10 Best Techniques For Generating B2B Sales Leads

Generating high-quality B2B sales leads is an ongoing process for almost all B2B companies. However, considering that business practices have changed significantly over the last few years, lead generation is also getting more challenging.

This is why experimenting with new techniques that give you access to high-quality B2B sales leads is something you have to do sooner or later. If you don’t, your sales will dwindle and your business will struggle to stay afloat. 

Luckily, you can utilize some of the strategies listed here to completely overhaul your approach to generating B2B sales leads. 

Let’s jump right in:

1. Automate your marketing

Automation is all the rage right now - for a good reason.

By implementing marketing automation software into your marketing campaigns, you can generate leads faster. You’ll be able to easily run marketing campaigns and track their results effortlessly, which might help you align your sales and marketing teams. In other words, you’ll have an easier time scoring leads according to actions and then moving the qualified leads to sales teams, where they’ll do their magic to get them to convert.

Automation plays a great role in your emailing efforts as well. For instance, your campaigns will be a lot simpler to execute as you’ll be able to segment your mailing lists and target different segments with relevant content.

You can also automate the process of sending cold emails. For example, our platform LeadArm lets you identify your targets on the web by location or by industry. It then automatically crawls through websites of potential leads and fills out their contact forms. 

As simple as that, you can track down many B2B sales leads in a matter of minutes.

2. Leverage chatbots

Interacting with B2B sales leads has become a matter of speed. The sooner you respond to new leads, the higher the chance of a conversion. 

What’s the best way to do so?

Chatbots!

Through the power of artificial intelligence, these chatbots can interact with your target audience for you. You can automate them to greet your site’s visitors and answer their questions. 

What’s even better is what happens behind the scenes. 

Through this communication, you can gather crucial information about your new B2B sales leads such as their names, phone numbers, email addresses, and so on. More importantly, you can gain valuable insights into their pain points. This means once your sales team engages with leads, they can tailor their approach to move each lead further down the sales funnel.

3. Optimize your content to take advantage of organic search

B2B buyers are highly qualified, which means they’ll spend a lot of time researching products online. Because of this, taking advantage of organic traffic is something you should never cast aside while trying to generate B2B sales leads.

The best way to capitalize on the knowledge-centric tendencies of your buyers is to publish long-form content which contains natural, yet relevant keywords. 

Follow the well-established rules of content marketing: link to high authority websites, optimize your title tags, and come up with compelling meta descriptions. By crossing these Ts, you’ll boost the visibility of your content and drive traffic to your website where you’ll be able to generate high-quality B2B sales leads.

4. Optimize your landing pages

Every click from your ads should lead the user to a unique landing page that offers the relevant solution they are looking for. 

Optimizing your call to action (CTAs) will do wonders for increasing the number of leads. You can also ask the visitor to leave their contact information in exchange for a gated piece of content, such as an eBook or an exclusive video.

A quick pro tip: host the landing pages on your servers as third-party landing pages won’t increase your SEO ranking.

5. Become active on Q&A platforms

Websites like Quora and Stack Exchange (RIP Yahoo! Answers) are an untapped source of B2B sales leads. By registering on these sites and identifying questions relevant to your company’s area of expertise, you can answer questions in an authoritative manner and drive users to your website.

6. List your product on online directories

Whether you’re selling a product or a service, you should put what you’re offering in front of highly qualified B2B sales leads who are looking for effective new solutions online. The best place to do so is through online software directories such as G2, Capterra, or Software Advice.

This way, B2B buyers can easily discover your products and services, read reviews, and learn more about your company.

7. Write and issue press releases

News articles are a great way to boost your brand awareness and reach a new audience by sharing information about your company or your offering. By writing and issuing press releases to media houses, journalists on relevant websites will turn them into fun little news articles. As a plus, it’s a good way to acquire some extra backlinks to increase your rankings.

For instance, you should issue press releases when launching new products, receive an award or recognition, or even when you publish new forms of content such as a whitepaper or a case study.

8. Connect with leads on social media

While social media sites are great advertising tools, you can try something a little bit different - using social media to, well, socialize.

For example, you should join groups that your target audience engages in. You can then connect with all the potential leads and share your expertise.

Avoid pitching your product to group members. Instead, become a valuable member of the community and connect with them on a personal level. Initiate conversations and respond to other members’ topics.

After a while (after you become a part of the crew), you can use your new connections to offer your product or service.

9. Interview important decision makers

Building a professional network is the most effective way to succeed as a B2B business. Nothing can help you establish deep connections as featuring decision makers and influencers in your industry on your website.

For example, you can interview them for your blog or your guest post and let them share their knowledge to your audience.

This not only helps you build your network, but your visitors will also be able to witness how well-versed in the industry you actually are.

10. Guest post on other websites

The old reliable guest blogging still works if you want to generate B2B sales leads. You only need to identify authoritative sites that your target audience likes to visit.

From there on, ask them to guest post and reap the benefits. 

Naturally, the rules of engaging content still apply here. You don’t want to go overboard with self-promotion. Simply write content that your audience wants to read. 

This way, new prospects will be exposed to your company, but you’ll also aid your link-building efforts and increase your search engine rankings.

Putting it all together

Lead generation is the bread and butter of any B2B business. That’s why you have to try new things all the time or at least keep the machine rolling, so to speak.

All of these little strategies are tried and true, and will help you increase your reach exponentially. You can pick a few that seem like a good match, but it doesn’t hurt to try all of them. They’re not that hard to implement and have a lot of potential to take your B2B business to the next level. 

You can thank us later!