B2B Lead Generation

strategy

B2B Lead Generation Strategy

Finding and engaging sales-ready leads is increasingly difficult as buyers seek fewer vendor sales rep interactions. That’s why it’s important to offer value to buyers to gain their trust and willingness to accept a call or meeting.

We help B2B Sales organizations improve their lead generation strategy by:

1.
Refining the ICP definitions to ensure better solution fit and more targeted list development.
2.
Developing a value exchange of peer insights and/or industry research to motivate prospect engagement.
3.
Testing insight-led outreach against existing lead generation campaigns to optimize results.

Tactics

B2B Lead Generation Tactics

The success of our multi-touch outreach campaigns perform better because we focus on the three key drivers of B2B lead generation success:

STEP 1

List research and validation

First, we don’t simply buy B2B lead lists – we conduct research to verify ICP and buyer persona fit before initiating outreach. The result is improved list quality.
STEP 2

Tailored conversation narratives

Second, we go beyond creating “one size fits all” teleprospecting lists by personalizing outreach talking points to address challenges within the buyer’s role and industry – including sharing insights. The result is improved connect rates and discovery insight.
STEP 3

Lead qualifying

Finally, we apply greater rigor in our qualifying assessment to ensure ICP fit and in-market timing before routing leads to your sales account executive. The result is improved sales efficiency by talking to fewer, sales-ready leads and improved Lead-to-Opportunity conversion rates.