Lead generation in 2016: tips for B2B marketers

Faith Ocampo Published on December 23, 2015

businessman-on-phone-call-with-businessman
The holiday spirit is in the air, and everybody wants to make the most of their vacation. But B2B marketers can t let this season dampen their zest for lead generation.
Every year brings new challenges that could keep B2B marketing pros away from growing their list of potential clients. We bring you a brief but highly actionable list of tips on how you can intensify your firm s strategy on attracting leads.

1. Be smart about investing in technology.

businessman-with-laptop-head-with-idea

Despite the exponential growth of marketing technology, 51% of B2B firms don t spend enough on new tech devices or applications. According to Walker Sands Communication, most B2B marketers look for a piece of technology only after they ve encountered a problem. It s easy to say that these companies have failed to predict what could go wrong and therefore find themselves in knots as they hurriedly look for a solution to patch things up.

Moreover, budget concerns and lack of know-how also prevent marketers from spending on technology. Others, however, are merely doubtful that these technologies could indeed generate high returns. Thus, they end up losing more. You can avoid this by consulting IT experts, staying updated about the latest tech developments in the industry, and immersing yourself in training programs.

 

2. Maximize the use of data for account-based marketing.

business-team-looking-studying-charts-graphs-on-tablet

Account-based marketing (ABM) has generated a lot of buzz this year. Using this technique, B2B marketers can target specific customer accounts and determine from there the next channels they should market in. This way, ABM ensures that your advertising strategy really reaches your intended audience.

However, your ABM strategy wouldn t be as effective if you fail to maximize the use of customer information. This task becomes harder as your system accumulates more data. Be careful about relying on misleading or erroneous results.

 

3. Align your sales and marketing strategies.

business-employees-working-on-laptop-on-table

In B2B firms, alignment has two forms. The first is people-to-people alignment, which manifests as smooth coordination between and within teams. The second is alignment of technology, made possible by full integration of programs and processes to execute the firm s core functions.

According to a research by Sirius Decisions, highly aligned B2B firms can achieve 19% faster revenue growth and 15% more profits. Alignment speeds up processes using all resources available, making transactions smoother and more efficient.

 

4. Familiarize yourself with the client’s journey.

surprised-businessman-looking-at-reports

Perhaps the most common problem in B2B lead generation is marketers’ failure to position themselves as the client and retrace all possible paths that constitute the client s journey. If you don t know what your customers are going through, it s impossible to actually make their journey as quick and easy as possible. This is something that applies not just in B2B marketing but in B2C arrangements as well.

 

Faith is a digital media enthusiast aiming to become an active part of the tech world by sharing her insights. She likes to blog about everything digimarketing, technology, and social media.

2 responses to “Lead generation in 2016: tips for B2B marketers”

  1. Judy Caroll says:

    As today, leads are just out there. The only challenge for us is on how we can attract them. These tips you have provided will likely empower marketers in generating high-quality leads. Content marketing and optimizing the use of social media for your marketing campaigns are good strategies too.

Join us on facebook
Open Access BPO 6 days ago
Aside from the location advantage, the 𝐏𝐡𝐢𝐥𝐢𝐩𝐩𝐢𝐧𝐞𝐬 𝐭𝐡𝐞 𝐦𝐨𝐬𝐭 𝐥𝐮𝐜𝐫𝐚𝐭𝐢𝐯𝐞 𝐝𝐞𝐬𝐭𝐢𝐧𝐚𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐦𝐮𝐥𝐭𝐢𝐥𝐢𝐧𝐠𝐮𝐚𝐥 𝐜𝐚𝐥𝐥 𝐜𝐞𝐧𝐭𝐞𝐫 𝐬𝐞𝐫𝐯𝐢𝐜𝐞𝐬 in Southeast Asia because of these Filipino qualities:
• neutral accent;
• multilingual proficiency;
• dedicated work ethics;
• resilience and adaptability; and
• close affinity with Western cultures.

Read: https://buff.ly/47sGAKD

----------
Partner with a #CallCenter with strong #CustomerExperience expertise: OpenAccessBPO.com/get-started

#WeSpeakYourLanguage
#CustomerSupport #CustomerService
#CustomerSatisfaction #CSat #CX
Open Access BPO 7 days ago
𝗙𝗼𝗿𝗲𝗰𝗮𝘀𝘁𝗶𝗻𝗴 𝗮𝗰𝗰𝘂𝗿𝗮𝗰𝘆 is a valuable metric to determine the challenges your #CustomerSupport team will face.
It allows you to manage your team and distribute the workload accordingly, paving the way for an efficient operational output.

Read: https://buff.ly/3R0VCk2

----------
Effective employee and ops management ensure high #productivity for optimal 24/7 coverage.

So, only partner with an #outsourcing specialist with robust and foolproof ops strategies that will make your brand soar: OpenAccessBPO.com/get-started

#WeSpeakYourLanguage
#CustomerExperience #CustomerService
Open Access BPO 7 days ago
Creating culturally diverse teams in #CallCenters is not just a moral imperative but a strategic advantage.

Here are 6 more compelling reasons for ensuring #CulturalDiversity in the workplace: https://buff.ly/3MYaCO6

----------
Choose an #outsourcing partner with diverse teams and cultures:
OpenAccessBPO.com/get-started

#WeSpeakYourLanguage
#diversity #inclusitivity
Open Access BPO 8 days ago
This expansion is a strategic move that signifies a major milestone in 𝗢𝗽𝗲𝗻 𝗔𝗰𝗰𝗲𝘀𝘀 𝗕𝗣𝗢's continuous growth and dedication to serving its expanding international clientele.

It enhances the company's capacity to manage additional programs, grow its teams, and create job opportunities for Davao-based

more via KRON 4 News
https://buff.ly/3sVKUD7
Open Access BPO 8 days ago
𝐀𝐫𝐞 𝐡𝐮𝐦𝐚𝐧 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐦𝐨𝐝𝐞𝐫𝐚𝐭𝐨𝐫𝐬 𝐬𝐭𝐢𝐥𝐥 𝐧𝐞𝐜𝐞𝐬𝐬𝐚𝐫𝐲 𝐢𝐧 𝐭𝐡𝐞 𝐦𝐢𝐝𝐬𝐭 𝐨𝐟 𝐚𝐥𝐠𝐨𝐫𝐢𝐭𝐡𝐦-𝐩𝐨𝐰𝐞𝐫𝐞𝐝 𝐝𝐢𝐠𝐢𝐭𝐚𝐥 #𝐂𝐨𝐧𝐭𝐞𝐧𝐭𝐌𝐨𝐝𝐞𝐫𝐚𝐭𝐢𝐨𝐧 𝐭𝐨𝐨𝐥𝐬.

It's humans vs algorithm in this blog post! Read all about it now: https://buff.ly/3uybgeN

----------
Outsource content moderation and other business or knowledge process needs: buff.ly/3sJxKJl

#WeSpeakYourLanguage
Open Access BPO 9 days ago
#CallCenter Team Leaders drive progress and ensure exceptional #CustomerExperience.

Want to unlock the secrets to becoming an extraordinary leader for your team?

Here are the 5 biggest enemies of great leadership, along with a few tips on how to be a good leader: https://buff.ly/3G7P2Dc

----------
Partner with Open Access BPO. We have great call center agents and team leaders to guarantee your brand's growth: https://buff.ly/47MoEKX

#WeSpeakYourLanguage
Open Access BPO