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:
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Refining the ICP definitions to ensure better solution fit and more targeted list development. -
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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:
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STEP 1List 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.
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STEP 2Tailored 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.
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STEP 3Lead 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.
Our tactics mix includes the following:
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Define/refine target ICP definitions
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Segment and prioritize contacts (organic vs. purchased lists)>
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Develop multi-touch outreach campaign (email, LinkedIn)
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Develop value exchange (research, expert talk, panel invitation, etc.)
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Produce insight-led content & conversation track
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Launch touch cycle cadence and optimize
Full-funnel Revenue Services

Peer Insights for Content Marketing
Engaging ICP buyers to capture business insights for use in creating trusted (peer) content that will be consumed by ICP buyers.

Insight-led Demand Generation
Equipping Marketing teams with peer insights they can share with ICP buyers who are not yet in-market to educate, build trust and create demand.

Insight-led Lead Generation
Equipping Sales teams with peer insights they can share with ICP buyers who are in-market to initiate discovery conversations and sustain engagement.