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What’s the most unique thing about telemarketing? It’s personalization!

Personalization is one of the most effective techniques to get those leads and convert them into business. Telemarketing therefore can be one of the most powerful techniques to enhance lead generation.

Telemarketing is not new to b2b. However, marketers are now realizing its true power; the technique of talking to the prospects directly, to nurture leads and deliver immediate results.

B2B sales thrive on leads, hence telemarketing is one of the best options to get those leads converted into business.

This blog talks about how to leverage telemarketing for lead generation.

Telemarketing is a time-tested b2b marketing technique that is known to deliver instant results. However, its unique quality of personalization can bring more benefits than one can imagine. So how does one leverage this power to enhance lead generation and sales?

Have a robust script-

There is no one-size-fits-all formula when it comes to telemarketing and the script. Your script needs to be a stellar one because it is the first impression that you will create for your prospect. It will also reflect your brand value, create brand recall, and make the prospect remember you at the time of a follow-up call.

A flexible script that helps establish trust also helps to generate leads. A script can act as a guiding light. It is ultimately up to the telemarketer how he leverages the strength of the script and uses it to communicate effectively with the prospect.

Fluent, confident, and empathetic talk almost always creates a good impression. This is a first step but a very important and critical one if you want your prospect to say yes to that demo or the offer that engages the prospect further.

Personalization should be at the core of the script if you want telemarketing to work for you.

Hence the script plays a major role in telemarketing and it’s important that the telemarketer is well trained to deliver the best results.

Reliable database-

If you are going to invest your resources and time in telemarketing, you might as well have the right database with you. Your database could be a major reason why your telemarketing is or isn’t working.  

Make sure that you are targeting the right audience and are talking to the right prospects that are most likely to convert. An updated list of contacts or databases is a must if you want prospects who are interested in listening to you.

Do not waste your time and resources talking to people from a list that is not updated. For immediate results, you must have a strong and updated contact list.

Following up is nurturing-

Remember, lead generation thrives on nurturing. Telemarketers must focus on a follow-up call if they want those leads to fill in that form or engage the prospect further.

Never forget to follow up; you never know that a follow-up call could actually initiate the lead conversion.

A follow-up call also shows that you remember and that you care for the needs of the prospect. Always engage in meaningful and relevant conversation; one that addresses the pain points and challenges of the prospect’s business.

Conclusion-

Telemarketing should be about building a relationship with the prospect, to bridge the gaps in communication so that the prospect trusts you enough to do business with you. Adopting a few good techniques in telemarketing can certainly help you to generate and convert leads for better business outcomes.

In today’s competitive b2b market, telemarketing for lead generation has the potential to help you close sales sooner, contributing to ROI.

Telemarketing is considered as an effective method that supports lead generation. It certainly isn’t about cold calling anymore, but is a more personalized communication technique to help delight and engage the prospect for converting into business.

So what is it about telemarketing that has the capacity to grow a business?

Telemarketing as a b2b service has the capability to engage prospects through conversations and eventually convert them into business. Trained and knowledgeable telemarketers can bring results and help you accelerate sales. 

Let us take a look at some of the reasons to love this b2b sales enablement technique.

Interaction based sales service-

Sales without interaction cannot exist. The higher the quality of sales communication, higher is the chances of conversion.

Telemarketing for lead generation involves a one-on-one communication method that certainly has higher chances of success when it comes to converting the prospect into business. This also gives the telemarketer an opportunity to know the prospect better. Hence, you can create offers as per the exact needs of the prospect.

Other b2b techniques take a longer route that involves reaching out to the leads, nurturing the leads and finally converting the leads into sales which is a part of b2b lead nurturing. But telemarketing is a quicker and efficient route to sales enablement and plays an important part in the b2b lifecycle.

This interaction based service has the capacity to convince the prospect to buy the product or service, at times instantly. A lot depends upon the quality of communication and the experts who are involved in telemarketing.

Click here to know about our telemarketing services

Personalized Conversations-

Telemarketing is used to generate sales and is very cost effective. It involves a personalized and customized communication method to delight and engage leads. In this process, the telemarketer gets to know their exact requirements. It also gives an opportunity to create more relevant positioning of the service or product to the customer in order to encourage buying decision of the customer.

The fact that a real human being is communicating encourages the prospect to talk about their requirements in detail. This proper understanding can lead to better customer experience and relationship building.

Measurable-

Telemarketing for lead generation is measurable and it’s this accountability feature that makes it popular amid b2b. The only way you can improvise is to revisit the calls.

With prior approval of the prospect, the calls can be recorded. One can go back to the recorded calls and monitor the quality of communication, requirements of the prospect and recognize the scope for improvement.

You can also get critical insights, statistics and other data, such as, who answered the first call, how many people were involved in the call and who might be the decision maker.  This accountability and measuring of certain parameters can help to improvise and get better results each time.

Conclusion-

Telemarketing lead generation works for all types of business types. It works for small, medium and large businesses in b2b. One of the most useful aspects of telemarketing is that it is highly flexible and the methods used can be redefined as per the requirement.

Telemarketing when outsourced for lead generation can have huge benefits in terms of sales results. You can easily generate leads and enhance sales once you partner with an expert for telemarketing.

Generating B2B leads is not as difficult as it used to be in the past. New-age marketing is more about people, prospects, conversations and relationship building. If b2b organizations align these factors with their business goals and adopt best techniques, it can help attract leads that convert.

This blog talks about top 3 techniques that can help generate and convert b2b sales leads.

Boost your website performance-

Critical activities such as chasing leads, following up with prospects, email marketing, cold calling, lead nurturing take up most of the b2b marketer’s time. In this flurry of activities, the role of website and SEO can get side-lined.

But B2B marketers cannot afford to forget that their website is the true-blue lead magnet that can bring thousands of visitors who might be the leads they might be looking for.

B2B professionals can get too tied-up in the technicalities of lead generation or demand generation that also includes talking to people and engaging in conversations with the prospects, and that’s necessary for sales enhancement.

But think of a scenario where you didn’t have to spend hours and days in finding those prospects or maybe chasing those leads who finally agree to talk to you! Wouldn’t it be wonderful if those leads came to you on their own? Wouldn’t it save a lot of your time and efforts?

In order to achieve that you need to optimize your website for best results and embed powerful SEO practices to attract those leads or the relevant target audience.

Make email campaigns priority:

Email campaigns have been proved to be one of the most powerful tools for accelerating b2b sales. Several companies have realized the importance of email marketing and that, running consistent campaigns can create great sales results.

When you think of email marketing as one of the most personalized ways of contacting and communicating with prospects, you then devise innovative ways to communicate. Creating strategic and personalized email campaigns can be good for brand awareness, brand recall, follow-up, communicating with empathy and to give the best and relevant offers to the target audience.

Use gated content-

Since lead generation is not only about chasing leads, different techniques that help building relationships should also be included as a part of your strategy.

Prospects are often looking for meaningful and relevant content to learn and to get to know more insights.

Gated content works best where one can offer outstanding content assets in exchange of data. This is also a good way to know which the good leads are. Most good leads will be ready to exchange information for a downloadable asset. Gated content has more benefits as follows-

• To create brand awareness and recall
• To strengthen relationships
• To shorten sales cycle
• Helpful in lead nurturing
• To follow up with prospects
• To remarket and retarget

If you offer gated content to partners and prospects in the form of white paper, case studies, e-books etc. your chances of converting will most certainly increase.

Conclusion-

There are many other methods to get those leads and convert them too. The methods you adopt should align with your business goals. Techniques such as calling warm leads, creating better content, adopting best content marketing techniques, being active on social media and establishing your brand on social media and so on and so forth are in vogue.

However, each company or business is unique; hence there is not one-size-fits-all solution to lead generation.

New-age marketing is all about conversations, generating demand and building relationships. Marketers should be willing to experiment, innovate and be open to new methods to attract, delight and engage leads.

With economic uncertainty still continuing in the market, lead generation has become even more important. Marketers are now focusing on weeding out lead gen challenges and addressing its pain points first.

This blog talks about the various challenges of lead generation and how marketers can weed out some of the obstacles that are stopping them from achieving success.

Before you adopt new techniques, it’s important to identify the major obstacles in lead generation-

• Understanding your target audience really well
• Deciding and implementing on a strategy that works in favor of attracting new leads
• Having skilled personnel who can bring leads home
• Building response teams to respond and follow up with leads
• Tracking leads and monitoring the lead gen activities
• Partnering with other firms for collaborative lead gen activities
• Budgeting lead gen activities and parallel activities to speed up conversion
• Acquiring leads that convert easily or quickly
• Generating demand that attracts good leads
• Agreeing internally on which strategies to undertake for accelerating lead gen processes
• Actual implementation of lead gen campaigns with the decided road map
• Having sales and marketing teams to collaborate and be on the same page
• Having seamless communication between functions that are involved in lead gen directly or indirectly
• Creating and providing valuable and unique content assets to prospects and partners
• Tracking and measuring lead gen results for better performance in the future

It’s surprising that the above long list of obstacles in lead generation still exists and that weeding out these challenges is still an uphill task. However, the good news is that, one can not only let go of these challenges permanently, but can also achieve incredible results by understanding certain factors that really cause these problems.

Let us look at some of the best methods to overcome these challenges-

Understating target audience really well

The number one obstacle in getting those leads or generating demand is the lack of knowledge about your target audience!

One must have the urge and willingness to put in efforts to look beyond just the basic profile of the customer that is based on firmographics and demographics.

To understand the target audience really well is to acquire thorough knowledge about their likes and dislikes, their buying decisions, their buying history, their preferences or chosen companies, time taken to make those decisions, other influences and influencers on their buying decisions etc.

Talking to some of your best clients can reveal a lot about their deep rooted business challenges and which factors affect their buying decisions. It will also reveal why they chose you over your competitors allowing you to implement similar solutions for your prospects.

Getting to know your existing clients can help you get a clearer picture of what could be your prospects’ current challenges and how to address them with the right solution. It will then help you chart out a more specific strategy and then offer solutions from case to case. It will help you create personalized messaging that will attract, delight and engage your new prospects for better conversion.

Allocate right resources for right roles-

Often companies fumble when it comes to choosing right resources for the right job and even in clearly defining roles. This can create a huge dent when it comes to performance and results.

Often, people are less qualified or they are even over-qualified for a certain role and it starts reflecting on their performance with time.

Lead generation is a specialized activity and it is the lifeline of b2b companies. Therefore, only skilled personnel who look at lead gen as an activity that goes beyond just numbers can make a big difference in the results.

People, who like to understand what is going on beyond the basics of decision making of a prospect, can understand their target audience really well.

Also, lead generation resources should be working exclusively on generating and converting leads. This will allow them to dedicate their time and efforts solely on lead gen activities, rather than using that time up in other sales activities.

Conclusion-

Challenges are plenty, but solutions are not too far away if you look in the right direction.  

Smart marketers have now started looking at lead gen as a relationship building activity than just some activity that is done only to acquire leads. This shift is slowly reflecting on the various lead gen practices and strategies that are now being adopted by lead gen companies and vendors for better business outputs.

Content syndication has a lot of potential when it comes to increasing brand awareness and generating good leads. However, b2b marketers are yet to leverage its power fully for enhancing lead generation and to augment sales.

It is time to focus on this power-house collaborative effort of content syndication to discover wider target audience and to discover new business opportunities.

Content Syndication is about publishing content from one source to many platforms and sites.

The sole purpose of content syndication is to get more visibility, increase brand awareness and thus get more sales. Marketers have started taking content syndication very seriously as the results of this hybrid way of sales prospecting are very promising.

As per Demand Gen report, almost 30% of B2B marketers consider content syndication as their most effective lead gen tactic. Almost 56% of b2b marketers have increased spend on content creation since 2019 (CMI).

The need for content syndication is increasing day by day as b2b marketers are realizing its utility and advantages.

Here are some benefits of content syndication that every b2b marketer must pay attention to:

• Increased opportunities for better business outcomes
• Wider audience reach
• Discovery of wider target audience other than the ones that already exist
• Brand awareness and strengthening of brand reputation
• Getting more leads
• Getting leads that convert
• Increase in sales
• Making sales prospecting effective

Multi- channel approach-

Content syndication involves the use of a multi-channel approach. A multi-channel approach increases the probability of more and more people viewing your content. They will get to see your company and its services and solutions creating more business opportunities.

Instead of using only social media for content distribution, content syndication is a more dynamic activity that can produce good leads.

Several high ranking sites can publish your content and the audience that visits those sites will get to see your content and thus know more about your brand.

Since this is about getting more exposure in the market, one needs to make sure they produce and distribute only high quality and valuable content that is also relevant.

Use Tailored Content-

Other than having a wider reach for more opportunities, content syndication can work better if you use tailored content that aligns with what the customers are looking for. This can be an effective way of attracting, delighting and engaging customers. Relevant and meaningful content can give you results and not just any content.

Generate Demand-

Content syndication can also help in generating demand. Content syndication can be used as a tool to educate the audience and make them realize that you have the solution they need. This can up your demand gen game instead of you having to chase leads all the time.

By providing content to a wider audience who might be in search of the solutions you provide, you can generate more demand for your solutions instead.

How to build effective content syndication strategy for more leads?

Get your goals right-

Before starting any content syndication activity, one needs to assess the requirement for content syndication. You need to evaluate the real need for content syndication. You need to seek answers to questions such as, do we really need it and if yes what are our business goals. B2B marketers who wish to deploy content syndication should set proper goals.

Strategic content syndication always gets better results. Depending upon the type of leads you want, or if you need to partner with other companies; content syndication can always help. If your goal is to get more website traffic or create more brand awareness, in any case content syndication can get you the best results you need.

Go for content assets that align with your business goals-

Now that you have decided your objectives and business goals it’s time to pick the right content that aligns with those goals. Create and choose only that content which aligns with your audience. Publish content that not only showcases your skill sets, but also the one that tells your customers that you are a problem solver for their business challenges.

Conclusion-

B2B companies are still yet to completely explore content syndication, but it is time they optimize this multi-channel activity for business benefits. If marketers focus on content syndication as one of the major activities for generating leads, they surely can achieve their targets and add to their customer base.

The b2b industry is evolving and so is the b2b customer journey. In order to understand the customer and the customer journey well, marketers need more reliable and strong data.

Data that is intelligent and relevant is high-value data! Challenging streams of b2b such as lead generation and demand generation need the support of the right data. This is where intent data comes into play!

By leveraging the power of intent data you can reach the target audience and prospects that are looking for solutions that you have to offer.

So let us see how intent data can empower demand generation.

Intellitech Solutions partners with Bombora, the leader in intent data that collects B2B intent, demographic and firmographic data at scale.  

Immense amounts of data and content is dominating the market today. What this means is that prospects are out there searching for solutions and they are easily able to find those solutions even before you contact them.

Marketers are already witnessing a shift from traditional ways of doing lead gen to predictive and behavior-based marketing with a more customer-centric approach.

Marketers now prefer to create opportunities that will generate demand for the customers instead of chasing those leads.  Intent data activates everything right from awareness to purchase, thus enhancing the chances of success in demand generation.

With content being available everywhere, customers today prefer to do their own research and they also find the solution providers on their own. Naturally, the b2b buyers are well aware of what they want and they are making their buying decisions way before they talk to a sales person. This is alarming and hence demand generation could come to the rescue of b2b marketers.

The Power of Intent Data-

Intent data helps you with signals about prospects’ buyer intentions. It gives the right amount of relevant data to help you identify the purchase inclinations of the prospect. This can help you to contact the prospects ahead of time before they make any buying decisions.

Intent data unveils information about your ideal customer and their buying habits and signals to their online pre-purchase activities. It gives you the behavioral information about the prospect’s online activities.

Intent data provides marketers with predictive intelligence data that allows the sales and marketing teams to contact buyers early on.

So how does intent data impact demand generation?

Prioritizing leads-

Intent data can help you to know which leads can convert fast or are at the decision-making stage, so that you can prioritize them quickly. This can help you to shorten the sales cycle too.

Identifying the buying intentions-

Intent data helps sales and marketing teams to analyze the customer signals and predict buyer intentions. Also, by knowing the kind of content the customer is consuming, it can give you a predictive sense of what the customer might be looking for.

Analyzing the competition-

Intent data not only gives insights about the customer’s purchase intent, but it also gives insights about which are the competitors that your customer intends to buy from. This also helps you to analyze what it is that your competitors are doing differently.

You can use this knowledge to your advantage. This will help you to come up with better solutions than your competitors and also make yourself visible to your customers before your competitors do it.

Personalization-

One of the most critical aspects of successful b2b sales and marketing is personalization. Whether it is content assets, email marketing offers or messaging through your campaigns, one thing that strikes a chord with your customer, is, personalization.

Intent data helps you to know the customer well with plenty of insights. This can help you to come up with personalized campaigns, or personalized messaging. It can also support you in personalizing marketing activities.

Conclusion-

Intent data is the fuel that you need to empower your lead gen and demand generation activities today. It’s one of the best ways to get to know your customer and personalize and strategize your marketing initiatives. It can create better demand generation opportunities that can bring more business.

If there’s one thing that has changed drastically in the last decade or so, it is sales prospecting! Today, sales prospecting has become more challenging and complex. Most sellers agree that creating conversations with prospects is critical to success in the b2b realm, but creating such opportunities is not an easy task.

If you are looking to step up your game with some sales prospecting techniques, this blog is for you!

As per research, 40% of salespeople say that prospecting is the most challenging part of the sales process.

So why is sales prospecting so difficult and what are the probable reasons?

• Lack of knowledge around prospecting
• Lack of right mind set around sales prospecting
• Absence of insights that show prospecting impacts sales ROI
• Capturing the buyers attention in todays crowded market is a challenge
• Stimulating interest in the buyer’s mind and further engaging him is a challenge
• Lack of clarity and poor communication between sales teams and authorities

Let them see the efforts-

Email marketing works well and is best for b2b sales results. However, sending bulk email messages to random target audience will never get you there.

Buyers do not like bulk emails to be sent to them.

They want to see the effort; they want to see that you have taken efforts in getting to know them well in order to reach out to them on a one-on-one basis.

Though emails are one of the best ways to communicate with your prospects, it works well only if it is personalized and you are making customized offers.

In order to achieve personalization you need to really be well aware of the customer journey and the competitors they have reached out to, their past purchase history and patterns and much more.

Messaging plays a huge role in making your prospects feel valued. Make messaging so clear, precise and personalized that people will feel like getting into further conversations with you. This will go a long way in sales prospecting process.

Align your content assets-

Email marketing or any other form of communication will not guarantee success if it is not supported by high value content assets. This is an important part of sales prospecting process today.

Offering best content assets can be one of the most effective ways to capturing attention of the buyers. And in order to give the right content to the right prospect it’s important to know the buyer well. Well researched sales prospecting therefore works best in most cases.

Know the prospect well and you will be able to create and align content assets with the needs of the buyer. Be there in front of them before they come looking for you. This can be a successful sales-prospecting technique to be used in today’s age and this can very well be done with content assets.

Conclusion-

Sales prospecting is a challenging process, but you can make it a rewarding experience by using different techniques and most importantly understanding the prospect very well.

Other techniques such as turning cold calling into sales by providing value through powerful solutions can work great in sales prospecting. You can also establish a strong presence on social media or LinkedIn particularly to enhance brand awareness and positioning to attract prospects.

Understanding buyer intent is crucial for b2b sales. Buyer intent can help you to optimize marketing strategies. It can also help you to identify prospects with high buying intent. Therefore, as a b2b marketer, intent data or your buyer intent data can provide you with insights that can shorten sales cycle, accelerate sales, retain customers and recover business too.

This blog talks about the various aspects of buyer intent data that helps to augment business growth for the b2b industry and explains how you can use intent data to your sales advantage.

Buyer data or intent data can help sales and marketing teams to prioritize the good leads that can be easily converted into business.

Here is how you can leverage intent data:

• Make sure that you spend time reaching out to prospects who are actively searching for a solution
• Reach out and identify those prospects who not just show promising buying behavior, but they also exhibit demonstrating behaviors that reflect the probability of completing a form fill or contact you

Here are some more ways to empower your b2b sales plans with the right use of intent data-

• You can use intent data to identify prospective buyers with high purchase intent in order to generate more business
• You can leverage buyer data insights to create relevant marketing strategies that accelerate growth
• Use intent signals to identify the needs of the prospect or specific things they are looking for
• Use the right data to highlight those specific things in your messaging that your prospect is looking for
• You can prioritize customer retention with intent data
• Get a better understanding of buyer preferences and buying habits and patterns
• Generate demand for what the prospect is looking for

Retaining customers:

Why is it so important to retain customers especially more so in the post-COVID era? Companies are recovering from the traumatic business phase of 2020. Many are still picking up the pieces and business has just started to grow again.

Targeting new customers and creating new strategies or roping in new experts cost a lot to companies. Getting new customers is always less cost-effective as compared to retaining existing customers. Intent data can help save those costs by retaining customers.

Demand Generation:

Generating demand is what marketers are now focusing on. Lead generation and conversion is hugely impacted by the demand you generate. The prospects need to see that you exist and you need to make them realize they need the solutions that you have to offer them.

Intent data plays a critical role in generating demand by helping you to get accustomed with your prospects’ buying patterns. It also helps you to monitor their buyer journey and be there in front of them when they begin their search for services/ products pr service providers.

Conclusion-

Today, the best possible way to steer clear of the crowd and reach the right prospect at the right time is to know the prospect well and let them know you can help them with relevant solutions!

Intent signals can help you pave way to discovering more leads, reach out to good leads that are ready to buy and generate demand that can persuade the prospects to make a quick buying decision. Thus, intent data can shorten your sales cycle and accelerate business growth.

ABM (Account Based Marketing) has revolutionized the b2b sales and marketing realm. ABM not only brings hope in generating more business, but it also brings focused approach to sales and marketing and better ROI. These observations have made marketers shift their attention to growth-driving ABM programs and campaigns.

2021 is an interesting year with a mix of both, the old and new sales and lead gen techniques being deployed in the market today. In this given scenario, ABM can add a lot of value and accelerate business growth if its true power is channelized by marketers.

ABM has innumerable benefits for b2b sales enhancement.

However, here is a list of some of the best and direct benefits of ABM:

• ABM can outperform other marketing channels
• It can bring higher ROI
• It can generate more revenue
• It creates more possibility of lead conversion
• ABM helps to increase your chances of lead conversion
• It can help enhance business relationships
• ABM can increase average deal size
• Offers an opportunity to align sales and marketing teams
• It can help enhance sales win rates
• Close more deals

The main objective of ABM is to make it easier and efficient for the sales teams to close deals sooner. As per the research, marketers agree that ABM can be used for creating new sales opportunities and for generating more revenue.

Let us take a look at some of the strategic objectives that can be achieved with the help of ABM-

So what can you do to make sure you are successful at ABM and that it can enhance sales and overall business growth for your organization in 2021?

1. Take a different approach that is not unilateral and adopt a more dynamic and versatile approach when you look at ABM as a revenue generating machine
2. Resources should be experts who understand ABM and have enough experience or are trained to make the most out of the opportunities
3. Align the sales and marketing teams and this could be one of the most beneficial things to do if you want your ABM strategy to work for your company
4. Get the most insightful and valuable data possible through buyer journey and target accounts
5. Use intent data wherever and whenever possible for more effective outreach, communication and results
6. Think about the customer experience more than just the ROI
7. Execute the strategy at the right time
8. Measure the results for future fine-tuning of campaigns
9. Also measure the amount of goodwill you earned and the relationships that you built with each account
10. Use the data, experience and results to invest in sales enablement

Conclusion-

ABM is one of the most effective ways to go forward when it comes to sales enablement, fine tuning of marketing strategies and relationship building with clients.

It is not only about ROI or growth in numbers; but it can help create totally new sales and marketing approach, enable innovation and include more competent professionals for better business outcomes. It can also help redefine the way sales and marketing teams function in a b2b organization only to give outstanding results in terms of business growth.

The results of lead generation campaigns are hugely influenced by the lead nurturing strategies used by b2b marketers. Today lead generation is more about conversations, understanding the client requirements and reaching out with solid solutions that solve business challenges.

It’s more about how you foster or nurture a client relationship so that the lead converts! Hence lead nurturing is instrumental in b2b lead generation.

As B2B decision-makers rely more on independent research, nurturing and guiding the customers has become the need of the hour for B2B vendors.

This blog talks about various aspects of lead nurturing in B2B and how you can leverage it to improve lead conversion. 

Basics of Lead Nurturing-

Lead nurturing is all about building meaningful relationships with potential buyers at all stages of the sales funnel.

It focuses on understanding the requirements of the customers and communicating them with valuable content and content insights too. If done correctly, lead nurturing can help businesses in the following ways:

• Increase brand awareness
• Build trust
• Foster meaningful connections
• Convert leads

Impact of Lead Nurturing in B2B

The pandemic has influenced the B2B sector in many ways. The biggest impact has been the transition to independent decision-making. Research from Gartner shows that B2B buyers now spend only 17% of their time meeting with potential suppliers. Here’s how they spend the rest of their decision-making time:

Clearly, 45% of the decision-making time goes into researching independently. This transformation in buying behavior has changed the way B2B sellers approach their B2B vendors and organizations have not only taken a note of it, they have prioritized lead nurturing now. 

Since direct selling is becoming obsolete, sellers need to focus on building authority and be seen as trusted advisors. The best lead nurturing practices can help B2B sellers establish thought leadership and enhance the relationship with their prospects. Thus, it enables you to generate more sales and revenue. 

How Lead Nurturing Can Help Enhance Lead Conversion?

Let’s look at how lead nurturing tactics can help you accelerate lead conversion. 

Multi-Channel Marketing

Lead nurturing goes beyond setting up drip email campaigns to engage your list of prospects. You can now leverage lead nurturing tactics across multiple channels, such as social media, paid advertising, direct sales, and more. Hence, you can reach a broader audience and generate more marketing-qualified leads. 

Targeted Content

You can’t target everyone. It’s essential to segment your potential customers and identify your unique buyer personas.

Nurturing your leads using targeted content creation can help you identify, segment, and target your ideal customers. This helps you reduce marketing costs and increase lead conversion. 

Lead Follow-Up

Research shows that almost 78% of sales require five or more follow-up calls; however, 42% of sales agents give up after one follow-up call. Following up with leads is an effective lead nurturing tactic that can skyrocket your sales. When you follow up with your leads in a timely manner, your odds of securing a sale increase. 

Conclusion:

Adopting lead nurturing tactics can boost your sales and marketing efforts. B2B decision-makers are looking for providers they can trust and work with for years to come. Lead nurturing helps you increase awareness and build authority. This not only shortens and streamlines the buyer journey; it also paves way for loyalty and retention. 

Read more blogs from us on lead nurturing right here:

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