In recent times, marketers have shifted focus on driving leads with little to no attention to quality. This has resulted in marketing campaigns that don’t align with sales and waste resources, time and marketing budgets. The consequences of this shift are clear-a significant portion of your efforts and resources are being directed towards leads that are unlikely to convert. To ensure B2B lead generation converts into high-quality prospects, marketers need to adapt to a well-defined strategy that helps to choose high-quality leads through B2B lead generation services.
What are High-quality Leads?
High-quality leads are ideal prospects that are more likely to convert into long-term customers. A better quality B2B leads to a higher chance that the prospect is well-informed about your offerings and ready to purchase. The best way to choose high-quality leads is to identify the actions taken by them and characteristics like job title, position, authority, budget and other attributes to ensure they fit into your buyer persona. Looking to generate high-quality leads? LeadoConnect is a top lead generation company Bangalore offering exceptional B2B lead generation services for clients across diverse fields. To avail of our services, call us today.
Best Strategies for Selecting High Quality Leads Through B2B Lead Generation Services
1. Map Ideal Customer Profile (ICP)
Start by creating an ICP or lead characterization. Who exactly are your customers? Create an accurate persona of your ideal customer profile that serves as the foundation of your B2B lead generation techniques for your business.
Here are some factors to consider to identifying ICP for your business:
- Demographic: Gather information about a prospect, including experience, job title and authority.
- Technographic: Gather information related to the company/prospect technological landscape and the decision-making authorities within the company.
- Firmographic: Gather information about the company’s revenues, locations, customer base and other details.
Engagement is the key to understanding if the prospects are ready to take the next step:
- Interaction with Content: Check how prospects are interacting with your content. How frequently are they visiting your website? Do they interact with your team online?
- Buying Journey: Pay attention to the buyer’s journey. Are they coming closer to making a purchase? These actions offer an indication of their interest or readiness to make a purchase.
2. Focus on Winning Content & Channels
Getting prospects to download content is not enough to consider them ‘high-quality leads’. The B2B lead generation team needs to curate content that is most effective and distribute it where the ideal customers are most likely to engage.
Best tips to boost conversions:
- Curate Personalized Content: Instead of creating in-depth content, focus on breaking it into smaller, task-specific content that guides different stages of the buying process.
- Focus on Growth Content Interactions: Qualifying as a high-quality lead takes around 20 interactions with a prospect.
- Choose the Right Marketing Channels: Employ marketing channels that have the potential to attract high-quality leads.
3. Tap Into Lead Scoring
Make use of buyers’ intent data to rank leads and collect ideal buyer profiles, best content marketing and channel selection criteria. Buyer intent data offers insight into a prospect’s buying behaviour, websites they visit, the content they consume and other details. This is where lead scoring comes in, providing a systematic way to understand and rank prospects based on their behaviour and readiness to make a purchase.
Here are approaches to leverage lead scoring:
- Tailor Account-based Marketing: Make use of intent data to personalize ABM strategy to focus on high-quality leads.
- Personalized Content: Leverage intent data that allows you to understand what your prospect leads consume and curate personalized content that addresses their pain points.
- Segment Leads Based on Lead Scoring: Make use of intent data to rank the leads based on their engagement with content and readiness to make purchases.
4. Embrace the Power of 'Smarketing'
Ensure that your B2B sales and marketing teams are on the same team for better conversion rates. This collaboration is not just beneficial, it’s crucial. To foster better collaboration between both the teams:
- Collect input from the sales team on lead quality, create an ideal customer profile, and define the qualities.
- Ensure the teams understand what qualifies as a high-quality lead by highlighting the marketing leads that were rejected.
- Promoting collaboration between the sales and marketing teams results in high quality leads generation and overall better conversion rates.
Finding it difficult to generate high-quality B2B leads? LeadoConnect implements proven strategies and tailors specifically for your business requirements to build a sales pipe with prospects that are ready to close deals with you. To schedule appointments, call.
