Top 5 Mistakes in B2B Lead Generation & How to Avoid Them

What is Lead Generation?

Lead generation is the process of finding prospective buyers, connecting with them, nurturing them, providing them with value through content- blogs, articles, whitepapers, and eBooks and convincing them of the credibility of your organization and the quality of the product and service you offer. The objective is to educate and persuade leads to take the desired action.

Every company must generate high-quality leads to survive and thrive in the marketplace. According To Finance Online, 56% of B2B companies exceed their revenue goals with effective lead generation.

But the road to a successful B2B Lead Generation strategy is marred with several pitfalls. There are different challenges a company can face in its B2B Lead Generation journey. It is not as simple as buying a bulk list and bombarding the contact list with generic emails. Cold calling will also not yield results because of a lack of strategy. The process is complicated and requires thorough research and a laser-targeted approach.

Let’s discuss the top 5 lead generation mistakes businesses make and learn how to correct them.

No Strategy: It would be impossible to get market-qualified and sales-qualified leads without a proper strategy in place. Often companies cannot devote adequate time to generating high-quality leads. They can rely on a reputed B2B Lead Generation company that offers high-quality lead generation processes. A business needs to identify its target audience and develop a strategy to reach out to them and make them sales-ready. Companies need to thoroughly research to create verified databases. They need to rely on a tele-calling team to validate and verify the contacts. The details need to verify over the phone and handed over to the sales team for nurturing.

Ineffective Email Marketing: Most people would argue that email communication to find prospects has become redundant. They say businesses should invest in modern tools only to generate leads. However, this approach is a recipe for a disastrous strategy. According to Statista, 2021, 333.2 billion emails were expected to have been sent and received each day!

Email Marketing, when done right, can yield the desired results. The secret here is customization. Sending generic emails without any follow-ups will leave the company in a lurch. The sales funnel will be devoid of hot leads or will be filled up with low-quality leads with poor conversion rates. The business needs to define the campaign — the goal of the campaign, the target customers, and promotional offers like limited deals and discounts. The company also needs to design and manage the campaigns and approach prospective customers. Validating the database for the targeted campaigns and creating relevant, inspiring, and engaging email content will help you attract your prospects.

Companies can find success with such an approach. The best part is that Email marketing service is a measurable exercise where businesses can get insights into their email marketing campaigns. They can learn about the opening ratio, click rate, subscription, and other metrics and understand the level of engagement generated by email marketing campaigns.

Missing Prospect List: A business should identify the prospects and create a list. They need to evaluate if the contacts available are their prospective buyers before approaching them.

Unverified Data: It is one of the biggest problems in lead generation that prevents a business from generating high-quality leads. If you are relying on unverified data ridden with duplicate entries and unverified content, it’s clearly of no use. Instead, a company needs database validation services to lay the foundation of a successful B2B Lead Generation strategy. Adding the missing information, eliminating duplicate entries, and verifying the team with the assistance of the tele-calling team will create clean databases that companies can rely on for generating leads.

Not Using Tools: It would be best to rely on modern tools and technologies to generate leads. A business should maintain a balanced approach toward lead generation. They can adopt a mix-n-match policy of methods — they can include traditional email marketing and use tools that automate the process of finding prospects and relevant information about them. A popular example is Sales Navigator which is used to generate leads on LinkedIn.

The Solution

From the above pointers, we have understood that the lead generation process is complex and requires expertise. The best advice for businesses looking forward to getting high-quality leads is that they should choose a reliable B2B lead Generation Company that will work with a proven strategy to find prospects for them.

How Can a B2B Lead Generation Company Help?

A B2B lead generation company can help you in many ways. They have the requisite experience and access to the right tools. The experts develop a strategy backed by research that enables the business to achieve its goals. They can get market-qualified leads that they can convert into customers and keep the momentum going on for the business.

Consultation: The B2B Lead generation is a complex step-by-step process that requires an in-depth understanding of the client’s requirement. The service provider will understand your requirements and help you build buyer personas and an ideal customer buyer profile. They will identify the competition and collaborate with the sales team to know the frequent challenges they are facing.

Lead Capturing: The Company will help capture leads by working on cold calling campaigns, extracting leads from social media sites, and connecting with leads that are interested in eBooks and downloading Whitepapers. They are asked pertinent and concrete questions to get assurance of their interest in particular goods and services.

Lead Nurturing: After determining the market-qualified and sales-qualified leads, a B2B Lead generation company will score them on different parameters and provide them to the sales team for nurturing. With detailed reports at their disposal, the sales department can contact the leads and kick-start their lead-nurturing journey.

Feedback: The B2B Lead generation service provider will collect valuable feedback from the sales team and improve the quality of the leads. It will enable them to provide excellent support with a continuous supply of sales-qualified leads.

Conclusion

B2B Lead generation is an absolute necessity for business survival. Right from getting leads at the top of the sales funnel to their conversion — each step needs to be rigorously followed to ensure that the business finds prospects and reaches out to them effectively. Companies need to understand the requirements of the leads and convey the message to them that they are ready with a solution to fix their problem.

An active sales team supported by the B2B lead generation service providers will enable a business to get more leads. Close more deals with robust support from a reliable B2B Lead Generation company. Outsourcing the process will be the best choice as businesses need not set up an in-house team solely for generating market-qualified leads. With outsourcing, they can get access to prospects with cost-efficiency. They can get prospect list development and database validation services. Shorten your sales cycle and utilize the resources to get more conversions by targeting high-quality leads.