What the Best B2B Lead Generation Companies Are Planning for 2021

by Kristen White Blogger

B2B lead generation has slowly evolved into a data-driven field. The companies that notice the data and the trends get the most leads.

B2B (business-to-business) sales are the parallel of business-to-consumer (B2C) sales. Businesses engage in trade with other businesses, not directly with consumers. Since all sales are driven by leads, B2B lead generation has become an industry of its own. Backed by technological advances and the rapid increase in tools, B2B lead generators have enjoyed a profitable decade. However, the new decade poses unique challenges for B2B lead generation companies.

The rise of technological advances, like automation, machine learning, and changing consumer habits, are making the process of navigating the market full of shrewd buyers and competitors extremely challenging. Before discovering what the best B2B lead generation companies are doing to tackle these challenges, let us discover what these industry leaders are NOT doing:

· Being swayed by misinformation and misleading reports in this hyperactive market. Focusing on proven trends, rather than jumping from one lead generation strategy to another, is more important.

· Following conflicting research about new technologies.

· Blindly following case studies and strategies that worked for other companies.

The leading B2B lead generation companies that heavily invest in market research, social media analysis, and social media marketing in Phoenix know that success in the field does not come from blindly following tactics or strategies that have worked for other companies in the past. Success comes from modifying your lead generation approach so it is compatible with the core fundamentals of your company, industry, products, and customers. This was what industry leaders plan for 2021.

Introspection

How can B2B businesses be successful if there are major chunks in their core foundations? That is why measures like running A/B tests on all business websites are more important than tweaking your firm’s overall lead generation strategy. Simple measures like tweaking the homepage or split-testing different website elements can help B2B businesses make better impressions on prospective buyers.

New Ways of Reaching Out

Catering to B2B buyers on smartphones is not a new practice. But, it is a practice that is set to dominate the B2B lead generation industry in 2021 as younger generations of clients are entering the workforce. In 2017, 80% of B2B clients reported using mobile phones at work. Given that mobile adoption has increased significantly in the past four years, optimizing for mobile should be every B2B lead generation strategist’s priority.

The more mobile-optimized your outreach efforts, the less time it will take to convince the younger generation of buyers to purchase your products.

Sealing the Deal with Automation

The email software company Mailigen reported a 9% improvement when they used automated behavioral segmentation tools in their B2B lead generation efforts. The practice of B2B marketers using automation tools to increase the efficiencies of their campaigns is set to become even more in the next decade.

Features and tools like automated ad rotation in Google Ads or responsive search ads will make it easier for B2B marketers to reach out to clients who are interested in their products. Hence, “sealing the deal” becomes easier via automation.