B2B Lead Generation Methodology For 2021

 

Just as your body needs oxygen to survive, selling is like the air a company breathes. Creating a growing sales model has become a common challenge for growing businesses.

Sales professionals have to deal with huge rejections every day. It's hard to drive through everything that's not on the road to yes. The most valuable asset for a sales professional is time. When it comes to meeting the goal, wasting time with prospects who never thought of buying from you in the first place can be frustrating.

Not all marketing leads are considered sales-ready leads, as not every contact is a new lead. Regardless of the lead generation techniques used, whether the source is generating leads on social media, through lead ads or Facebook ads, email marketing, or content publishing, lead qualification. Your B2B is important. Marketing teams drive many leads for sales teams through sources such as lead ads or Facebook ads, and sales teams must go through a process of trying to convert them into leads and close. But all of their efforts fail if the leads are not qualified. This is where the blame game begins between the marketing and sales teams.

Wondering why this blame game happens when it comes to generating leads?

Simply because of a lack of common understanding of what a qualified leader is.

Lead qualification is a systematic process of evaluating prospects to determine whether prospects are suitable, ready, and willing to purchase your products and services. This is a real part of the sales process. Prospect selection includes determining whether or not a prospect has a need for your product, purchasing power, and money to pay and perform transactions.

Sales qualifications are a cumbersome process, especially in generating B2B leads.Before moving forward in the sales process, it is highly recommended to do a lot of relevant research and gather information on the prospects. This is really helpful when you have the opportunity to speak one-on-one with prospective clients. But before calling your prospects, make sure you know the sales-ready method and the right sales qualification questions so you can go on the right track. An interesting question, what is the ready-to-sell approach and questions about the sales properties that will get you where you want to go.

In sales, taking care of your prospects is very important to build a lasting relationship with them.

Typically, the lead qualification is a job that must be done by a sales development representative in the early stages of the sales process in order to maximize sales efforts and productivity. But in today's age where time is as valuable as money, it is imperative to clearly define qualified leads to avoid wasting time on these cold and leveraged leads. To maximize your lead generation efforts and lead to the best possible customer care for your product.

The lead generation process is a lengthy one and needs to be aligned with the organization's overall demand building process to create a smooth customer journey. B2B marketers may be able to create a great lead generation campaign that involves a thought leadership blog post with a better landing page. Effective lead management and lead qualification methods can help you achieve increased conversion rates through outbound marketing and inbound lead generation methods.

There are a number of different lead generation frameworks and methods that can be beautifully represented by abbreviations. The most widely used methods are BANT and CHAMP, there are still many more that can be added to the list in the future. For now, let us start with BANT.

BANT method (budget, power, demand, period)

The BANT method, invented by IBM, is one of the honest and original methods of qualifying leads and is used in a wide variety of companies and markets, covering all broad strokes to determine who qualifies and who isn't. Explore and answer the following four questions:

• Budget - Are potential customers paying for your product or software?
• Authority - Does the prospect have the power to make purchasing decisions?
• Want - Do prospects have business needs or do they want you to fulfill them?
• Timeline - When do prospects plan to buy?

When you get answers to these four key questions, you'll be getting qualified prospects ready for the final conversation.

Although BANT is simple and fast. But it has a few fundamental flaws and misses out on some of the modern aspects of the buying process. Specifically, an authorized BANT qualification may have multiple persons or committees, which are required to sign the purchase. Hence, it is very important to engage with all the stakeholders involved and create guarantees for each individual acquisition. The modern lead generation process uses multiple sources, including content marketing and social media, to find the next lead, and your lead generation strategy should be updated. 

Always so that your landing page is optimized for lead generation from the target audience. You can use the latest lead generation tools or lead generation software to help improve your conversion rates. You can also use an agency that offers lead generation services to achieve a better conversion rate. Clearly defining the process your organization uses to qualify your prospects can have a positive impact on your bottom line.