An Effective Way of Generating B2B Sales Leads

by Rutuja shah Digital Marketing

A list of targeted B2B sales leads is an essential tool that every sales and marketing team must have. It is especially important if you want to begin an email marketing campaign. The list must contain the name, business email ID, and phone number of the people who are most likely to buy your products. However, generating B2B leads is more challenging than generating B2C leads. You have a wider scope (number of potential buyers) in B2C businesses, whereas, in B2B.

In B2C businesses like retail stores, internet services, mobile networks, etc. anyone with a paying capacity is your target audience. Whereas, in a B2B sector, your prospects are limited to entrepreneurs.

So…

How to Generate B2B Sales Leads?

Every business has a different way of building a list of its target audience. If you choose to prospect on your own, you will have to research different businesses on the internet. Once you identify the businesses that would be interested in your product or service, you need to find out who is the main decision maker of these companies. Post that, you need to get the official contact details of the person who has the power to either reject or accept your proposal.

It is a daunting process, isn’t it?

Now, think of a situation where you need to perform niche targeting. For example, you want to target a list of companies based in Mumbai that have 1000+ employees and revenue ranging from ₹5 Cr. to ₹20 Cr. annually. During such instances, you will end up wasting a lot of time and resources. And if you want to accelerate the process, you will have to employ more resources.

Automation for Generating B2B Sales Leads

Even though the entire lead generation process is daunting, you cannot completely ignore it. That’s when automation comes into the picture. Every leading B2B business uses a sales and marketing tool to identify relevant leads.

You can use one of the best lead generation tool, D&B Hoovers. It helps you identify your potential clients and acquire their data. In fact, the list created by this tool is more accurate as compared to generating the list manually.

One of the main reasons why B2B businesses have lower conversion rates is the alignment between your marketing and sales teams. To increase the conversion rate, these two teams need to work in synchronisation.

The fundamental of marketing is performing niche targeting and acquiring high-quality B2B sales leads, while the sales team needs to communicate in a compelling and impactful manner.

D&B Hoovers uses the world’s largest commercial data and analytics along with its predictive indicators to identify the right audience for your product or service. It not only helps you target the right audience but also provides commercial data about the brand. With this sales and marketing tool, you can receive information such as company profiles, contact details, news, events and real-time triggers. Basically, it helps your teams to focus on the processes post data generation.

Your sales team can leverage these in-depth analytics while engaging with the target audience. When they have access to the data about your prospect, their market and competition, they can have a relevant and persuasive conversation with them.

Businesses should invest their time on fruitful processes such as strategising and execution. Processes that are daunting (and can be automated) such as generating B2B sales leads, should be performed using sales and marketing tools. You should especially choose automation because they provide a list of prospects which have a higher possibility of conversion.