8 Ideas for B2B Lead Generation

2020 was a year to redirect sales strategies. With the arrival of COVID-19 and social isolation, the ability to develop opportunities were restricted and the face-to-face relationship with potential clients became more complex. As a major obstacle, this change represented a new model when prospecting, which will not disappear in the near future.

Therefore, in order to help plan a sales strategy, we will be sharing 8 ideas for the successful generation of leads in the B2B sector in 2021.

1. Social Networks Sell
Social selling, with increasing force

Social selling is a way of obtaining prospects with the help of social networks –especially LinkedIn and Twitter– aiming to generate credibility and establish relationships with objective clients and , consequently, achieve commercial objectives. In the so-called “new normal”, social selling is a tool that allows us to take the next evolutionary leap within the digital transformation and adapt to the new sales funnel – depending on customer demand.

2. Connect to LinkedIn and Twitter!
At all times, and at every moment

In addition to the previous point, every day hundreds and thousands of professionals from various industries discuss and communicate on LinkedIn and Twitter. Although both social networks are different and offer different resources, do not lose sight of interactions that take place there; there will always be prospects willing to communicate with you.

 

3. Keep an eye on Sales Navigator
A premium tool with clear advantages

Do you want to improve your skills to prospect in the B2B sector? Sales Navigator is a premium LinkedIn resource, but is very effective because it simplifies the process of finding, contacting, and staying up-to-date with leads, referrals, and customers. It is a platform that allows you to save hours of manual tracking of potential clients and exchange information with. This will allow you to spend more time closing sales, making calls, or offer products and/or service demonstrations.

4. Always be active on LinkedIn, Facebook, and Reddit!
Effective platforms to find potential clients

On them, individuals often ask questions in regards to solving certain problems. They can provide unique opportunities to help find real solutions. In terms of reach, it may not be the main source of attracting prospects, but it does provide a very good opportunity of getting closer to them.

5. Offer useful tools
Free and convenient

They are resources that help strengthen brand recognition and build trust between both parties. For example, if your company develops a collaborative software, providing a free 30-day trial that offers basic functionalities will help potential customers understand and get to know the tool, and decide to purchase the license after the trial period.

6. Have events and conferences on your radar
To connect with potential customers

This way, you will be able to approach your prospects with related topics to the ones seen at these events, in addition to expanding the network of potential clients while attending the event. In many cases, this will require the purchase of tickets. Make sure you analyze whether or not these events are profitable based on the objectives being discussed!

7. Fundraising
An excellent indicator for prospecting

A company that has raised funds is a very good indicator for potential clients to think about. It displays that the organization is booming and may be a smart investment and they are ideal to talk to for two reasons: because they have enough money available to spend or because they need new tools in order to grow.

8. The power of reviews
Focus on competitor’s products

Websites like G2 Marketing Solutions, Capterra and FeaturedCustomers are excellent tools for getting to know your competitors. Not only can you use reviews to understand problems some people are having, but also identify potential prospects who display any dissatisfaction through a review.

We hope this review of lead generation tactics has been helpful. At Isource Marketing we specialize in developing personalized B2B lead generation strategies according to the needs of your business and target market. You can contact us by clicking here, so that together we can take the next step in developing your own desired generation strategy. We can help!