You are into a sales and marketing world and struggling for more quality leads, but no matter how much you try to in synch your lead generation efforts you end up gaining very few conversions. This might be very frustrating for you.
Do you find yourself in the same situation? If so, you are among many such people who are not able to achieve the desired quantity and quality leads.
The main problem is that on the surface it seems your marketing efforts are working because you generate plenty of leads, but underlying it is a total flip, these leads do not generate sales.
In this blog, we will unleash the common reasons, why many B2B companies crash in generating quality leads.
#1. Obsolete Lead Scoring Model
A lead scoring model is very important to focus your targeted leads, this will help you segregate the quality leads. A proper lead scoring model will allow you to rank leads by purchase power and time, does the prospect fit your company or not, all such things can be determined by a perfect lead scoring model.
To create a smart lead scoring model you need to analyze your business and the targeted audience. Then initiate a robust lead scoring model, it is totally in your hands. But, you can check some advisable points by doing keen research.
#2. Warm-up And Nurture Leads
This takes a lot of patience, you cannot just cold call and ask your prospect about purchasing your product or services. You should follow him through social media platforms, gauge his interest, and then get him down to the sales funnel.
Once you get your right prospects it’s time to nurture them, educate and engage them timely, through LinkedIn, or try initiating an email campaign. This way you are nurturing your lead to become your customer.
#3. Sales And Marketing Team Communication
If you have weak communication between the sales and marketing department it needs to be strengthened on a priority basis. For a successful lead generation process, it is very necessary that both the departments should have a constant feed of information.
If you are losing at this point, try arranging meetings, create a direct line of contact between these two departments use technology such as slack, this will help the team to be agile.
#4. Take Help Of Automation
Let your team focus on more vital tasks. Implement automation tools, this will help you lessen a lot of mundane tasks. Lead generation fails when ‘brains’ are stuck in follow-ups and scheduling emails.
Email campaigns can be automated, this will help you boost productivity and will help you save time and effort. Try investigating some cool automation software, such as Hubspot, Marketo, SharpSpring, etc.
#5. Focus Upon Weak Leads
Try prioritization of weak leads. Implement your team’s brains to nurture and warm up the weak leads. Simultaneously you can handle the strong leads by automation tools. Email campaign tools can identify the leads (strong) and will help you with a perfect lead scoring model.
What you can do is, focus upon or call only those leads who showed interest or engagement with your brand and are an ideal fit for your buyers’ persona.
#6. Do Not Lag The Purchasing Cycle
We know the purchasing cycle evolves timely. It is very must that you keep up with the transforming purchasing cycle. This digital era gave customers lots of choices to buy their products. Customers are not bounded to a single-window for purchasing. The market is full of exceptional products and services.
So, try to keep pace with the breakneck purchasing environment, this will not let you stumble.
Always ask the marketing and sales department to provide valuable data, so that you can analyze where you are losing customers in the whole process of sales.
Never drop your customer’s interest at any point in the purchasing cycle. Try to keep your prospect engaged and provide a great experience by sending valuable content from time to time in every stage of the purchase cycle.
The B2B business is failing because of these common points mentioned above. B2B company should always focus on leads that will generate sales. Analyze your lead generation method first, and check whether your approach is following the dead-end lead? If so, you need to change your strategies immediately.
Keep these pitfalls in your mind, and you can give yourself an advantage in the B2B lead generation game. Keep these points fresh in mind and review this list before starting your lead generation process.
Vikas Bhatt is the Co-Founder of ONLY B2B, a premium B2B lead generation company that specializes in helping businesses achieve their growth objectives through targeted marketing & sales campaigns. With 10+ years of experience in the industry, Vikas has a deep understanding of the challenges faced by businesses today and has developed a unique approach to lead generation that has helped clients across a range of industries around the globe. As a thought leader in the B2B marketing community, ONLY B2B specializes in demand generation, content syndication, database services and more.