3 Winning Strategies For Generating And Converting Leads

Having unqualified leads in the sales pipeline can be a difficult situation for b2b sales teams or for lead generation organizations. It can create quite a bit of a stressful situation. However, one of the many things that can resolve such a situation or can even help to avoid such a situation is to have a smart strategy and a proper program that is planned after understanding various aspects of the customer and his journey.

This blog talks about three winning strategies that not only will have more qualified leads coming into the pipeline, but otherwise can also help solve challenges of lead conversion too.

So where does one begin? The answer is to begin by knowing your customer well. Unqualified leads or qualified leads, it all boils down to how well you know the leads. Attracting the attention of the right lead at the right time also means to know the lead well to be able to attract their attention or to even generate demand.

Here are some strategies that could be applicable to you for generating and converting more leads-

Aligning sales and marketing teams-

A challenge for almost every b2b organization is to get both, the sales and marketing teams on the same page. It is the transparency, trust and open mindedness of both the teams that is crucial in creating great lead generation results.

Misalignment between these two teams can lead to confusion and chaos and a waste of time and efforts even if individually they have put in good efforts.

Here are some ways in which you can achieve the alignment-

• Plan a strong strategy in a collaborative way
• Be more open minded
• Have weekly or monthly meetings to understand where each team stands
• Rope in the finance and budgeting team for clear understanding of needs and requirements

Plan content initiatives-

Content is crucial for b2b sales and marketing. Content assets at every stage of the sales funnel and customer journey are critical in making lead generation and conversion easy. Most of all, it can impact lead nurturing in a positive way and hence content is very important at every stage of the customer journey.

Set certain objectives while creating content so that it can help you to track content initiatives and also its success. Most importantly it will help you keep things streamlined. It will help you dig deeper into the details of the customer journey and come up with content assets accordingly.

Analyze results-

One of the most important and yet neglected elements of b2b sales is the analysis of metrics and results that can lead to so many revelations. But many b2b marketers even today underestimate the importance of analyzing results. Analysis can lead to a better strategy and a better plan for the next campaign. It can bring to surface some of the deficiencies in the existing strategy and can lead to better understanding of what should not be done.

Conclusion-

There are many ways to simplify b2b lead generation. But before you start to adopt some of the best techniques or tools, it is wise to have a strong strategy built after a thorough understanding of the target audience and the buyers’ journey too.