8 Unconventional Ways to Generate Qualified B2B Sales Leads

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Posted by Nadya_Khoja We know there are numerous ways to generate B2B sales leads, but let’s face it, the same old methods have been done to death. It’s time to take an unconventional approach to lead generation, especially for B2B companies, because B2B is a different ballgame than B2C — and your strategies need to reflect your audience. As a refresher, here’s how organization goals differ in the B2C versus the B2B sectors: Source: Venngage Before we begin detailing these B2B methods, it’s important to keep in mind that lead generation isn’t a one-and-done deal. You have to be open to A/B testing your strategies and your content. Regularly track your content performance, metrics, conversions, and be ready to improve. So, what are these unconventional methods to generate B2B sales leads? Read on to find out. 1. Tailor content for B2B sales leads B2B content is brand and agency-focused, and you want to create materials that attract attention from that audience. Getting eyeballs on your content won’t mean much if they aren’t converting into customers — those aren’t the right B2B sales leads for your company. How can you tailor your content marketing to the right B2B audience? Buyer personas Most businesses create audience personas to help them reach their target market. In the B2B arena, don’t aim for a company — look for the decision-makers within that company. Every target company will have a few key people who decide which products and services benefit the business. These are the decision-makers your content needs to be tailored to, and for whom you can build buyer personas around, such as this example: Source: Venngage Determine who within a business will most need your product or service, and build your buyer personas based on the following: Age Location Job title Level in company Preferred content channels Desired goals Pain points Create a flow chart with these details to facilitate the content creation process. This also helps you decide which channels will get you the most traction. Search intent Once you know your audience, your next step in tailoring content to earn B2B sales leads is to determine their search intent , which can take numerous forms: Searching for information Searching to buy Searching to learn As a largely B2B company, we do extensive research before creating a piece of content. We ascertain keywords related to our topic, but we also check Google, …

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10 Direct Response Marketing Examples

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With the competition for customers becoming stiffer by the day, brands have to be savvy about the way they do their marketing. You must employ marketing strategies that work . One such marketing strategy is direct response marketing. Unlike other marketing strategies that focus on building relationships with prospects first, direct response marketing seeks to turn prospects into customers in one step. What is Direct Response Marketing? Direct response marketing is any marketing technique designed to elicit an immediate response from your target audience. The required action can be anything from reading a blog post to downloading a resource or making a purchase. It focuses on making things happen as soon as the prospect digests your marketing material. For it to be effective, your direct response marketing campaign must cleverly package your value proposition , pitch, and call-to-action (CTA) in one place. This strategy results in the prospect moving quickly …

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Five tips to generate technology leads

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30-second summary: Technology is making it easier for brands to generate leads with sophisticated tools. 80% of marketers saw their leads increasing due to marketing automation. Lead capture forms, remarketing, and SEO-focused content are effective strategies for driving technology leads. Automating email campaigns and leveraging LinkedIn can also be powerful lead generation tactics for B2B companies. Technology is revolutionizing the way businesses interact with customers, engage them, and promote their products. Generating leads is also an area that has seen a major shift due to the advancement of technology. Marketers are leveraging automation technology to get more leads. In fact, 80% of marketers saw their leads increasing due to marketing automation. That’s just one of the new trends for lead generation in the B2B space. It’s a dynamic space, and new lead generation strategies are constantly cropping up. If you’re wondering how to get ahead in the game, it’s time …

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AI and social media marketers in B2B marketing campaign

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30-second summary: The alignment between advanced technologies and B2B marketing has evolved. Artificial Intelligence (AI) has the potential and capabilities to push B2B marketing to new heights. In past AI was just a thing of sci-fi movies and scientific laboratories. Today it has been used abundantly by a number of industries and marketing is no exception. Digital B2C marketers are already leveraging the power of AI for digitizing their social media campaigns and making them more engaging and appealing. In the B2B context, marketers can also use AI and transform the buyer journey. AI not only helps in identifying the right clients, but it can also be used to satisfy the needs of those customers. Finally, AI is the best thing for B2B social media marketers because it automates processes and let them save time that can be utilized in core activities. Without a doubt, artificial intelligence has touched every …

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3 Inbound Marketing Trends to Master in 2021

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Inbound marketing isn’t easy. There are tons of strategies for driving more traffic. You can write more blog posts and e-books, leverage better keywords, and create a social media publishing schedule. To top it all off, inbound marketing trends shift almost as fast as SEO tactics. This means it’s harder and harder to stay on top of the game and keep yourself from falling behind. One day you’re publishing awesome content and locking it behind a form, and the next day you realize that forms don’t work . It can be tricky, but at the end of the day, you need inbound marketing to grow your business. It’s one of the best ways to drive new leads to your site without paying big dollars for advertising spend. So how do you keep up in such a fast-paced, always-changing, growing environment? There are a few trends that will drive content marketing …

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5 leading providers of enterprise marketing automation solutions

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30-second summary: We provide five examples of enterprise-level providers of marketing automation solutions including industry case studies. Each of these companies are leaders in marketing automation, with enterprise businesses (and, in some cases, SMBs) benefiting from their platforms, solutions, and technology. This list is not inclusive of every enterprise-level provider, but is meant to present an overview of best-in-class tools that exist in the market today, including tangible examples of how organizations are using them to improve their marketing, sales, and customer experience initiatives. It’s marketing automation week at ClickZ, and as part of our coverage of this game-changing technology, we’ve compiled a list of the top five enterprise-level solutions based on market share. The global marketing automation software market was $2.4 billion in 2019 and is expected to reach over $6.8 billion by 2026. Social Media Today’s 2019 State of Marketing Automation survey revealed that two-thirds of marketers are …

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Best Marketing Automation Software

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Disclosure: This content is reader-supported, which means if you click on some of our links that we may earn a commission. Marketing campaigns get more complex by the day. Which… is great news for the consumer experience but a nightmare for you as a marketing manager handling thousands of moving parts (and countless employees) on a daily basis. To put it lightly, there’s a lot going on behind the scenes. Especially complex technical challenges that most consumers and employees will never see or fully understand. But thankfully more and more automation tools are popping up to make your life a bit easier. However, that means choosing the best marketing automation software for your business and team is harder than its ever been. From enterprise-grade solutions to the most affordable options, my team and I have researched, tested, and used just about every software you can imagine. And I can honestly …

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19 Advanced SEO Techniques to Double Your Search Traffic

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Are you ready to double your search traffic ? Understanding SEO is crucial to significantly increase your traffic and brand awareness. Right now, thousands of people are looking for content just like yours. You can help them find it by becoming an SEO expert. In fact, 40 percent of website traffic begins with a search query. That’s why search engine optimization (SEO) is so important. Staying on top of SEO takes a lot of research and experimentation. Google’s algorithms are constantly updated, so it’s important to stay tuned into the latest news. With a bit of practice, you can become your own SEO expert. That’s what I did! Every day, people use Google to conduct over 3.5 billion searches . In the U.S., 78% of people use the web to research products and services before buying. Once your website begins to rank on the first pages of Google’s search results, …

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How to Properly Leverage Lead Scoring to Make More Money

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The biggest brands in the world understand one simple truth: Not all leads are created equal. Having the ability to find and convert high-quality leads is what keeps these brands successful. The best and brightest aren’t just focused on volume; they want to sell to the best possible prospects. Today, we’re taking a page out of their book and focusing on the quality of leads. Whether you’re running a corporate startup marketing campaign or moving your local business into the digital age , you can’t afford to waste time and money on weak leads. That’s why I’m going to introduce you to the world of lead scoring and help you understand what it takes to build an effective lead scoring model for your business. What is Lead Scoring? Before we dive deep into the metrics and methods you’ll use, let’s establish a baseline definition of lead scoring. At its core, …

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The B2B Content Marketing Report

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We analyzed 502 B2B companies to better understand how they approach content marketing. And to help identify content marketing approaches work best in the B2B space. Specifically, we looked at: How many B2B companies have a blog The types of content are they publishing How much organic traffic B2B blogs receive each month The characteristics of top performing B2B content And more Now it’s time to share what we discovered. Our summary findings are as follows: 1. 72% of B2B companies have a blog. Put another way, 28% of B2B companies don’t have a blog. 2. Only 8% of B2B companies solely use their blogs for sharing company-focused, PR-style content. 3. B2B blogs that create education content receive 52% more organic traffic than those that mainly publish content about their company. 4. Only 29% of B2B companies allow comments on their blog posts. 5. 65% of B2B companies use stock …

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20 Secrets to Boost Your Facebook Organic Reach

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Facebook organic reach is down. Way down. In the past, posting a link on your Facebook or Instagram page could drive hundreds of clicks. Not any more. Social media referrals have stagnated around 5 percent of all traffic for years . The average Facebook post will reach just over 5 percent of your followers. The encouraging news is social media reach is still massive. There are more than 3.5 billion active social media users . But reaching that massive audience is harder than ever before. What’s the answer? That’s exactly what we’ll cover in this article. Let’s get started. What Exactly Is Organic Reach On Facebook Organic reach is the number of people who see your content without paid distribution. It includes people who are shown your posts in their own feed or because their friends have interacted with you. Paid reach is the people who see your content as …

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