Mastering the Art of B2B Sales through Lead Generation

A lead generation program is a service that allows your company or organization to collect information on potential customers, and then promote your products and services through email marketing campaigns.

The main point behind lead generation is not only getting new leads but also keeping them interested in your company’s products or services. It will also keep them feeling like they need you by having a better relationship with them as well as bringing online sales for your business. Taking India as an example, according to Statista, the internet user base reached a staggering 749 million in 2020, with projections estimating growth to 1.5 billion users by 2040. This projection highlights a significant market potential for internet-based services in South Asia's largest country.

Lead generation is a process of marketing and sales funnel for building a list of potential customers. It is the process that provides you with the information about the target audience, and leads them to buy from you.

When it comes to lead generation, there are various types of lead generation techniques that can be used to gain more leads for your business. Lead generation is also known as lead identification, lead nurturing and outreach.

The most common method for acquiring new leads involves sending pre-qualified leads out through free email marketing campaigns or mailing lists. Other forms such as telemarketing campaigns can be used by businesses to obtain new customer information.

Let’s take a look at the different forms of lead generation techniques that you can use to acquire more leads for your business:

• Inbound marketing focuses on creating valuable content and resources that attract leads. In 2021, a survey conducted by Statista in India revealed that the largest percentage of marketers, 27%, reported that implementing content marketing as a strategy was the most effective way to engage new audiences.
• Outbound marketing involves reaching out to potential customers.
• Referral marketing relies on recommendations from satisfied customers.
• Event marketing involves hosting events to generate leads.
• Social media marketing leverages social media platforms to generate leads.

We usually refer to lead generation as the act of sending out information to potential customers that we’re interested in selling something to. This makes it sound straightforward and easy, but if you think about it, there are a lot of aspects that go into lead generation that can make it complicated.

The biggest hurdle is that you don’t know what your target audience wants from a particular product or service until after you’ve created your content and are sending it out to them. The best way to overcome this obstacle is by understanding exactly how your customers view people in general, and then being able to show them exactly how that view relates to people who will buy a product or service from you.

When creating an email subject line, for example, you need to think about who exactly needs what from the email they might open in their inbox. You have to consider if they are interested in a particular topic or not; if they are already subscribed; whether they may be interested in something else; and what else might be interesting to them about the email subject line before they click on it (or close it).

If you’re dealing with multi-channel marketing, for example, while each channel may have its own specific audience segment, your emails can often be sent out without thinking too much about the audience segment because each channel has its own separate audience segments and interests as well. These four rough demographics can help you determine how well your email marketing strategy matches their interests:

1. Age: This is the demographic group most appropriate for your campaign – 18-34 year olds represent 40% of all consumers and 45% of all consumers between 18-24 years old (in terms of purchasing power).
2. Gender: 17% of all consumers ended up more likely to shop at stores with male employees (42% per gender) than at stores with female employees (32% per gender).
3. Race: 46% of all consumers were black or African American, 32% white/Caucasian, 19% Hispanic/Latino (this is an extremely small population), 23% Asian/Asian American and 11% other race or ethnicity. If you want them converted into shoppers, this is the demographic segment most appropriate for online sales.

Lead generation is a key component to generating online B2B leads. It’s an art, and the best lead generators understand this.

Lead generation is a process that requires your entire marketing strategy to be coordinated. The creative aspects of your marketing strategy will need to be in place prior to starting the lead generation process. This is important because lead generation is not just about getting sales leads, but also about getting qualified prospects.

In order for your marketing plan to properly execute, you ideally want clients to call you first before they start looking for other options online. If you want them to call you first, it’s crucial that your marketing plan includes a lead-generation strategy that helps them acquire email addresses for your business and how they can contact you directly if they have questions on what services or products they might need.

Another aspect of lead generation that should be included in your marketing plan is promoting your business through social media campaigns and other online advertisements. If you are doing a good job with social media campaigns like Facebook ads or Twitter ads, it can also be helpful to do some paid search/affiliate programs with Google Adwords. Paid search programs are very effective in generating targeted traffic from people who are interested in specific keywords related to B2B sales and marketing services, while affiliate programs do the same thing with certain affiliate websites.

Following up on the above points, there are several tactics that can be used in order for your marketing plan to strategically work within these two different types of advertising campaigns. In terms of paid search/affiliate programs, we would recommend using Google AdWords, although there are other paid search platforms as well such as Searchmetrics or ShopperTrak, which allow you to target specific keywords within the paid search campaign (such as “business consulting”). In fact, Searchmetrics even has its own website where one could find more information about their tools!

As far as social media platforms go, there are various tactics one could use depending on which platform one uses (e.g. Facebook ads vs Twitter ads).

If you’re selling a service, like a consulting service, you should use lead generation. Lead generation is the process of identifying people who are interested in your product or service, and then sending them an email with information about it. Lead generation can be used to both increase sales and reduce costs.

Lead generation techniques are often focused on different areas of the funnel. The most important ones for B2B sales include:

• Web banner ads
• Affinity ads
• Social media advertising (e.g. Facebook)
• Email marketing (e.g. Newsletters)
• Video advertising (e.g. YouTube)

There are many different ways to get leads through lead generation campaigns, but all have their pros and cons depending on your organization’s needs and goals.

For example, the following lead generation techniques are widely used for B2B sales: 

• Facebook Ads are easily scaled by using multiple ad campaigns across multiple channels (such as Facebook, Twitter, LinkedIn, etc.)
• Customized offers – This type of lead generation technique is commonly used for B2B sales where one company offers a customized solution tailored to a specific customer. This type of lead gen is often associated with "white labeling" services .
• Instagram Ads provide users with targeted exposure to products or services through their followers' photos. It's an effective method of generating leads since it allows users to see what others have purchased from various sellers within a particular category. Some examples of companies that have been using Instagram ads include Amazon, Starbucks, Etsy, Virgin Atlantic and Airbnb. 
• Incentive Programs - One of the most common ways to generate leads is by offering incentives such as cash prizes that users can win when they provide data on which products they've purchased from similar sellers within their categories on social media sites like Twitter or Facebook. Ecommerce sites such as Amazon also use this method extensively because they have a large base of customers who interact with their site via social media networks like Twitter and Facebook.

One way to determine if you will need these types of platforms is by reviewing your industry's best practices for how best to build effective online communities that will engage prospects. Incentives such as cash prizes may be available only when conversion rates reach certain thresholds or when certain other conditions align with your needs; however, it is important not to go overboard trying too many different types.

Get ahead. Get ahead of your competition. If you’ve been in B2B sales long enough, you’ve probably seen the phrase “lead generation” used multiple times in a single conversation.

It means the act of finding leads for your company. It is divided into two broad categories: online and offline. Online lead generation is the act of generating leads by using automated approaches like web-based email marketing systems, web-based software, and social marketing networks like Facebook and Twitter. Offline lead generation is the act of making sales through conventional methods like phone calls, face-to-face meetings, and in-person sales events.

In B2B sales, there are two common types of leads: contact and non-contact leads.

Contact leads are those prospects who have contacted you by phone or email to request to be considered as a potential customer. Non-contact leads are those prospects who do not contact you directly but instead rely on your company name to brand yourself, as a potential customer looking for information about your products or services. All lead sources should be considered when determining whether a prospect is a contact lead or a non-contact lead based on different factors including their relationship with you, your goals for your company's business relationship with them (such as wanting referral information), how they identify themselves (such as being employed by an individual other than the person you sell to), how they define themselves (like being related to someone else in your family), how their communication with you is initiated, and whether they need additional information (such as prospects who want referrals from other companies).