The COVID-19 pandemic changed the face of B2B sales and marketing. The years following the pandemic’s declaration have engendered massive shifts in how companies drum up business.
As new technologies and platforms emerge to cater to an increasingly work-from-home clientele, you need to keep abreast with the developments. Stick to your old lead generation methods, and you might miss out on new clients.
Over the last couple of years, several trends have emerged — and from these trends arise opportunities for you to overhaul your lead generation. Here are some developments you can capitalize on as you try to secure fresh leads for your business.
If you want your lead generation efforts to be impactful, you need to be deliberate about who you reach. In particular, your leads must be the people who have the most say in any B2B business — the decision-makers.
Luckily, the COVID-19 pandemic has led to more small B2B owners increasing their presence online. With platforms like social media and LinkedIn, getting in touch with decision-makers is no longer as challenging as it used to be pre-COVID.
The pandemic has proven that technology is any business owner’s best friend when it comes to lead generation. Of course, with various options available, you need to select the right technology for your unique needs.
At the very least, you need a CRM equipped with automated features like auto-dialing and lead qualification. If you can invest in automated customer relations features, do it.
Gone are the days when a fire-from-the-hip approach to lead generation sufficed. This approach will resort to minimal conversions and rejections if you are not careful. To maximize your lead generation’s chances of success, you must develop a list of potential leads. It all begins with identifying your ideal client or buyer.
Once you have developed a list of characteristics that make up your desired buyer, you can develop your lead generation list. By doing this, you target clients who are likely to be interested in what you are selling.
Indeed, the world is opening up, and some people are returning to the office. Nevertheless, virtual meetings have continued to be as popular as they were during lockdowns.
For this reason, view your virtual meetings with potential leads the same way you would in-person meetings. If you don’t know where to start, here is our comprehensive guide to having the most productive virtual meeting with a lead or client.
As a business owner, you may find it challenging to keep abreast with the developments in lead generation. As more technologies and changes emerge, you may find yourself unable to stay atop every best practice to keep your B2B business afloat.
However, we have great news — innovative and adaptive lead generation with results is just a call away. We offer an all-in-one lead generation service that populates your sales funnel and maximizes conversions.
Reach out now for an innovative lead generation service that takes the lead.
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