The topmost challenge faced by the b2b lead generation industry today is identifying and targeting prospects; the other challenges being lead volumes, lead quality and specifically having to identify and target high potential prospects that have maximum chances of converting into business! As a marketer or a business owner facing and tackling these challenges means having to pay a price in terms of time, efforts and even missed opportunities eventually leading to a decline in sales and revenue generation.
To reduce these challenges, marketers need to focus on intent data, predictive intelligence through data, demand generation and shifting their focus from top of the funnel to all stages of the sales funnel. In this blog we discuss some challenges and its solutions to make b2b lead generation easy for you.
The Challenge- Data
A lot is already being said about data and its importance. Capturing data of potential prospects is a big challenge today. But having just about any data is not enough to scale lead generation. Data obtained through traditional means like a forms or downloads may not be enough to directly impact lead conversion. Having the right, relevant and verified data that has value in it is important for ROI. Again, even if you have valuable data with you, optimizing data is another challenge faced by companies seeking quick conversions and higher sales.
The solution-
Intent data might be the right solution for this major challenge faced by marketers! It provides marketers with verified and useful data that can guarantee success! It also provides predictive intelligence which no ordinary data can provide.
This is the power that marketers need to tap into when adopting data solutions. Data is no longer only about basic contact details, firmographics, demographics etc. It is intelligent data that can provide deep insights into the prospect and his buying preferences or simply knowing his digital footprints and predicting his next buying inclination. Intent data enables you to understand your prospect way beyond the basic insights that you get from ordinary data.
The Challenge- MQLs
Generating or capturing good and high potential MQLs is often a big challenge for b2b marketers. Quality leads are equally important to any b2b marketer as much as quality leads are. Handing over the best MQLs to the sales team often becomes an uphill struggle for the marketing team in any lead generation company. There is an urgent need to find the right balance between quality leads and quantity leads, because it is the quality leads that can create the best MQLs.
The solution-
High potential MQLs are vital for revenue generation and sales. Again, data determines the quality of MQLs that marketers need to bring into their funnel. Intent data can bridge the gap between sales objectives and actually getting high potential leads that can fulfill those objectives. High quality intent data provided by a b2b vendor can always help you to find the right MQLs and thus get faster conversions. Partnering with the right vendor probably is the best solution if you want to find the right MQLs.
Working or partnering with a credible intent data partner or a lead generation partner who can facilitate the best intent data solutions is essential to create those desired MQLs. Generating MQLs becomes easier with the predictive intelligence that intent data provides and marketers can benefit from vendors who have solid experience and expertise to create the right strategy.
Conclusion-
Other than the above two major challenges faced by marketers and the solution being found in intent data, there’s the ultimate challenge of revenue generation. One can reduce the challenges related to ROI and sales by having the right lead generation strategy that is built on the firm foundation of incredible data insights. Partner with the right b2b vendor and then easily scale your lead generation and demand generation.
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