B2B Lead Generation: Who is the Owner of a Complex Sale?
Who shouldrntake the onus of B2B lead generation? Is it the sales or the marketing team?
In today'srnmarket space, where competition is cutthroat, we always hold someone or thernother responsible when things do not turn out the way they are expected to.
When in arnsales meet, I often hear the same issue. The sales and marketing teams are notrndoing a great job because they both feel it is the other's job.
But did yournknow both are right?
I will tellrnyou how.
Companiesrnoften do not define what salespeople do as "lead generation" orrn"demand generation." Instead, they term it as business development,rnpipeline development, or prospecting.
Even with arnrise in content and inbound marketing, salespeople find themselves carrying thernburden of prospecting for their leads. This is where they waste most of theirrntime, energy, and resources and still struggle to find the right people whornwill be interested in talking to them.
Remember,rnthe primary catalyst that can surge the sales graph and add to the ROI isrnleads. (Realistically, not just leads but marketing qualified leads.)
Today thernnumber one challenge faced by marketers is lead generation. And believe me,rnwith millions of free resources already competing for attention, it isrninevitable to sign up a B2B demand generation agency for professional services.
Formula to align sales and marketing strategies for success
rnrnTo standrnout, it is essential to think out of thernbox and be a little experimental.
But is itrnnecessary to do all this in-house, involving the time and efforts of employeesrnmeant to close deals and increase the revenue?
A B2B lead generation company is an agency that understands the importance ofrnvolume and quality of leads for business success.
These B2Brnlead generation companies help businesses save time spent on nurturing andrnfollowing up unproductive leads. They do this by offering a plethora ofrnservices.
What does a marketing quality leads provider agency offer?
rnrnA marketing qualified leads company is often involved in delivering services dealingrnwith leads that show interest in what a brand offers. Basis the marketingrnefforts, these leads are often intentionally brought face to face with yourrnenterprise as they had voluntarily submitted forms on the website, opted for arnprogram, or added items to the cart, and so on.
In thernmarketing lingo, marketing qualified leads are classified as the ones with highrnconversion potential.
So let'srnfind out other ways demand generation services help businesses obtain anrnenriched sales funnel.
B2B appointment settingrnservices
rnrnWe havernheard about these types of services a million times. But did you know the drillrnfollowed to acquire such leads?
An expert B2Brndemand generation company works with the sales rep team, involved in thernsales development activity. These activities include a trained salesrnrepresentatives calling and nurturing qualified sales leads. It involves arnsales rep setting appointments for another sales representative who willrndeliver a more in-depth and detailed sales pitch to close a deal.
Content syndicationrnprogram
rnrnTechnically,rncontent syndication marketing is about republishing content on otherrnsites in order to reach a wider audience.
Howrncontent marketing really works
rnrnStep 1 –rnCreate and promote inspirational, impactful, or memorable content about yourrnbrand for the target audience.
Step 2 –rnPeople see the Ad or content, but they don't necessarily act on it right away.
Step 3 –rnLater, when the need arises, people
(a) do a brand search for your stuff
(b) do an unbranded search but are biased toward clicking andrnbuying from you
On arnprofessional level, content syndication service providers republish variousrndigital content such as syndicate articles, infographics, video content, blogs,rnnews, and articles. These activities help increase website traffic andrnultimately the sales figures.
Conclusion
rnrnThe secretrnbehind B2B revenue growth lies in the expertise, data, and tools deployed torngenerate leads that focus on quality and quantity.
Attemptingrnto carry out lead gen services in-house proves extremely time-consuming andrnexpensive for any organization.