Shaken & Stirred - Influential Brand Profiling and Positioning

Experts guide to increasing your B2B lead generation

If you are running a B2B company then you know that generating high-quality leads to keep that sales funnel nice and full is paramount. You also know that is often easier said than done.

That’s why I have scoured the internet and am bringing you the latest and greatest strategies so you can take advantage of the lucrative opportunities that exist in B2B sales.

Let’s dive right in!

#1: The Process

If you have ever seen, The Profit, you know that the successful Marcus Lemonis (serial investor and owner of a four billion-dollar company) swears by the “3 P’s”.For the scope of this article, let’s focus on the process (the other P’s, people and product are your job).

To create a successful sales process you will need the following:

  • Market Research

  • Buyer Persona

  • Buyer’s Journey

  • Lead Generation and Qualification

There are experts who can audit your company and deliver your ideal sales process in less time and with better ROI as well.

Let’s take a quick look at the first three parts of your process as they work hand in hand:

When doing any research the first place to start is with a list of questions.

  1. Who is your competition?

  2. What is your message or mission statement?

  3. What is your USP?

  4. What is the current demand for your product or service

  5. Who are your ideal customers?

Once you understand the answers to these questions you will be able to position yourself directly to your unique buyer.

#2: Your Ideal Buyer Persona

The idea of buyer persona is becoming more and more popular. Unlike before where sales and marketing were all about advertising your product today’s market is consumer-centred.

For a B2B, this will include research, surveys, understanding their lifecycle stages so you can create customised content. You can visit this site to outsource your content marketing.

#3: Your Buyer’s Journey

Similar to a regular map your buyer’s journey consists of specific steps to help them get to their chosen destination. Here is what a typical map for your buyer will look like:

  • Awareness – Making your buyer aware of a pain point or issue that needs to be solved

  • Comparison – Looking into different options they can use to solve their issue

  • Decision – choosing one option and then taking action

This will help you zero in on your customer’s journey so you know how and when to reach them. If your buyer is just learning about your offering, piling on pricing, contract, or sales doesn’t make sense.

Instead of asking for questions and providing more information in helpful pieces of content will lead your consumer to the options stage. These lead generating strategies will help you understand your customer more so you can tailor your entire business to meet their demands,

Wrap Up

When it comes to lead generation strategies don’t satisfy yourself with a few outdated techniques.

Instead, do your research and narrow down who your buyer is and how they will become aware, engaged, and finally converted to a paying customer.