lead scoring and grading may remove the guesswork out of lead qualifying and assignment, speeding up your sales cycle and ensuring that your leads are better qualified and nurtured before they reach the sales department.

Enrich Your Database

Big firms like Netflix, Amazon, and Facebook all have large datasets. A comprehensive database is, without a doubt, a highly valuable asset, even in terms of the total value of your company.

To sum up “big data” in a single sentence - it allows creating a powerful impact and highly personalized marketing campaigns by providing deep insights into both the market and the customer.

B2B Lead database

The online retail giant has access to a vast quantity of data about its consumers, including names, addresses, payment histories, and search histories. While this data is obviously used in advertising algorithms, Amazon also utilizes it to improve customer interactions, which is something that many big data users underestimate.

As much as a strong database brings opportunities for B2B companies, it is equally challenging to build one. Though the number of customers is not large, they require highly customizable services with a different pricing plan.

B2B marketing has an interesting approach named Account-Based marketing (ABM). The availability of reliable, high-quality data is a key requirement for ABM.

Identify Marketing Channels

In most cases, you'll need to promote through a variety of channels. However, this does not imply that you should market through every available channel. For example, direct mail marketing may or may not be a good fit for your target audience.

That's why it's crucial to figure out which marketing channels your customers use the most, and then create marketing content that will help to solve their problems to run effective campaigns in those channels.

For B2B marketers LinkedIn is the hotbed of generating leads. 89% of the B2B marketers prefer LinkedIn the most as the digital marketing channel.

Create And Send Email Marketing Campaigns

Email opens up a world of possibilities for your company. For years, email marketing has been a rock star for both B2C and B2B marketers. For a variety of reasons, it shows no indications of slowing down.

With so many emails bombarding our inboxes these days, it's more essential than ever to create and send efficient marketing emails. To help you cut through the noise OneMoreLead can help you to verify the email addresses, automate your emails and send them timely.

onemorelead homepage

Invest In Content Marketing

We've discussed how B2B clients are motivated by knowledge, rationality, and a desire to learn. What better marketing technique than B2B content marketing to meet these requirements?

Content marketing boosts SEO efforts by predicting what your audience is looking for and assisting them in finding your website and content, as well as the possibility of converting them into customers.

Jonathan Franchell, CEO and Founder of Ironpaper points out, "A frequent mistake B2B organizations make is educating the buyer on their own company, product, or service. The buyer isn't ready for that; they are just beginning to understand their problem."

It's worth noting that content marketing is most effective when it's catered to different stages of the buyer's journey.

Track And Analyze The Success Of Marketing Campaigns

How will you know whether your B2B marketing campaigns are successful? Develop a mechanism for tracking the effectiveness of any plan before implementing it.

Keep track of how much money you spend on each campaign and how many qualified leads it generates. Keep track of how long it takes to close deals and which marketing strategies help to speed up the process.

In order to have clear visibility into what’s working and what’s not and to avoid implementing marketing strategies haphazardly, you should have a plan in place from the start to track and analyze marketing data.

Final Word

Even though B2B Marketing caters to a more informed audience, it’s an audience nonetheless. As you already know, no marketing campaign can be truly successful without putting the audience at the core of it.

Want to optimize your B2B marketing efforts? Get Started with OneMoreLead today to get access to a database of millions of verified B2B prospects!

Key Challenges In B2B Lead Generation You Need To Consider in 2021

Lead generation is the fuel of B2B business and there is no two way about it. The process of lead generation can be baffling, particularly in this unprecedented time. While every aspect of life is going through a transitional phase in the new normal, B2B lead generation is posing more challenges than ever.

b2b sales
Image from Unsplash by Headway

Before moving towards the challenges in B2B lead generation, let’s run through the basic idea of lead generation in B2B marketing.

Lead Generation In B2B Marketing

Prior to the rage of digital marketing, lead generation involved few tools and has been classified as advertising, traditionally. At present, it is a concept beyond just advertising and has become the soul of business, especially B2B.

B2B lead generation has progressed to the point where you knock on the right door rather than the ones which won’t open, get them to come to you, and convert other businesses into potential customers in the form of sales leads.

Lead generation is not as simple as it used to be. A Hubspot report says, 61% of marketers consider generating traffic and leads to be their biggest pressure point.

marketing challenges survey
Source: Hubspot

B2B marketers don't have prospects until they have leads. Your firm will be unable to increase its client base if it does not have prospects. You can't make money or expand your brand unless you have a large and increasing client base.

Before movi toda and keep your lead generation wheel running! he challenges you have on your way. We have tried to point out the key challenges B2B marketers are facing all over the world.

8 B2B Lead Generation Challenges To Prepare For

B2B Lead Generation Challenge #1: Stagnant marketing strategy

Marketing strategy in B2B marketing has to be continuously evolving. A strategy should be a road map where the marketer can visualize prospects entering into the funnel, what they are looking for, and converting into a customer.

This requires an ample amount of time and effort to figure out. The painstaking part is, once you find out a strategy that works, you are not done.

You are in trouble if you keep doing what you have been doing. Since, building up a setup that can modify and adapt the strategies calls for the bulk share of the budget, most of the marketers hold on to a stagnant marketing strategy.

As per the B2B technology marketing community, B2B marketers have identified the lack of resources in staffing, budgeting, and time as the greatest barrier to lead generation.

A large portion of the B2B marketing strategy is based on paid search or advertising. The growing costs for ads are directly related to the impacts of the pandemic. Because people have shifted their workplaces online that has intensified the crowd. The offline vendors have also entered the market and relying on digital advertising at large.

It is difficult to be heard above the constant hissing of your competitors' and even non-competitors marketing. This has not just lead to an added cost on advertising. Along with that, content creation has become challenging. The lead magnets are not working anymore and the traffic from a targeted platform is not converting like before.

These challenges are more relatable to organizations that were not working remotely before the pandemic. Finding out the ideal remote tools that fit your marketing strategy may take months to years.

Overall, the circumstances and inclined costs have put many B2B marketers’ strategies to generate lead in a stagnant position.

B2B Lead Generation Challenge #2: Identifying the market demands

The process of identifying the market demands gets more frustrating as so many companies in the B2B space serve very niche markets of sub-markets.

There's a strong possibility that your target market isn't large enough for the product or service you're attempting to sell. Because there are only so many prospective possibilities out there, it's critical to locate them all.

The marketing process also gets high stakes because you can't afford to squander your chances with a prospect who has a limited number of high-potential contacts.

B2B Lead Generation Challenge #3: Failing to draw a balance between “Quality Leads” and “More Leads”

“Quality vs. Quantity” appears to be a constant perplexity in our life, especially for B2B marketers. There it is, whether we're talking about content, customers, or leads.

Clients or consumers who have indicated an interest in your brand, product, or service are known as leads. High-quality leads are those that have a greater chance of becoming paying clients. Your leads will be more likely to purchase your product or service if they are of higher quality.

As per a survey of Ascend2, seven out of ten marketers have said that the most important part of their lead generation strategy is to get better quality leads. On the other hand, in the same survey, 54% of those marketers wanted to increase the number of leads generated.

objectives of lead generation
Source: Ascend2

Having an investment strategy to build up quality leads often results in missing out on the probable revenue.

At one stage, marketers struggle to strike a balance while formulating strategies. This challenge arises from the linear lead generation model that is based on simple numbers rather than in-depth data.

B2B Lead Generation Challenge #4: Lack of coordination between the Sales and Marketing team

A sales development team exists to engage prospects and establish a connection with them even before they make a purchase decision. If the sales team can engage buyers before those buyers need to contact a seller, they have a 56% greater chance to convert the lead.

The crucial role the SDT plays in generating leads needs to be emphasized. Though the portrayal of the lead generation process is strongly associated with inbound marketing practices, it is only one side of the lead generation coin.

Marketers write the majority of Google's "lead generation process" results such as blogs and articles focused entirely on content marketing, SEO, social media, newsletters, and so on. So these strategies mostly lack the SDT team’s perception for generating the lead.

A study has shown that companies with closely aligned sales and marketing have a 35 percent higher customer retention rate and a 38 percent higher sales win rate. Furthermore, aligned organizations see a 32 percent revenue increase on average, whereas less aligned organizations experience a 7 percent revenue decrease.

B2B Lead Generation Challenge #5: Going with the crowd

With so much research about the best ways to generate leads, marketers get confused. Trying to follow overhyped case studies which worked for XYZ Corporation makes it more challenging.

Adapting strategies of the companies which go above and beyond to generate leads prevent the follower marketers from standing out in the crowd.

You may feel tempted to follow others because that’s what everyone else is doing in the crowd. This results in overall collapse. This hampers the whole industry because other marketer’s efforts get devalued as well.

With the increase of crowd and competitors, it is getting difficult to maintain the integrity of the strategies to generate leads.

B2B Lead Generation Challenge #6: Desperately trying to be a salesperson

The growing trend in the B2B market is to be an advisor more than a salesperson. While the key decision-makers are open for consultancy, most businesses lose prospects because they try too hard to sell the service or product.

Relying on one direction lead generation tools make it more difficult. A website or blog post makes the prospect feel you are talking at them rather than talking to them. This doesn’t help them to solve their pain points.

Building a relationship is the key challenge and the right time to build one is long before you need them. The evolving environmental factors in the B2B market can be challenging if you are not leveraging the terms.

B2B Lead Generation Challenge #7: Growing concerns about data privacy

The data security and privacy landscape have changed significantly in recent years. The General Data Protection Regulation (GDPR), which went into effect in May 2018, had a negative impact on 42 percent of firms, decreasing their lead database. Furthermore, 44% say GDPR has made capturing new leads and marketing to them extremely difficult.

The study, conducted by Gartner, also mentioned that almost one out of five marketers report privacy compliance as their main hurdle across marketing channels. A marketer's capacity to gather and extract data at a rapid rate is being harmed, and some of their past marketing technology investments are becoming obsolete.

This increasing privacy concern is giving marketers a difficult time analyzing the data.

Analytics, on the other hand, is only half of the equation. Marketers are the custodians and keepers of a company's brand image, and neglecting privacy concerns, whether by choice or necessity, might harm the company's brand value.

As we get closer to a future without cookies, many businesses must decide how to continue gathering important data while remaining compliant with new rules.

B2B Lead Generation Challenge #8: Finding out the right Lead Generation tool

The growing usage of automation tools is one of the greatest trends we're witnessing in lead generation. According to recent studies, 80 percent of marketers that utilize automation tools generate more leads (up to 451% more), and 77 percent convert more prospects than those who don't.

Whatever tool or automation process you are following, must be based on an in-depth database. The right B2B database software will keep your marketing strategies up-to-date and help you to derive leads. An outdated B2B database will only waste time and resources with no result yielding.

The most tiring part of the process is reviewing and updating the database periodically. But, the more frequently it is done, the easier it becomes each time.

B2B database also contains a clear picture of different types of leads and can guide you to balance quality leads and prospects in your marketing strategies.

Having data is not enough to generate lead sales. A report of MarketingSherpa says that only 56% of B2B companies verify the business leads before passing them to the sales team. Unverified data is of no use to your sales team and eventually increases the workload for no good reason.

With so many automation tools out there, finding the right one can help you to feel relieved. Oh yes, finding the right one can get troublesome too sometimes. At this point, it may seem too much work to do.

With OneMoreLead, you can’t simply go wrong. OneMoreLead offers a database of over 40 Million verified B2B prospects to search from. With OneMoreLead you will be able to create and manage curated customized lists. You’ll have 100% pre-verified data of CEOs, managers, and key decision-makers.

With customized reports and dashboards from OneMoreLeads, you’ll be able to track your work in real-time as well. Overall, it simplifies the sales process for your marketing team and closes more leads.

Final Thoughts

Lead generation in B2B marketing is the driving force of the business. With the increasing competition, every marketer meets the above challenges more or less. To tackle these common challenges, some inclusive strategies can help you to clear the hurdles.

Focus on finding ways to have conversations and build relationships. Level up your strategies to account-based marketing. Use the same level of attention to detail on prospects that haven’t landed yet. Track the position of your leads in the pipeline and cater to their needs accordingly.

And, here once again, we would like to remind you that, your best bet is a data-driven approach. Data-driven strategies keep no room for error and save the company from spending money that won’t return.

For startups, the challenges can become too overwhelming and they may not be able to afford to waste time and resources while switching between the strategies. The good news is, OneMoreLead can be the unified space for your sales team to prospect, build lists and qualify leads.

Get started today and keep your lead generation wheel running!

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!

B2B Sales: A Guide to Master B2B Sales in 2020

Whether a long time expert or a fresh-faced newbie, we all need to refresh our knowledge at times. In this article, we’ll go back to basics and look into what B2B Sales are and answer any questions you may have.

The Meaning of B2B Sales

In the simplest of terms, 'B2B sales' is short for business-to-business sales. It’s a process where one business makes a commercial transaction with another. This can occur in several circumstances. For instance:

  1. A business sourcing materials for their production process for output, for example, a food manufacturer purchasing salt.
  2. A business hiring the services of another for operational reasons. Say, a car showroom hiring an accountancy firm to audit their finances.
  3. A business re-selling goods and services produced by others, like a supermarket purchasing goods and reselling them.

B2B Sales is distinct and different from B2C sales — business-to-consumer sales — which are instances where businesses conduct transactions with individuals.

Comparing B2B Sales and B2C Sales

Market research company Forrester’s findings show the estimated total size of the US B2B sales market was around $9 trillion in 2018 with B2B eCommerce accounting for $1.1 trillion. They’ve also predicted that US B2B eCommerce will hit a whopping $1.8 Trillion by 2023. Similar statistics for US B2C sales show that US B2C eCommerce sales only added up to $512 billion in 2018—less than half the value of the B2B market.

There are, of course, similarities between the two, such as:

  1. Both B2B and B2C sales need unique sales processes with a well-defined strategy, regardless of their length.
  2. B2B and B2C sales both require strong and well-integrated marketing, without which both sides will see a loss of sales.
  3. Whether it’s B2B or B2C, customer service is vital and the customer should have the ability to reach the service team and are attended at the top level.

But for our purposes, we also need to look at why the B2B market is so large when compared to the B2C market and how the sales process differs between the two?

B2B vs. B2C: How the B2B Sales Process Differs from B2C

The B2B Sales Process

Loosely defined, the sales process is a series of steps — a journey, if you will — that a buyer goes through before they commit to making a purchase. In B2B or B2C sales, the salesperson’s job is to guide as many buyers as they can to the end of the sales process and complete a sale.

So, what does a B2B sales process look like?

b2b sales funnel
The typical sales funnel.

We can simplify the B2B sales process to look like the simple funnel above, which is pretty much exactly the same as a B2C sales funnel, except that the finer details of the steps are different.

All sales funnels describe the journey from awareness when a potential buyer is first made aware of a product or service, all the way to purchase when the transaction is completed. It’s the marketing team’s job to make prospects aware of the product/service and make sure that their interest is piqued. The sales team will take over from there and guide the buyers through the funnel and complete the purchase.

But while the sales funnel illustrates the buying process as a linear journey, it must be understood that it is a simplified model that does not always accurately portray real-life scenarios. Buyers can and will enter and leave the funnel at different stages; sometimes they make complete purchases directly after they become aware of it without ever speaking to a sales rep. What must be understood is that they can move between stages at will.

However, the funnel still remains an excellent method to visualize the steps a buyer takes to purchase, even though it is not as inflexible as it used to be several decades ago. Which leads to our next question:

How has the B2B Sales Process changed?

The biggest change in the B2B sales process over the last decades is easily the fact that buyers are taking more control of the sales process than they ever did before. In fact, the millennial generation and Generation Z that follow them are very involved and carry out a lot of initial research before committing to a purchase.

These digital natives have become integrated into the decision-making process at their companies and the data from Forrester shows that about 68% of B2B buyers prefer to do their research independently online, using social media and review sites as their primary source of information, which can reduce the effectiveness of old-school marketing and sales tactics.

After they conduct their own research, the buyers will identify the companies they wish to reach out to, visit these companies’ websites and move along the sales funnel at their pace. Which leads to the biggest question that needs to be asked, how can B2B sales reps still have an actual impact in the modern version of the buyer’s journey?

B2B Sales Strategies and Tactics for a Modern Era

Cold calling isn’t quite dead. However, it might be getting there soon because it is not anywhere near as effective as it used to be. As buyers have become savvier, businesses have to adapt their strategies for both B2B and B2C sales. New and more subtle ways to connect with potential buyers include methods such as:

Strategic Selling

Introduced by the Miller Heiman Group, strategic selling is a tactic that focuses on helping businesses win complex deals with an insights-driven, scalable approach. The core of this approach lies in being able to identify different points of contact at the buyer’s company and estimating their influence on the sales process. Then the salesperson can adjust how they approach each point of contact and communicate with them to ensure that the final sale goes through smoothly.

Solution Selling

Solution selling focuses more on the needs of the prospect more than it does on the actual product or service being sold. In this strategy, the salesperson needs to identify and diagnose the needs of the potential buyer, their challenges, and goals and recommend products or services that can help them overcome these challenges and meet their goals.

Account-based Selling

Global research and advisory firm Gartner predicted that account-based selling would be adopted by 75% of B2B businesses by 2019. This strategy is focused on treating every single account as a market of one. Salespeople select target accounts, investigate and identify their needs, craft an approach that promotes personalized values of the product or service being sold and reaching out.

Social Selling

As previously stated, Forrester’s statistics show that 68% of B2B customers research on search engines and social media before making a purchase. Social selling focuses on social media to identify and engage with prospects. The goal of social selling is to build a relationship with prospect companies as the first step of selling and understanding their needs. In today’s market, this approach involves using social media platforms like LinkedIn, Twitter, Facebook, and others to share relevant content in order to engage potential buyers or nurture existing ones.

B2B Sales Tools

As many tactics as there might be, B2B salespeople, don’t need to go about doing all of their jobs on their own. With more and more buyers conducting research independently, sales reps need to be more competent at identifying these buyers and selling to them. While this might sound like an impossible task, it doesn’t have to be.

There are many tools and services that exist that can help B2B sales teams deal with the modern market by generating sales leads from anonymous website visitors. These tools work by utilizing website visitor identification software to let sales reps see the visitors who browse their website, identify key decision-makers and proactively make contact.

OneMoreLead is one such service.

OneMoreLead

It is a fact that the people who visit a website are more likely to make a purchase than someone who has never heard of the company, which means that every single visitor should be important to the sales team. With OneMoreLead’s help, businesses can ensure that they don’t let ready-to-buy leads escape.

OneMoreLead can give sales teams valid, useful data that can allow companies to reach out to the right contacts and beat their competitors to the sale. In fact, with OneMoreLead, sales teams can expect up to 147% faster conversion to sales. With more than 40+ million 100% verified B2B prospects to search from, any sales team is bound to find the perfect match for their product or service.

In Conclusion…

B2B sales is something that has evolved a lot and is still undergoing a lot of change. Technology is the biggest disrupter and it has given a lot of power to the consumers — which is not a bad thing by any measure, but it does mean that sales teams and sales reps also need to stay on their feet and up-to-date with modern methods. Fortunately, that is not hard, what with specialized tools and technology available for use by sales teams. Using these tools, such as OneMoreLead, sales teams can take initiative while still providing a valuable experience to their prospective buyers and see their efforts succeed.