In today’s digitized world, buyers have multiple options to choose from when it comes to finding solutions and selecting vendors. They are ready to move on if they do not get the perfect solution to their problems and they also rely on their own research to reach a buying decision. In such a scenario, B2B marketers need to up their lead generation and demand generation game and make it more buyer-driven.
Orchestrating your multi-channel hustle could be a way to get those leads into the funnel. You can ramp up your ABM strategies, focusing on content syndication to amplify your chances to be a known brand to the niche` audience and other things could also pave way to more leads and conversions in B2B. But nothing will work at its best if it’s not buyer-driven.
Your leads are your customers who decide the fate of your business. So as a B2B marketer, aligning your solutions with customer needs and making all your marketing efforts buyer-driven can help you to create more sustainable results with long term benefits.
So how does one create buyer-driven strategies?
Data is the one thing that can help you to adopt a buyer-driven strategic approach for better results. Poor quality leads is the result of poor quality data!
Duplicate data, invalid formatting, lack of email validation, siloed data are some of the common factors that can affect lead generation and demand generation. Lead data management is the need of the time.
Data can help you to understand the prospect and his needs, where he comes from, what are his core pain-points and what kind of a solution he is looking for. Without this clarity it is difficult to feed good leads into the funnel.
With good and verified data it is easy for marketers to segment the leads. You can even implement BANT more effectively and categorize leads as per their budget, authority, need and timing. This is an important step in lead qualification.
Data can also help enhancing the quality of Marketing Qualified Leads (MQL). If you hand over the right MQLs to the sales team, they can qualify to be the type of SQLs that can convert quickly into business. This has an impact over the sales cycle and over revenue generation.
Quality of data is the precursor on which you can build your successful lead generation and accelerate sales and revenue.
Conclusion-
Data verification, data management and data optimization are the three pillars of successful lead generation and demand generation in today’s crowded and digitized world. Better leads will make your customers happy and you can develop long term business relationships with them. In short, data can help you to create sustainable lead generation business which can ease the challenges of B2B marketers.
Add a Comment