Top 5 strategies for a successful Targeted Lead Generation in B2B sales
Are you a Sales Manager or an Outbound Marketing professional who has spent countless hours designing and implementing a detailed and comprehensive B2B marketing campaign to generate leads, but to your dismay, your leads never convert into customers. The reasons could be several;
- Your leads are not qualified (read our blog on Lead Qualification using the BANT framework)
- Your prospects are unaware of your brand and its reputation
- Your scope of an Ideal Customer Profile (ICP) became too vague and far spread
- Your website could not catch and hold your lead’s attention
so on and so forth.
What is Targeted Lead Generation?
As a sales and marketing representative, you should focus and channelize your efforts in accurately defining your ICP, set clear boundaries to your buyer persona like what and how they should look and also how they should not, customize and personalize your campaigns accordingly and most importantly nurture these relationships so that they remain your loyal customers forever. This is called Targeted Lead Generation.
Your goal should not only be churning leads mindlessly but to pay attention to generate quality leads, classify and qualify them based on their needs and requirements, create campaigns and strategies that have relevant and tailor-made content for them and ensure a seamless communication with them to maintain and foster the bond.
There are a number of ideas that you can put to use that prove beneficial and help you achieve your goal of a successful targeted lead generation process. We have listed the top 5 of these strategies below; let us go through them one by one.
Top 5 strategies for a successful Targeted Lead Generation in B2B sales
Lead Generation Automation Software
Indeed, targeted lead generation is a mammoth task that requires tremendous efforts, ample amount of time and extensive labor. But with the advent of sales automation tools, all these manual tasks are automated and are executed within minutes. From prospecting to targeted lead generation, email marketing to scheduling appointments, these sales automation softwares do it all.
Not only do they eliminate the laborious and redundant manual tasks, but they also generate qualified leads, increase the productivity of the sales teams by giving them sufficient time to concentrate on nurturing client relationships and accelerate the entire sales process.
Zebrista is a Sales automation tool that automates your entire sales cycle by implementing prospecting automation, contact discovery, lead generation, email marketing, appointment generation and much more. Based on the criteria and filters selected, Zebrista helps you identify your target leads from 25+ sources like LinkedIn/angel/crunchbase etc.
Captivating Website Landing pages
As they say, the first impression is the last impression. Landing pages of your website should be the best part of the website, which not only needs to catch, but hold your lead’s attention.
Website segregation according to different objectives, having a separate landing page for specific purposes, user-friendliness, relevant and valuable content including high quality blogs, distinct and highlighted Call-to-Action (CTA) buttons or links like contact forms or sign-up forms, client testimonials, visual attractiveness etc are some of the most common but very important recommendations for designing a compelling website.
Your lead has been led to your website via Google Ads, email campaigns or organic keyword searches which means that they found something interesting in your pitch. But to ensure that they convert into customers, it is extremely crucial that the content on your website is real, genuine and most importantly it provides a solution to their problems. If the information on the website is not as exciting and in alignment with the information which they were offered, then your lead generation will always be a disaster.
LinkedIn Lead Generation
Ask any layman in the Marketing or the Sales world, and they will vouch for the fact that LinkedIn is more effective for lead generation than any other social networking platforms. More than 80% of the B2B leads are generated from LinkedIn and they have the highest probability of converting into customers.
LinkedIn Search, LinkedIn Sales Navigator, LinkedIn Outreach, LinkedIn Sales Insights are some of the various tools provided by LinkedIn which help in executing targeted and accurate lead generation for B2B businesses. Make sure to read our blogs on these tools to thoroughly understand how they work and are the best when it comes to generating high quality leads.
Believe it or not, having a brand reputation matters a lot in the marketing and sales arena. It is essential to create and maintain a buzz about your business be it regarding events and happenings, regular social media selling via posts or videos, arranging workshops and seminars, attending industry related conferences and meetings etc.
The more you are known and seen, the better it is! Having a brand name and awareness helps to pique the interest of your leads. Building strong networks with industry acquaintances and corporations increases the chance of showcasing your products and services as a brand!
After implementing all the techniques mentioned above, if there is one strategy that doesn’t require you to do anything except for doing your job genuinely and wholeheartedly, then it is Referral Marketing. The old word-of-mouth marketing still brings more businesses than the rest of the marketing strategies put together. This review from Forbes about influencer marketing shares the same thought.
If you have offered the best products and services to your leads and they have only honest and positive appreciation for your company, then do not hesitate in asking them to refer you to their peers and industry connections. If you serve your customer with the pure and only intention of helping and solving their problem, then the efforts never go unnoticed.
(Visit https://zebrista.com/ to know more about Zebrista, a Sales automation software.)
Zebrista for targeted Lead Generation
Zebrista is a Sales automation tool that automates your end-to-end sales cycle by implementing prospecting, contact discovery, lead generation, email marketing, appointment generation, and much more.
- Zebrista automates the entire Lead Generation process to provide leads and their details which speeds up the entire process.
- Based on the criteria and filters selected, Zebrista helps you identify your target audience from 25+ sources like LinkedIn/angel/crunchbase etc.
- After identifying the correct audience, data of prospective clients like their contact information and email addresses is mined and the contact information of these clients is extracted from the system. Zebrista also does email address validation of the prospects.
- Not only does Zebrista help companies build their own workflows depending on their criteria while searching the target audience but also provides a library of already existing workflows which companies can use, some examples of which are targeting recently funded companies, targeting actively hiring companies, etc.
- Zebrista doesn’t stop here, It does a whole lot of things - Connect with us now to see Zebrista in action and to ACCELERATE your SALES cycle.