As spring approaches, it’s time to get set to revamp the B2B lead generation strategy, or maybe consider outsourcing it.
B2B lead generation is a very dynamic concept. The strategies are ever evolving, and one needs to make sure they are up to speed with the latest that’s going on in the industry to continue making headways towards new business. So, at the onset of the new season, here’s a list of spring cleaning activities one needs to do to stay up to speed with the times.
The importance of lists can’t be overstated as far as B2B lead generation is concerned. The quality of the list is directly proportionate to the kind of results one is going to get. That being said, one must start immediately with regards to structured account mapping and other processes; finding out ways to get organizational history and other tactics that help improve conversion. The lead generation strategy is the next thing that needs to be examined properly. Not all leads are created equal and hence, must never be given equal importance. For instance, a lead that gives continuous business is far more important than a one hit wonder. Similarly, even when reaching out to prospects is concerned, a direct mail campaign may work in some cases, while a social outreach initiative via Facebook or LinkedIn might work better. It’s a classic case of choosing the right path.
B2B lead generation is actually not such a tricky proposition, but the fact is that a lot of marketing and sales people get too ambitious (read greedy) and go overboard, trying all kinds of things and misbalancing the delicate proportion that holds the situation together. For this reason, many firms are even giving their lead generation responsibilities to third party agencies, so that they can concentrate on developing their core competency – an approach that has worked wonders for most of them in every kind of way
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