How to Generate More B2B Leads for Your Sales Team

HubSpot research显示40％的销售人员认为勘探是他们工作中最困难的部分。它通常是满足配额的最关键障碍，有效地展望并带入合格的领导，这将有助于代表前进和成功。

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads.

Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. This also means, not only are you conducting outreach toindividuals, but you must also find组织that are a good fit for your solution.

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important.

The right prospecting strategies can earn you better, more qualified B2B leads. Find your favorites below.

How to Generate Leads for B2B Sales

1. Set up a lead bot

Strategic Account DirectorJack Matsensaw a 38% increase in demos booked within six months of implementing a引导机器人.

Matsen says, “Our bots collect information that gives us time to come prepared with potential solutions before we walk into meetings with new prospects. Having this information ultimately leads to better, more beneficial conversations.”

It’s important to identify which pages you’ll install lead bots on, what you’ll say, and how you’ll route those leads. If you have a lot of organic traffic coming to your pricing page, or you notice this page is a high converter for you, drop a lead bot there to engage with a higher number of leads.

Make sure the language you’re using with your lead bot is friendly and conversational. In other words, don’t start a conversation with, “Hello, how can I help you today?” Instead, try, “Hello, thanks for stopping by our pricing page! Can I answer any questions about our three pricing tiers?”

And once a prospect answers a “qualifying question,” such as “Yes, I’m looking for a solution like this for my company, but I’m not sure which of these packages would best meet our needs.” have your bot rout the lead to the correct rep so a live conversation can take place.

Want to learn more about setting up a lead bot to help your sales team?Check out this article.

2. Join or contribute to Twitter chats

Twitter chats are when a group of people meet on Twitter to discuss a certain topic, trend, or interest area using an agreed-upon hashtag. For example, if you sell a PPC tool, you might join the weekly#PPCChat, in which chat runners or guest hosts share a discussion topic ahead of time and industry folks share their thoughts and questions.

The format of Twitter chats is for the host to share a series of ordered questions (e.g., “Q1：您当前的PPC工具最大的痛苦点是什么？”) and participants reply in kind (e.g., “A1：我最大的痛点是竞争性的花费。”).

If you want to reply to someone’s answer or question – like the one above – start by replying directly to the question asker’s question. From there, here’s what not to do in a Twitter chat:

• Twitter chat lead:“A1：我最大的痛点是竞争性的花费。”
• Sales rep:“A1: I sell a PPC tool that can help combat competitive spend. Want to hear more?”

不要那个代表。这是让一群人打开你的好方法，并可能阻止你从未来的聊天中阻止你。相反，只有当您对贡献的非销售价值贡献，共享知识，链接到有用的文章的链接，并分享Hacks其他客户端已成功使用。这是您的回复应该如下所示：

• Twitter chat lead:“A1：我最大的痛点是竞争性的花费。”
• Sales rep:“A1: I’ve worked with a lot of people who’ve expressed similar frustrations. Check out this great blog post on auction insights a client of mine recently wrote.”

Show up to these chats regularly and know when to contribute and when to listen. You’ll make connections with people each week, and you can ask if it’s alright to follow up with a few of them offline, after you’ve built foundational rapport.

3. Answer Quora questions

You can take a similar approach to Quora as you’d take on Twitter chats: Always Be Providing Value (ABPV).

Quorais a knowledge-sharing platform on which users can ask questions and receive answers from industry experts around the world. Good answers are upvoted and appear at the top of the page.

创建一个免费帐户，确保填写您的个​​人资料，并选择您的兴趣。通过回答问题来获得平台的感受。再次，永远不会销售。回答问题，您有背景中的背景，并考虑从公司网站的重写博客帖子，以提供有组织和高效的回复。bob全站app

When appropriate, link to a few different articles that might answer your prospect’s next few questions on the matter.

View Quora as a rapport-building tool, and only offer your solution or ask for more of their time if there’s an opening or you’ve connected on another platform like LinkedIn.

学习更多关于销售prospectin感兴趣g on Quora?看看这篇文章.

4.优化您的电子邮件签名

The most valuable real estate in any email you send is arguably the email signature. You can sell without selling.

Start by adding a professional headshot, your appropriate contact information, and, if possible, your company logo (hyperlinked back to your website). As a bonus, add recent awards or industry accolades your company has received, links to popular blog posts, a snappy customer review, product announcements, or a calendar link to book time with you.

Pack your email signature with as much value as the body of the email itself and optimize regularly. Need some help getting started?Try this email signature generator. And see severalreal-life email signature examples这里。

5. Solicit customer reviews

95% of consumersread online reviews before making a purchase. So, isn’t it time you make sure your reviews are everywhere? Ask your Customer Support team for a list of happy customers or pull your top NPS scores and reach out to those customers.

You can even run campaigns asking these happy clients to leave reviews on customer review sites likeG2和Capterra. Having a strong presence on these sites can be a huge lead driver for your business.

Paying for a vendor account on a peer review site comes with added benefits, including customized landing pages, access to industry-specific reports and data, and premium placement in their software directories.

6.与营销合作

对于您的组织而言，凡人敌人销售和营销的刻板印象是真实的，对于知识的重要性以及与他们的营销团队有着强大的工作关系的回报是重要的。

Here are a few areas to partner with them on:

• SEO- Share trends you’re seeing and hearing from your prospects. For example, let’s say you’re a recruiting service. If you notice a trend in “outsourced recruiting,” you could recommend that your marketing team target that keyword in their content, paid ads, and other SEO strategy, to bring in more qualified leads.
• Paid Ads- Share keywords or pain points you hear come up a lot in your calls with prospects. If a common pain point you hear prospects cite is their difficulty giving recruiting the time necessary to do it well, you might share that with Marketing and recommend they run paid ads that speak to this pain point.
• 内容- Similarly, routinely meet with Marketing and share common objections or concerns your prospects are bringing to you. Ask them to create blog posts, white papers, and case studies that speak to those objections and educate your prospects before those objections arise.

7. Participate in LinkedIn Groups

Like Twitter and Quora, the goal of joiningLinkedIn Groupsis not to spam everyone in the group with your offer. Search for industry groups where you know some target accounts and ideal customers hang out. Become a contributor to the group and build relationships with members by offering value and listening.

Which of these strategies will you try first? If you’re interested in reading more about how to grow your pipeline,check out this ultimate guide.