Best Strategies to Find B2B Leads

Marketers often complain that B2B leads are hard to acquire. Well, that's partially true. B2B leads are simple to get, but the real struggle comes when to converting them. Let the conversion thing keep aside, the aim of this blog is to find B2B leads for your operations – the reason you're here.

Get it started with a basic understanding of the lead generation concepts!

B2B (Business-to-Business) lead generation is a method to identify ideal buyers and entice them to make a purchase. There are plenty of lead generation tactics that the sales and marketing teams follow to acquire leads. It's the way to target the audience and land them in the sales funnel. The sources that show interest in your offerings are basically the leads. To acquire B2B leads, choosing the right technique is critical.

✓ Lead generation is no longer an advertising effort; it is largely based on a strategy. There are different types of lead generation processes available for businesses.

Sales in B2B are tougher to crack than other types of business models. Most of the challenges come when it comes to qualifying and converting the process. Hence, before you take any further steps to qualify the leads, you need to understand the type of leads first.

Leads that are identified by your marketing team who are likely to purchase your product or service based on your targeted setup. Basically, these leads have no interest in buying your product immediately, but they want to know more about the products. They may have subscribed to your newsletter or downloaded your content.

So, the marketing team here keeps nurturing the leads until they buy the product. Following a stable marketing strategy can help you keep your leads engaged throughout.

When leads are ready to purchase your product or services, turn them into sales-qualified leads. So you have to prepare the demo and send emails to the interested leads. On the other hand, you have to keep your entire sales in sync to ensure a smooth purchase journey. Prioritize your sales leads before the marketing team for quick conversion.

"Where can I find leads?" – is the most common question people ask regarding lead generation. But the answer is quite simple: you need to use LinkedIn, Google, and other tools to get your leads. However, you need to know the optimal utilization of these platforms to get all your leads. The rule of thumb is "start small and iterate". Let's check out each lead generation platform and understand how they work.

Google works best as a search engine, as people come here to find answers to their questions. People use it to seek information, find services, solve problems, look for leads, and many other things. Companies operating in the B2B domain heavily use Google Ads to drive their sales. They primarily use keywords and locations to offer their services.

To get the leads from Google Ads, you need to search for the keywords and add the location accordingly. B2B niches are highly competitive, so the keywords that you want to use for running ADs can cost you high.

Pushing your landing page via Google Ads can bring you with a stable flow of leads into your system. These leads will come to your lead funnels via sponsored program. Here you have to channelize your leads with a lead data processing methods to get you with an accurate list of fresh and warm leads.

For B2B leads there is no better platform than LinkedIn at present. Almost all B2B companies along with their executives use LinkedIn as a professional networking platform. Hence, you need to use LinkedIn for serious lead generation. Not just getting the lead contacts, you can start a conversation with them on the same platform.

Besides networking, LinkedIn has also offered Ads like Google. You can put Ads on it based on the set targeted audience. That's how you can get some really good business needs.

Establishing a good connection with LinkedIn contacts can be your lead generation strategy. Many companies use lead databases and tools to get LinkedIn contacts. After they get the contact, they send a message to the leads and offer help.

What's the purpose of arranging a seminar, a training, or a podcast? Simply, to address a problem that people are facing. If these people are your ideal customers, you need to take care of these problems. You have to attract attendees who need your solutions and feature established figures in your field.

If you want to get more leads, you can think of hosting a seminar at your company. You can also sign up people for your events in exchange for providing value to them. Basically, your potential leads will sign up for your events, and you can get their contact information with this. Just don't sound pushy while approaching people.

Getting B2B leads from third-party listings is 1.4X more valuable than the leads that companies generate via their internal teams. Businesses can get their potential leads from the following sets of databases;

• Supplier directories – a list where suppliers and manufacturers share their information, industry-wise
• Trade show directories – a list of upcoming events, shows, and the current happenings in the industry
• Business directories – listing of businesses, industry-wise and location-wise, that you can find in the yellow pages
• B2B marketplaces – it's a platform to buy and sell products or services like Amazon, Shopify