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.
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 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.
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.
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:
- Define/refine target ICP definitions
- Segment and prioritize contacts (organic vs. purchased lists)>
- Develop multi-touch outreach campaign (email, LinkedIn)
- Develop value exchange (research, expert talk, panel invitation, etc.)
- Produce insight-led content & conversation track
- 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.