Startseite » B2B lead generation

Tool selection

Choosing the right tools for your lead generation.

Process development

We work with you to create the ideal process for your B2B lead generation.

automation

After selecting & defining the lead generation tools, this process still needs to be automated to achieve optimal results.

What is a conversion funnel?

A conversion funnel refers to the journey prospects take on your website to go from a prospect to a potential customer who wants to talk to a salesperson.

In its simplest form, a sales funnel looks like this:

Marketing Qualified Leads are part of the Awareness and Interest elements of your sales funnel. They are aware of a problem and are usually open to a cold call from a telemarketer or sales representative. These are great clues to be further processed through a marketing automation platform like Hubspot, Salesforce.

Sales Qualified Leads or (SQLs) are the next step a prospect takes after he or she has decided on a brand or solution. At this point, they typically just need to make a final purchase decision.

Depending on what stage the prospect is in, there are different lead generation options.

What are the options for B2B lead generation?

1. whitepapers, free e-books & studies

Lead generation in B2B is much more complicated than in traditional B2C. The decision process is longer & goes through many comparisons and researches.

If you want to show competence as a company, you can do that via free whitepapers, e-books & studies, which are offered as downloads on your website.

For best results, collect the email address and phone number, if any, before downloading to provide assistance accordingly.

2. online marketing campaigns

Google Ads, Microsoft Ads, LinkedIn or social media advertising campaigns offer another option.

Especially in the B2B area, it is essential that you define your target group precisely in advance. Once you’ve done that, you can run targeted ad campaigns on the desired ad network to collect your leads.

The important thing here is that you must deliver value to users – such as a free initial consultation, etc.

In addition to this, you can do newsletter marketing with the email addresses you have already collected.

Deliver the right information at the right time in the customer journey.

3. visitor detection & web analytics

Your website is one of the most important tools in B2B lead generation. Here it is essential that you have sufficient contact possibilities.

These include: Phone number, email addresses & live chats.

Now, to extract valuable information from your website visitors, you can rely on a variety of tools. One of them is Google Analytics.

It is important here that you have a tracking concept in place in the background to identify the important users and send them directly to your sales department.

4. hold webinars

Especially in the B2B area, your products & services are often very consulting-intensive.

This is an ideal opportunity for you as a company to demonstrate competence and convey trust.

With webinar software, you can collect leads very easily by registering for the webinar. A recommendation here would be e.g. GetResponse

Your task is now to define a problem and present the solution through your products or services. Make sure it’s not just a sales event, focus on the problem & solution.

Use your website & online marketing campaigns to promote the webinar. I recommend that you include this type of communication as a fixed part of your marketing mix.

Now, if you want to know what this process can look like for your company, feel free to contact me for a no-obligation initial consultation.