B2B sales and marketing teams need to focus on creating high-quality leads and converting these leads into customers.
However, creating and converting leads is not easy. If your sales and marketing teams can do it right, they can help you beat your competitors and grow your business.
Quality, however, is more important than quantity. Don’t just increase your lead count. Why? It may not help your business grow. However, if you can increase your lead volume by 20% and still maintain your quality, your business is more likely to grow by 20%.
However, it is difficult to create leads. About 85% of the biggest challenges for B2B businesses are lead generation.
It is important to find high quality leads. It can help your sales and business success. A B2B prospectus can help.
Don’t create ineligible leads as they are not interested in your services It is better to focus on creating qualified leads. You can use the following 6 techniques to create and convert leads:
1. Add sales chat to your site
Adding sales chat to your site can help reduce your website’s bounce rate. You can use your sales chat to turn your site visitors into hot leads. Visitors to your website can use this tool to learn more about your services and products.
You make sure that something (a bot) or someone is there to interact or chat with your website visitors while they browse your website or test your services and products.
Train your team to properly set up and implement your sales chat. You will ensure that visitors to your website receive relevant information and content. You can use your content to solve their problems and help them understand your services and products Content can help them make informed decisions about your business.
If you are not sure about adding sales chat to your site, you may want to look at the results you can achieve through sales chat.
2. Use outbound calling
Your sales team must master outbound calling because you are more likely to sell more on the phone. Therefore, you need to create an outgoing calling strategy to help increase your sales. You must take advantage of every interaction.
Here are some things you can include in your outbound calling strategy:
Clear goal – your average handle time for your call and stop rate
A strategy – you will use your strategy to qualify your leads to improve your conversions in the future
Follow-up Plan – Once you’ve finished the call, you’ll use it to increase your connection to your contacts
Many marketing professionals do not use scripts for their outbound calls. However, if you use scripts for your outbound calls, your sales team needs to support your prospects. They should help your potential and not be forced to make decisions. Script is the best tool for your sales team. However, do not force your sales team to follow rules that do not help your prospects.
3. Social sales
It’s easy to use social media to increase your lead and increase your sales. For example, many B2B businesses use LinkedIn to create B2B leads because it is a social media platform for B2B businesses.
Social media platforms are not just for recruitment. You can use them to connect with qualified leads and share quality information with your leads. You can use social media to share your company updates and messages with your prospects.
Salespeople use social media platforms to meet their sales goals. On the other hand, managers can use social media to get quick publicity.
It’s even easier to use social media to learn more about leads before you interact with them. For example, you can find out the location of a person in their company on LinkedIn. You can even use social media to learn how to solve your lead pain points.
It’s also easy to qualify for lead on social media before you interact with them. Therefore, you can know the purchasing power of a person in their business.
4. Quality training
Bad sales emails and calls are hard to forget. There are natural salespeople. Unfortunately, some people are not natural salespeople. If you can provide proper training, your employees can become good salespeople.
People do business with each other. Therefore, it is best to provide the best equipment to your sales team. Your sales team can use these tools to increase their chances of success.
Your training should include:
Scripts – Your salespeople can use your scripts when needed
Management information for reluctant clients
Strategies for qualifying and improving the quality of your existing leads
Providing proper training to your salespeople is essential. Training ensures that your salespeople make the most of their sales efforts. If your sales team is properly trained, they are more likely to increase your sales. They will sell your services and products to any customer. They can even sell to customers who make important sales decisions within their company.
5. Sales and marketing alignment
If there is always a conflict between your sales and marketing team, you are less likely to achieve your sales goals. If there is a lineup between your sales and marketing team, your business is more likely to grow each year.
Here’s how you can align your sales and marketing team:
One must write a clear definition of what a sales and a marketable lead is. Don’t let your sales and marketing team argue about lead quality.
Agree if the marketing team passes the lead to the sales team to avoid confusion.
Use lead scoring to qualify and prioritize the best leads.
Create campaigns together and share onpage website content ideas. The two teams are different, so they can help each other create content and campaigns.
6. Do proper research
Many do not do proper research. The success of your business depends on proper research. However, don’t waste your time reaching out to some companies, especially those with which you have no chance. You can use your resources to do your research.
According to SalesLoft, having a holistic view of your potential industry and understanding your potential company is very important. According to a 2016 report, 85% of people prefer businesses that have some knowledge of their industry and understand the challenges they face.
Researching what your prospects are interested in can help you influence them. You can, therefore, browse websites like Twitter and LinkedIn to find the latest trends. You can even read or watch art news. And listen to the prospect podcast that interests you.