Monthly Archives: April 2021

Good leads are necessary for consistent and effective business growth.

Lead generation gives you the customers that you are looking for and gives the customers the right service provider they need.

Lead generation can be done effectively to reduce the sales cycle, to increase the ROI and augment business growth quickly and efficiently.

2021 is all about a new approach, new strategies, innovation, technology and customer care. Though the basic principles of basics of lead generation remain the same, b2b vendors can do a lot more in terms of enhancing that which is already in use, optimize resources and adopt practices that demand a change in approach.

Let us understand how you can start strengthening lead generation at the basic level and then keep at it consistently, so much so that it becomes a sort of lead gen culture in your company. Consider the following factors to begin with-

• Define a proper target audience
• Create a budget taking into accounts all the needs of your lead gen campaign
• Put the experience and expertise of sales and  marketing team to the best use
• Draft achievable goals and then build the strategy around those goals
• Take into account the feedback of past customers to evaluate and fine-tune current plans
• Create content assets that are incredibly relevant and useful for lead nurturing
• Create supporting email marketing campaigns and target the past and new customers for enhanced sales

Don’t just revisit the basics but also fine-tune the approach and mind-set that favors lead generation.

While you do the above, also work in parallel on the following aspects and techniques that can get you some good results.  Consider the following practices as the fuel you would need to accelerate lead generation-

• Monitor and evaluate the sales funnel from time to time
• Communication between sales and marketing teams should be smooth and transparent
• Invest time and efforts in creating invaluable MQLs
• Capture the best MQLs so that when they navigate into the sales cycle they should convert without much efforts
• Lead nurturing should start at marketing level

• Lead nurturing should be an important stage of your lead generation process hence pay special attention to it
• Make the most out of the content assets and also use content syndication to reach out to maximum people
• Be a visionary and invest time and efforts in brand awareness and brand recall
• Avoid reaching out  intermittently, in fact have a consistent plan to nurture leads at every stage of the sales cycle

Even though all of the above practices or principles of lead generation are necessary and are practical steps in achieving your goals you still won’t be able to fully turn around the tide and create impeccable results if you don’t change things at a mind-set level.

What you need to do is adopt a change in approach and make some changes at the mind-set level and the overall outlook you possess towards the lead gen business. Here’s what you can do to achieve the change-

1. Focus on building relationships more than just closing the deals
2. Building relationships can win you loyal and long term customers
3. Don’t hesitate to retarget, it’s the best thing you could do at any stage of the business
4. Dedicate resources, budget and experts for retargeting and remarketing
5. Set up separate email marketing campaigns to retarget past customers and set up a lead nurturing team exclusively for these campaigns
6. Also don’t forget to capture the attention of those customers who had not done business with you in the past
7. Not all missed targets are bad leads and they can be retargeted to convert them into good leads
8. Make sure you put in more efforts to attract, delight and engage them this time around

Conclusion-

There are hundreds of ways to create good leads, but what’s most important is the audience, the changing needs of the target audience in 2021 and creating customized strategies and solutions to cater to the new needs of the customers.

It can take a while to get around to attracting the right customer, but if you use the above principles step by step you can win a lot of loyal customers who would love to do business with you again and again.

In the post-pandemic world, many things in the b2b space have changed. Online selling, virtual meet-ups and a surge in digital have made the aspect of ‘getting to know the customer’ all the more important, making it almost a top most priority for b2b sales.

Intent data is making things easy for b2b evangelists by creating innumerable possibilities for enhanced sales.

This blog discusses how one can leverage the power of intent data to harness growth in this new-normal.

Types of Intent Data-

You can acquire crucial data through analysis of your own users or visitors.

Analyzing the number of users, their likes and inclinations by following their digital footprints, useful information about their buying decisions in the past etc. is all first party data.

This kind of data is useful in every way as it gives you first-hand information about the customers and the likelihood of them deciding to buy from you.

Other type of intent data is the third party data that you can acquire from external sources or third party websites. This data is also valuable as it widens your reach in terms of searching data and can be incredibly valuable as much as the first party data is.

Intellitech Solutions partners with Bombora, the leader in intent data, find out more…

In any case whichever data you decide to use, what is essential is that you get useful data at the right time. You can get all valuable information about the prospect such as where is the buyer in the buyer’s journey exactly, which other brands are they considering and what is their inclination towards your brand or services etc.

Grab the best leads early on-

Timing is very important as most of the leads are lost due to delayed contact or communication.

It may also happen that leads are not reached at a proper time when they need to be contacted due to lack of information regarding their online activity. This is where intent data comes into picture.  

Intent data provides a roadmap to building contact strategy as it reveals the timing and relevance of leads.

It can point out the time of research and where the customer is in their search journey, thus prepping up the sales and marketing teams with the right time to contact them. Intent data makes you proactive to hit the target when the time is right.

With the help of intent data marketers can grab the leads while enhancing the chances of conversion.

Messaging and Content-

While you grab the right details and data through intent data, the next step is equally essential in using competent intent data to your advantage.

Appropriate messaging is a must to engage the prospects further ahead in the process.

With right intent data you will know how to specifically cater to each and every prospect. Personalization and customization in messaging and services can be easily facilitated by the use of intent data.

Different messaging for various different decision makers can be crafted for greater impact. This can help in creating strategic approach and messaging for better response. This is very critical in b2b sales and marketing. Once you know what to say and to whom, the results will start pouring in.

Conclusion-

This is a time for innovation and also for leveraging existing resources and creating new opportunities. While many marketers think retargeting and remarketing is essential, getting accustomed to new preferences of customers is equally essential for augmenting sales. Intent data can help with all that and more!

Your search for the right customer starts with the right target audience. A lot of B2B success depends upon how often you reach your defined target audience!

If you can widen your reach and find more prospects through multiple target audiences you naturally have more chances to find good leads that convert. One way to achieve this is through Content Syndication!

Promote your content with our extensive b2b content syndication lead generation campaigns to amplify your content campaigns 

The year 2020 brought a huge dent in terms of sales performance, customers’ willingness to buy and spend, ROI and many other factors.

While many could not achieve the ROI, others faced challenges in terms of losing existing customers and difficulty in acquiring new ones.

Come 2021 and things slowly started picking up. Many businesses shifted to the online business model, digitization boomed and people settled for tools and technology for communicating with customers and prospects more than ever before.

In the given scenario it is only wise to use content syndication to its optimal best.

2021 can prove to be incredibly beneficial for generating leads through content syndication.

People are present online; many have shifted to work from home mode hence more time is being spent on the internet for work and collaboration. Also, people are scrolling social media for opportunities and customers are all over the internet doing their own research and finding experts.

At this time the possibility of the right prospect finding you at the right place and right time is higher than ever. Therefore, content syndication is only going to be more and more popular with b2b in 2021 and in the future too.

Benefits of content syndication-

• Content syndication gives exposure to bigger audience, thus bringing more leads and increasing the possibilities of more conversions
• Content syndication is about posting content on third party sites those who have more reach and a more robust customer base and exposure to opportunities.
• Placing content on such sites can give your content high ranking and thus higher viewership. Naturally your content gets a SEO boost that can elevate your chances to get more opportunities
• With stronger content distribution, you are proactively reaching out to your target audience. This increases your chances to start getting response from a prospect instead of you running behind the leads.
• This is strong strategy for creating demand, increasing brand visibility and thereby creating an emotional connect with the audience through content distribution
• Content syndication is all about creating a scope for customers to get to know you well through your brand stories and content insights that you offer them
• It is also a great way to nurture leads who have already shown some interest in your services or products
• With content syndication you can retarget and reach out to past customers or those who didn’t get converted the first time

Know more about how you can convert leads with content syndication 

Creating incredible content isn’t enough if you are not distributing it through the right channels and consistently too.

It is time you look at how to optimize your content as content syndication could be you next lead magnet in 2021.

Timing is everything in b2b! Going ahead in 2021, it is also going to be about the right data being made available at the right time and for the relevant buyers to empower lead conversion.

Intent Data can make the impossible possible and get all the above parameters aligned and streamlined for you to succeed in b2b sales and marketing.

There is no doubt that the unprecedented surge in intent data is here to grow your business. So let us find out more about this powerful tool that brings you closer to conquering the lead generation challenges in b2b.

Download our latest E-book about lead generation techniques right here!

To go by the statistics, a recent survey showed that the vast majority of marketers, almost 94% of them agree and 38% strongly agree that using data to track the buyer intent can give sales and marketing the necessary competitive advantage in the year ahead. (Source- Ascend2)

Intellitech Solutions partners with Bombora, the leader in intent data, find out more 

The Right Timing-

Intent signals are used to decode the insights about specific buyer challenges and pain points and the overall buyer behavior. This is the strength of intent data.

It can also provide insights that can help you to be proactive and determine or predict the buyer behavior early on.
 

The timing about when and where the buyer would enter the market and what would he most likely buy is precisely the information that intent data provides you with through the intent signaling.

It sets the right time for you to be in front of the buyer or prospect and lets you take the course of action in a timely manner before they divert to other competitors.

It is all about timing, and any lag in timing can make you lose the opportunity. With so many choices available to the customer in the market today, being proactive can help tremendously.

The Right Buyer-

Intent data can enhance your chances to sell the right product or service to the right prospect at the right time. Through intent signals one can determine the intent of a buyer’s decision to act.

The right buyer is also searching for similar services or products such as yours and is ready to buy. Even those customers who are looking for valuable insights to be able to take a decision can be a prospective buyer. So, intent helps to identify such buyers in the open market and helps you to communicate with the right buyer at the right time.

The Right Data-

After all it is data that is the lifeline of b2b. Intent gives you data that is authentic.

This kind of data is obviously more appropriate, accurate and effective. With intent data you can list out priority targets or lists that can help you to know where to focus and when.

It can also help you with identifying new locations, new targets amid the wide spread market from all over the globe.

Conclusion-

What matters today in b2b sales and marketing is not just the revenue, but the relationship with your customer too.

With intent data you can not only get around the prospect at the right time, but to do so with the right approach and messaging is what matters the most.

What is the use of data if you can’t leverage it to build relationships?

Intent data is therefore the wholesome and comprehensive solution that b2b marketers have always wanted to get one step closer to closing deals and enhancing the ROI.

This is the third blog in our series of Intent data blogs. Here are the previous two blogs for you to read.

How to use Intent Data at its best to Augment B2B Business Growth

Why b2b companies should invest in Intent Data today and in the future