B2B Lead Generation: The Three Vital Questions

Every marketer wants to make full use of different kinds of B2B lead generation tactics to grab a higher share of the market. And this trend is prevalent across every possible industry domain, because in the end, revenues are what run companies. However, everybody trying the same tactics would mean that all the competitors would end up with mediocre success, unless there’s a twist of fate. Needless to say, the organizations that enjoy a higher rate of success are doing something differently. And this something refers to asking the right questions.

There are many ways to go wrong in B2B lead generation, and very few strategies that can work wonders. The first question that needs to be asked is whether the prospect being contacted can afford the brand offering or not. Taking the example of a firm that develops CRM software, it’s not doubt that companies can streamline processes better and achieve greater success by implementing the same. However, not all organizations can afford a CRM program. So, even though the salesperson can prepare a very fancy pitch to convince the client that their offering is going to revolutionize their business, the fact of the matter is, when it comes to loosening the purse strings, a lot of tough decisions are taken, and they are generally not in favor of the service provider.

Taking cue from the above point, the next question is whether or not the prospect agrees with the product or service being offered. It is one thing to not be impressed with the solution being offered, and not understanding how it would help, totally another. So, while one can certainly have the best product or service, if the person sitting across the table can’t comprehend its importance, it’s no point trying to pitch it. In such a scenario, the B2B lead generation pitch needs to come from the point of view of trying to convince the person regarding the merits of the brand offering, and then pitching the same.