Generating qualified leads is a huge stake in B2B, the decision-maker being always more autonomous and connected in his purchase thinking. Is your lead Serbia Consumer Email List as you would like? Are the quality of your leads? Here are 5 signs that prove the opposite! Marketing goes to great lengths to generate leads but the sales department does not contact them. Prospecting in a traditional way is always more complex in B2B and salespeople would not deprive themselves of a source of leads like yours if it were of quality. If salespeople prefer to make cold calls, trade shows, or door to door rather than contacting your marketing leads, then they are not good!
Do you want to generate quality leads? Download our Free Guide: New call-to-action. Sales reps fail to contact your leads. In the field, this point often announces the arrival of the previous one. The B2B decision-maker does not agree to speak to a salesperson before having fully understood his problem and having had a more or less precise idea of the solution he needs. In other words, you should only pass on qualified, mature leads to sales reps who are ultimately waiting for their call. If your sales reps can’t reach your leads, they’re not good. Your leads don’t come back to your site. For your lead generation strategy to be successful, you need to nurture your leads’ thinking to bring them to maturity.
Salespeople no longer contact your leads
To do this, you send them content with high added value, notably via the Lead Nurturing methodology. If your leads aren’t reading your emails and coming back to your site to see the content you send them, they’re not good. You don’t convert your leads into customers. This is the most obvious sign and the one that will put the tip in your ear when it comes to the quality of your lead generation actions. It’s unlikely that your CEO will pay you just to generate leads. What he wants are new customers and sales. If your salespeople are constantly making offers to your leads but the signature rate is low, it’s probably because your leads are not good.
Be careful here, it is also possible that your salespeople do not have the right approach: in fact, we do not manage lead marketing like a traditional prospect! Your leads become dissatisfied customers. This is the least obvious sign, at least the least important in the minds of marketers and executives of many B2B companies that I meet. Yet it is dramatic. So yes these leads allow you to generate turnover but for how long? At what price? What is the impact on your image? If your leads turn into dissatisfied customers, your lead generation strategy is not good. It is essential here to review your Inbound Marketing strategy by starting with (re) working your Personas.
Let’s be frank, it happens very often in B2B
Are you doing everything you can to generate leads but the results are not commensurate with your investments? Everything is probably a question of settings! Here are the 5 most common reasons that prevent B2B businesses from generating leads. Your Lead Generation Forms Are Not Good. The form is the most fundamental part of your B2B lead generation strategy: without a form, you cannot generate leads. I see two common mistakes in B2B companies when it comes to lead generation forms: Some companies simply put a contact form on their website. It’s not sufficient. Other companies integrate several lead generation forms on their website, but the information requested is not adapted to the nature of the consideration.
And the position of the visitor in the purchase journey. To go further here, Sébastien wrote an article that presents the 4 reasons why no one fills out your lead generation forms. Your Call-to-Action is not visible. To generate leads on your website, you must integrate a call-to-action button into each page of your website – a Call-to-Action. A good Call-to-Action is a button that is both visible and eye-catching, and which shows at a glance the added value generated by the click. To optimize the performance of your lead generation strategy, consider doing A / B Tests to determine which Call-to-Action format works best. Here is an example of a Call-to-Action that we use for the agency and that is performing well: