Why you need B2B Lead Generation

Ask any marketer in any industry and they’ll tell you that lead generation is one of the great discoveries in modern day marketing. This is mainly because without it, the sales process is paralyzed. With no lead generation, companies won’t get new business and without this new business, growth is very slow. Here are a number of reasons why you need B2B Lead Generation.


Image Credit – Miguel Pires da Rosa (CC License)

1. Lead Classification
With a good B2B lead generation model, you will be in a position to distinguish between the ready-to-buy leads and those looking for information. This way, you will know how best to treat each one of them to increase your prospects both in the short and long term.

2. More Effective Email Campaigns
Good lead generation gives you the information that you need to create email lists that are based on criteria that is likely to affect the next move that your leads will take. With this information, you will be in a position to automate email campaigns and send specific messages to different lists depending on their particular interests.

3. It’s Easier to Engage Leads
When you get your B2B lead generation right, you will know a lot about your leads hence it will be easier for you to send a message that will make them tick. Send a number of these messages and you’ll earn trust from your clients and a reputation as an expert in the industry. With such a reputation, your company’s name will be in mind every time the leads need your services.

4. Accurate Reports

If you consistently implement a good B2B lead generation strategy, you will be able to create reports that are based on your customers’ response to the lead generation process. This information will give you leverage when you are trying to convince your customers to take action, which is basically the main aim of lead generation.

5. Useful Feedback from Leads
There is nothing as useful as knowing the triggers that make your leads make a purchase decision. A good lead generation model will collect feedback from leads and help you decide on what to change in your service delivery.

Based on results obtained from multiple B2B lead generation models, it’s very likely that a B2B campaign will do your company more good than harm. These are just a few of the benefits that you stand to gain from the process. If you have tried in the past to apply B2B lead generation without success, then there’s a good chance that you are doing something wrong. Contact an expert in the field for an analysis of the process that you use to identify some of the things that you need to change to reap these and more benefits.

If you would like to learn more on how VSL can help you generate leads and appointments for your sales team. Call us on +44 (0)1403 788480 or email us.

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Andy Dickens

Andy Dickens is a veteran of IT Sales, used to leading by example. He is the CEO of Virtual Sales Limited (VSL) who offer telesales, telemarketing, lead generation and appointment setting services to B2b businesses. He previously was Sales Director EMEA for Red Hat and before that ran sales at Visio before it was acquired by Microsoft.