Table of contents:
- What is B2B Lead Generation?
- What Teams Are Involved in the Lead Generation Process?
- Why Use LinkedIn for B2B Lead Generation?
- Outreachly’s Pay Per Results Service to Improve Your B2B Lead Generation Results in 2023
Generating a steady stream of leads is crucial for any business to stay afloat, and this is especially true for businesses operating in the B2B space.
While LinkedIn was primarily designed for professionals to connect and interact, it can also be useful in generating the much-needed B2B leads. As we move through 2023, staying up-to-date with the latest LinkedIn lead-generation strategies that will deliver the best results for your business is important.
This article will explore the key B2B lead generation techniques expected to be most effective in the coming year and how to ensure they are properly implemented.
What is B2B Lead Generation?
Lead generation is when businesses acquire new leads for their sales team to close into sales.
A lead is someone who has expressed interest in a product or service that a company offers. Even if the individual doesn’t purchase the product or service right away, they will likely do so at some point in the future.
Lead generation can be done via different strategies, such as content marketing, SEO, PPC, and email marketing. Each lead generation technique has its unique set of best practices, but the end goal is always the same: to acquire new leads. The more high-quality leads a business has, the more potential customers for sales to focus on closing.
What Teams Are Involved in the Lead Generation Process?
B2B lead generation is aimed at businesses rather than consumers, and it is typically done by several teams collaborating to win and keep customers. Generally, lead generation involves three teams:
- The marketing team
- The sales team, and
- The customer service team.
The marketing team is responsible for creating content and developing targeted strategies to generate leads from sources spread out over the internet. The sales team is responsible for converting those leads into customers. Finally, the customer support team is responsible for ensuring customers’ satisfaction with their purchase.
To guarantee the success of the lead generation process, all three teams must work together. Marketing, sales, and customer services should be in constant communication and collaborating on strategies rather than being completely separated from one another.
It’s also important to note that the lead generation process can vary depending on the company.
Why Use LinkedIn for B2B Lead Generation?
LinkedIn has a vast network of professionals and businesses, making finding and connecting with potential B2B leads easier than ever. LinkedIn’s targeting options make it easy to target leads most likely to convert.
LinkedIn enables users to target potential customers in their:
- Job title
Another great benefit of LinkedIn is that it offers a variety of lead-generation tools. For example, you can use the platform’s InMail feature to send direct messages to potential leads you’re not yet connected to.
LinkedIn also offers a variety of content marketing tools that can help you generate leads and receive 2x conversion rates. For example, you can create a company page, post content, and create/join groups to engage with potential leads.
Content Marketing Tips on LinkedIn
Content marketing is one of the most effective B2B lead-generation strategies. 93% of content marketers use LinkedIn to rank organically. When done correctly, content marketing through LI can help you build relationships with potential leads and establish yourself as a thought leader in your industry.
A great way to use content marketing on LinkedIn is to post useful guides, articles, and videos. This is a great way to showcase your expertise, products, and services and engage with potential leads.
Sharing content on LinkedIn groups is another great way to spread your expertise, build relationships with potential leads, and engage in meaningful conversations. Additionally, you can use groups to promote your content and generate leads.
InMail is a great way to reach out to potential leads you’re not connected to on LinkedIn. However, it’s important to remember to be strategic to ensure that your InMail is effective.
First, it’s important to make sure that your InMail is personalized. You can mention the recipient’s name and tailor the message to their interests and needs. Additionally, make sure to keep your InMail short and to the point.
It’s also important to use a strong call to action. This will help you guide the recipient to take the desired action. Finally, make sure to follow up. This will help you stay top of mind and increase the chances of converting the lead.
Ads and Retargeting
Ads are great for reaching a larger audience while retargeting reaches out to leads who have interacted with you but fell out of the campaign.
Relevance is key when creating your ad – ensuring it’s targeted to the right audience is important. Figuring out the right audience comes after customer profiling. Here, the sales and marketing teams create a profile of the ideal customer based on their demographics, buying behaviour, and specific pain points.
Blog on LinkedIn
Blogging on LinkedIn is a great way to generate leads. Blogging on LinkedIn is straightforward; create a blog post and publish it as an article on LinkedIn.
A winning blog post is interesting and engaging. It also contains relevant keywords so that visitors can find it. When publishing your article, use relevant hashtags and engage with potential leads who comment on your post. Additionally, include a call-to-action at the end of the post that encourages the reader to take the desired action.
Referral marketing encourages existing customers to refer their friends and family to your business. This can help expand your reach and drive more traffic to your website.
When creating a referral program, consider offering an incentive for every customer referred to your business. This could be a discount, a free product, or a gift card. For instance, you can offer existing customers a bonus if they refer a certain number of people. Your referral program should be easy to understand.
There are many advantages to using LinkedIn as a B2B lead generation channel. This includes that the platform is predominantly geared towards B2B customers and is a great place to promote your products and services.
The targeting options on LinkedIn are also very powerful and can be used to reach out to a wide range of customers and generate leads. LinkedIn provides great opportunities for businesses to interact and engage with their customers, which can help to further foster relationships with the customers.
Outreachly’s Pay-Per Results Service to Improve Your B2B Lead Generation Results in 2023
Outreachly No-Risk Sales Service was developed for the hungriest, busiest sales teams. With our fully managed lead generation service, you’ll receive a stream of hot leads right into your inbox. And best of all, you pay for only what you need.
Our clients pay a low fixed price for all the leads generated in the campaign. Plus, we deliver leads in two packages – Booked meetings service and Positive replies service. Booked meetings are leads who are ready to schedule a meeting with you, while positive replies are leads who have shown a strong desire to keep the conversation going.
So, anytime, you can take over the conversation and direct your leads through the remaining stages of your sales funnel. Best of all, we’re fully backed by a 100% money-back guarantee. So go ahead and join the next demo to see how it works!
In conclusion, B2B lead generation can be a daunting task. However, Outreachly’s No-Risk Sales Service can take the burden from your sales team and deliver hot, qualified leads to your diary! Ready to unlock your B2B lead generation potential? Contact us today and get started on maximizing your leads in 2023!