The document discusses various tactics for B2B lead generation, including email marketing, search engine marketing, social media marketing, content marketing, and retargeting. It emphasizes that successful B2B lead generation requires generating quality leads through tactics like optimizing keywords, creating compelling content, and monitoring intent signals, rather than just focusing on quantity. An optimal balance of quality and quantity is the key to effective B2B lead generation.

2. B2B Lead Generation

3. The process of attracting and
converting strangers and
prospects into someone who has
indicated interest in your
company's product or service
3
B2B LEAD GENERATION
What is B2B Lead
Generation?

4. Generating high-quality leads is a
complex challenge that all
businesses face, especially
businesses in a B2B environment.
4
B2B LEAD GENERATION
Why B2B Lead
Generation Is The Key?

5. Connecting with potential
businesses for prospecting,
partnerships, collaboration, etc.
can be a daunting task that many
marketing teams struggle with.
5
B2B LEAD GENERATION
Why B2B Lead
Generation Is The Key?

6. Connecting with potential
businesses for prospecting,
partnerships, collaboration, etc.
can be a daunting task that many
marketing teams struggle with.
6
B2B LEAD GENERATION
Why B2B Lead
Generation Is The Key?

7. Your potential clients are out
there researching similar
products to yours and that is
precisely when the opportunity to
grab their attention arises.
7
B2B LEAD GENERATION
Why B2B Lead
Generation Is The Key?

8. Although the tactics vary, a
successful B2B lead generation
strategy is derived from trial and
error. However, according to
HubSpot, the best three lead
sources for B2B companies are
SEO (14%), email marketing,
(13%), and social media (12%).
8
B2B LEAD GENERATION
Why B2B Lead
Generation Is The Key?

9. You may feel that this is an
overused, traditional, age-old
digital marketing tactic. You're
right. However, email marketing
is still one of the most effective
channels for generating leads.
9
B2B LEAD GENERATION
Email Marketing Is A Major
B2B Lead Generation Tactic

10. In fact, according to Salesforce,
email marketing has the highest
ROI of 3800% among various
other digital marketing channels.
10
B2B LEAD GENERATION
Email Marketing Is A Major
B2B Lead Generation Tactic

11. Additionally, Wordstream stated
that emails are the third most
influential source of information
for the B2B audience. That being
said, your call to action in your
email should be prominent and
easily visible.
11
B2B LEAD GENERATION
Email Marketing Is A Major
B2B Lead Generation Tactic

12. Additionally, Wordstream stated
that emails are the third most
influential source of information
for the B2B audience. That being
said, your call to action in your
email should be prominent and
easily visible.
12
B2B LEAD GENERATION
Email Marketing Is A Major
B2B Lead Generation Tactic

13. When it comes to delivering
content and securing audience
engagement, LinkedIn is the most
effective social media platform.
(LinkedIn, 2017)
13
B2B LEAD GENERATION
Direct Messaging on
LinkedIn is a Gold Mine

14. Once you decide whom you want
to reach out to, based on their
company profile and other
criteria important to your
business, you could send them a
request to connect and/or
message them directly.
14
B2B LEAD GENERATION
Direct Messaging on
LinkedIn is a Gold Mine

15. LinkedIn now encourages one to
one messaging by displaying
when the user is active on the
platform using a colored dot.
15
B2B LEAD GENERATION
Direct Messaging on
LinkedIn is a Gold Mine

16. This facilitates real 1-to-1
conversations with your
prospects before investing in a
phone conversation or face-to-
face meeting.
16
B2B LEAD GENERATION
Direct Messaging on
LinkedIn is a Gold Mine

17. Search Engine Marketing allows
you to target users when they are
searching for solutions to their
business problems. Targeting the
right set of keywords is key to
generating a large quantity of
high-quality leads.
17
B2B LEAD GENERATIONSearch Engine Marketing
via Google Ads

18. The average conversion rate in
Google Ads across all industries is
2.7% on the search network and
0.89% on the display network.
(Wordstream, 2016)
18
B2B LEAD GENERATIONSearch Engine Marketing
via Google Ads

19. Developing an optimized
combination of highly relevant
long tail and relevant yet more
generic short tail keywords for
your AdGroups is one effective
method to generating high-
quality leads.
19
B2B LEAD GENERATIONSearch Engine Marketing
via Google Ads

20. However, you should
simultaneously be eliminating
negative keywords to determine
exactly which keywords drive
relevant traffic to your website
and/or landing pages.
20
B2B LEAD GENERATIONSearch Engine Marketing
via Google Ads

21. It is also of utmost importance
that you create unique content
for your landing pages, as Google
Ads disapproves ads with a low
quality score and low relevancy.
21
B2B LEAD GENERATIONSearch Engine Marketing
via Google Ads

22. A lookalike audience on Facebook
or a matched audience on
LinkedIn is an innovative way to
reach new potential customers
who are more likely than not
interested in your business
because they are similar to your
existing customers.
22
B2B LEAD GENERATIONTap Into Social Media
Lookalike Audiences

23. You can generate a lookalike or
matched audience by uploading
your existing customer list on the
corresponding social media
channel, and begin targeting
them in just a few clicks.
23
B2B LEAD GENERATIONTap Into Social Media
Lookalike Audiences

24. The quality and accuracy of your
lookalike audience depends on
the size of audience you choose.
Smaller the size, higher the
quality or similarity of the
lookalike audience and vice versa.
24
B2B LEAD GENERATIONTap Into Social Media
Lookalike Audiences

25. Assuming all of these ads have a
good quality score, the ads shown
to these matched audiences are
bound to generate high-quality
leads.
25
B2B LEAD GENERATIONTap Into Social Media
Lookalike Audiences

26. Google receives over 68,000
searches per second.
47% of B2B buyers rely on
content for research and making
purchasing decisions.
26
B2B LEAD GENERATION
Don’t Underestimate
SEO’s Role in B2B Lead
Generation

27. Many marketers know that SEO is
the key to driving relevant traffic
to their website but very few
treat it as a lead generation
strategy.
27
B2B LEAD GENERATION
Don’t Underestimate
SEO’s Role in B2B Lead
Generation

28. However, the truth is that, with
adequate planning and execution,
B2B Search Engine Optimization is
a long-term strategy that can
prove to be a relevant source for
high-quality leads.
28
B2B LEAD GENERATION
Don’t Underestimate
SEO’s Role in B2B Lead
Generation

29. In fact, SEO is the foundation of
any successful digital marketing
strategy.
The focus of your SEO strategy
should be towards identifying the
right set of long tail keywords for
your website and working
towards ranking #1 for this set. 29
B2B LEAD GENERATION
Don’t Underestimate
SEO’s Role in B2B Lead
Generation

30. Securing even a single #1 ranking
for a keyword that receives high
search volumes per month could
result in a huge inflow of leads for
your business.
30
B2B LEAD GENERATION
Don’t Underestimate
SEO’s Role in B2B Lead
Generation

31. Content is king’ was a phrase
coined by Bill Gates way back in
1996.
Its 2018, and content continues to
dominate the marketing industry.
31
B2B LEAD GENERATION
Create Compelling
Content More Frequently

32. Only the nature and types of
content that are being created
and consumed, has changed over
time.
Content frames your solution as
compelling, intriguing potential
customers to learn more.
32
B2B LEAD GENERATION
Create Compelling
Content More Frequently

33. Content establishes leadership
and authority, and allows your
potential customers to relate to
your brand when they are looking
for a solution.
This process typically, results in
generating high quality leads for
your sales team. 33
B2B LEAD GENERATION
Create Compelling
Content More Frequently

34. Potential clients or your target
B2B companies would be leaving
traces online while they are
researching solutions for various
business problems they are
facing.
34
B2B LEAD GENERATION
Intent Signal Monitoring
Paves The Way

35. When they are searching, it’s
more likely that they click on
review sites and publishers like
Forbes, Gartner, Reuters, etc.
These companies track visitors
using cookies and then sell visitor
online behavioral data to B2B
intent data providers. 35
B2B LEAD GENERATION
Intent Signal Monitoring
Paves The Way

36. Intent Signal Monitoring, if
utilized carefully could empower
your sales team and catapult you
miles ahead of your competition.
36
B2B LEAD GENERATION
Intent Signal Monitoring
Paves The Way

37. However, instead of creating a
universal retargeting audiences
for your website and
implementing generic retargeting,
it would be beneficial to spruce
up your re-marketing efforts by
segmenting your audience based
on the pages they have visited or
the buying stage they are in. 37
B2B LEAD GENERATION
Spruce Up Your Re-
marketing Efforts

38. For example, if your website
visitor read information about
your product but at a high level,
they are in the mid of the buying
cycle and you would have to
retarget driving them to
whitepapers, case studies, and
webinars about your product.
38
B2B LEAD GENERATION
Spruce Up Your Re-
marketing Efforts

39. On the other hand, if they are
researching about pricing they
are in the final stages and it
would make more sense to drive
them to request a demo.
39
B2B LEAD GENERATION
Spruce Up Your Re-
marketing Efforts

40. Potential B2B clients start with a
generic online search where they
look for top vendors.
Hence having your business listed
in these review platforms
becomes essential for them to
consider your products and
solutions. 40
B2B LEAD GENERATION
B2B Review Websites or
Platforms

41. You should meet and build
relationships with these review
providers/advisory companies to
make their team aware of your
offering and the work your
business does.
41
B2B LEAD GENERATION
B2B Review Websites or
Platforms

42. Such meetings would improve
your chances of getting listed in
their reports and in turn help you
in generating leads.
Getting your business listed as a
leading analytics player in
Gartner’s Magic Quadrant would
drive potential customers to
consider your product offerings. 42
B2B LEAD GENERATION
B2B Review Websites or
Platforms

43. In a B2B scenario, lead generation
is more about quality than
quantity. This is because even
few conversions may result in
million-dollar deals. Hence, you
may generate a few leads but
they have to be of high quality.
43
B2B LEAD GENERATIONFinal Thoughts

44. Fine tune your lead generation
efforts for improving the quality
of your leads.
At the same time, you can’t
afford to generate extremely less
number of leads because if those
don’t convert then you are at a
loss. 44
B2B LEAD GENERATIONFinal Thoughts

45. Striking the optimal balance
between quality and quantity of
leads for your business is the key
to B2B lead generation.
45
B2B LEAD GENERATIONFinal Thoughts

46. B2B Lead Generation
What is B2B Lead
Generation?
The process of attracting and
converting strangers and
prospects into someone who
has indicated interest in your
company's product or service

47. B2B Lead Generation
B2B Lead
Generation
9 Out-of-the Box Tactics
That Actually Work
B2B Lead Generation