• Posted On Friday, December 8, 2017

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    Are you struggling to generate high-quality business-to-business (B2B) leads? Whether you sell a product, a service or both, you need high-quality leads to succeed. Without them, you'll have a hard time generating sales. But if you're unable to generate high-quality leads, the reason could be attributed to one of the following factors.

    #1) You Aren't Using Inbound Marketing

    There's nothing wrong with using traditional outbound marketing techniques to generate B2B leads, but that doesn't necessarily mean you should overlook inbound techniques. Inbound marketing is particularly effective at generating high-quality B2B leads. It's a less invasive, more indirect method of marketing to which business owners and professional respond strongly. So, make it a core component of your company's overall marketing strategy.

    #2) You Are Targeting the Wrong Prospects

    Generating high-quality leads is all about targeting the right prospects. If you're targeting users who have little-to-no interest in your product or service, it's not going to yield high-quality leads. Therefore, you should create "buyer personas" of your target audience, focusing your marketing efforts around these ideal audiences.

    #3) You Aren't Using Customer Relationship Management (CRM) Software

    Don't forget to use customer relationship management (CRM) software to streamline your company's lead generation process. With CRM software, you'll be able to easily curate and categorize leads according to quality. After doing so, your company's sales team can reach out to the high-quality leads first, giving them priority over their lower quality counterparts.

    #4) You Aren't Using the Right Lead Source

    There's no rule stating that you must source all of your B2B leads by hand. On the contrary, there are countless lead providers that take this burden off your shoulders. However, it's important to choose the right lead source when using their services. Look for a service provider that offers highly targeted, verified leads for your company's niche or industry. You can expect to pay more for high-quality leads, but it's a smart investment that will pay off in the form of more sales.

    #5) You Aren't Showing the Benefits

    The golden rule of selling a product or service is to show the benefits, not the features. Prospects want to know how your product or service can benefit them. They don't particularly care about the features it has to achieve these benefits.

    #6) You Aren't Using Social Media

    Finally, be sure to incorporate social media into your lead generation strategy. Statistics show that more than 80% of U.S. adults have a Facebook account -- and that's only one social network. LinkedIn is another great social media that's highly effective at generating B2B leads.

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