Lead Generationis in the MarketingTech Industry

Lead Generation

We find oursеlvеs on thе brink of a substantial shift, transitioning from thе convеntional approach of lеad gеnеration to thе dynamic rеalms of dеmand gеnеration and Account-Basеd Markеting (ABM)—dеspitе thе apparеnt simplicity of this еvolution, many tеams еncountеr formidablе obstaclеs that impеdе thеir progrеss. Howеvеr, dеspitе thе logical appеal of this transition, many tеams find thеmsеlvеs grappling with challеngеs that impеdе progrеss. Lеt's dеlvе into thе intricaciеs of this transformation and еxplorе thе tеn crucial pillars that form thе foundation for a successful shift. Thеsе Obstaclеs Arе Dееply Rootеd in Four Fundamеntal Challеngеs: Tеams oftеn grapplе with a lack of knowledge on how to еffеctivеly bring about this transformation and which еlеmеnts nеcеssitatе tangiblе modification. Limitеd Undеrstanding: Thе absеncе of adеquatе support and еndorsеmеnt from salеs tеams and stakеholdеrs can significantly impеdе thе transition's succеss. Insufficiеnt Support: Tеams frеquеntly find thеmsеlvеs in a quandary, unsurе of whеrе to commеncе thе transition journеy. Uncеrtainty about Starting Point: Evеn with initial support for changе, thеrе is a prеvalеnt rеluctancе to abandon еstablishеd mеthodologiеs, clinging to thе familiarity of thе "old way of doing things." Rеluctancе to Changе: For thosе currеntly navigating similar challеngеs or anticipating a transition in thе nеar futurе, thеrе is pеrtinеnt insight to bе gainеd. Exploring various facеts, including key transformation pillars, offers a comprеhеnsivе guide to navigating this shift. The Challеngе of Transition Lack of Knowlеdgе and Enablеmеnt One primary obstaclе faced by tеams is a lack of understanding regarding how to facilitate thе transformation and what specific changes arе necessary. Thе transition rеquirеs a shift in pеrspеctivе, from viеwing B2B markеting as a salеs support function to rеcognizing its stratеgic rolе across thе еntirе salеs funnеl. Lack of Support and Buy-In Without buy-in from salеs tеams and stakеholdеrs, еvеn thе most wеll-thought-out stratеgiеs can faltеr. Aligning marketing and sales objectives, while acknowlеdging their unique opеrational focusеs, is crucial for a successful transition. Uncеrtain Starting Point Many tеams strugglе with idеntifying whеrе to initiatе thе transition. This uncеrtainty oftеn stеms from a lack of clarity rеgarding thе targеt markеt, sеgmеnts, and thе mеssaging tailorеd to rеsonatе with buyеrs throughout thеir journеy. Rеsistancе to Changе Evеn with initial support, rеsistancе to abandoning familiar practices can hindеr progrеss. Ovеrcoming thе inеrtia of "thе old way of doing things" is a critical aspect of successful transformation. Wionsulting Transformation Pillars Evolution of Markеting Rolе Transforming markеting from a mеrе support function to a stratеgic rolе that spans thе еntirе salеs funnеl. This rеquirеs a paradigm shift in thе Chiеf Markеting Officеr's rolе from dеlеgator to a changе agеnt activеly еngagеd in еxеcution. GTM Stratеgy Transition It is shifting from a broad Idеal Customеr Profilе (ICP) to a focusеd markеt approach with clеarly dеfinеd sеgmеnts. Additionally, moving from a linеar, funnеl-basеd approach to a buyеr journеy-drivеn markеting strategy. Rеthinking Dеmand Gеnеration Moving away from kеyword-focusеd, volumе-basеd contеnt to еxpеrt contеnt alignеd with rеal buyеr challеngеs. Collaborating with salеs and involving customers in contеnt crеation for bеttеr rеsonancе. Markеting and Salеs Alignmеnt Brеaking down silos and fostеring collaboration bеtwееn markеting and salеs tеams to drivе rеvеnuе collеctivеly. Undеrstanding thе distinct rolеs of еach and working towards sharеd rеvеnuе targеts. Rеvamping Lеad Nurturing Rеplacing simplistic automatеd sеquеncеs with a multichannеl nurturing program alignеd with buyеr intеnt and journеy stagе. Sеgmеntation based on firmographics, rolеs, and еngagеmеnt intеnt for a pеrsonalizеd approach. Enhancing Dеmand Capturing Transitioning from aggrеssivе rеtargеting to tracking intеnt and еngagеmеnt data for idеntifying еngagеd accounts. Lеvеraging sourcеs likе high-intеnt pagе visits, product-rеlatеd contеnt hubs, and social sеlling. Goal Sеtting Rеalignmеnt Shifting from rеvеnuе targеts basеd on еxpеctations to analyzing pipеlinе vеlocity and historical growth for a rеalistic forеcast. Dеcomposing rеvеnuе goals into four motions (еxpansion, accеlеration, nеt nеw, and rеnеwal) and thrее tiеrs of accounts. Stratеgic Markеting Planning Adopting an 80/20 approach with 80% of rеsourcеs dеdicatеd to rеgular opеrations and 20% for innovation and еxpеrimеntation. Focusing on a fеw kеy programs in channеls rеlеvant to thе targеt audiеncе. KPIs & Rеporting Transformation Moving bеyond traditional lеad-basеd mеtrics to mеasuring rеvеnuе, salеs pipеlinе vеlocity, and comprеhеnsivе attribution modеls. Emphasizing a blеndеd attribution approach that includеs sеlf-attribution, digital analytics, and customеr rеsеarch. Scaling Markеting Programs Undеrstanding thе compounding naturе of markеting programs and allocating sufficiеnt timе and rеsourcеs for gradual scaling and building dеdicatеd tеams and procеssеs for succеssful opеrationalization. Initiating thе Transformation Start by analyzing rеvеnuе mеtrics to uncovеr pipеlinе issues. Utilizе fixеd data and collеct missing information to calculatе rеal salеs opportunitiеs. Data-Drivеn Analysis: Avoid abrupt halts to ongoing activities; instead, adjust stratеgiеs gradually to prеvеnt unnеcеssary prеssurе on showcasing immеdiatе rеsults. Continuous Opеrations: Bеgin with small, managеablе pilot programs and tеams to tеst and rеfinе stratеgiеs bеforе full-scalе implеmеntation. Small-Scalе Pilots: Acknowlеdgе thе naturе of a long salеs cyclе and dеfinе positivе signals that indicatе program еffеctivеnеss. Communicatе and cеlеbratе small wins to maintain momеntum. Sеt Rеalistic Expеctations: Monitor and sharе minor victoriеs across thе organization to garnеr support and sustain еnthusiasm for thе transformation. Track and Sharе Succеssеs: In conclusion, thе transition from lеad gеnеration to 360 degree markеting and ABM is not a mеrе concеptual shift but a nuancеd procеss dеmanding a changе in mind. By addressing еach of thе tеn transformation pillars and implеmеnting stratеgic initiativеs, organizations can position thеmsеlvеs for sustainеd growth in thе dynamic landscapе of B2B markеting.

Mastеring thе Transition: Your Definitive Guide to Lead Generation

For a long time, most people could set B2B outreach only in Web2. Lead generators tried to apply classic outreach rules and accomplished nothing. If you're on the hunt for the ultimate guide to B2B outreach in the crypto world, you can stop looking — this is your guide to mastering it. Let's do some thought experiments. Say, a lead generator that just came into crypto and a crypto enthusiast tried to launch B2B outreach. Both tried, and both failed. They meet for a beer in the local Irish bar in the evening to drink their troubles away. They both admit: But next to them sits a guy who overheard what they were saying. It was Solus. Without turning back, he confidently responds, “You're mistaken. It is indeed possible.” B2B outreach in crypto is not possible. The rest you read here is Solus's proven approach to handling B2B outreach. Read it, use it, and get the results you aim for. Kill all classic sales impulses in your sales department Here's the thing: when it comes to crypto outreach, the conventional sales playbook won't cut it any more. It's time to bid farewell to those outdated approaches that cause yawns and eye rolls. Say “adios” to generic messages, traditional sales features, and the relentless pursuit of direct sales. Crypto is the future, and a paradigm shift is required. So classic sales features won't do here. Outreach in crypto is all about personalization, so typical scripts that already fall under all types of blindness should be eliminated. Your sales department will have to fight its natural instincts, and instead of traditional sales, do this: ✅ A lot of personalizations and customized messages ✅ Messages in crypto slang ✅ Specific crypto scripts Besides, you are going to need a multichannel approach. This is where you will use your tailored messages. Tools: 🚀 Email — for brand awareness 🚀 Facebook, Reddit, Twitter — target 🚀 Telegram, Twitter — informal outreach 🚀 LinkedIn — professional outreach Use intent data On the volatile market of cryptocurrency, where fortunes can be made or lost in the blink of an eye, intent data becomes paramount when embarking on B2B outreach. Why? exhibited by potential clients. It enables businesses to make informed decisions and tailor their outreach efforts for maximum impact. Intent data provides insights into the behaviours, actions, and signals Examples: —  companies that have recently secured funding can be a goldmine for B2B outreach. They are likely to be actively seeking partnerships, solutions, and services to fuel their growth. By targeting such companies, you can position yourself as a valuable ally in their quest for success, offering them the tools and expertise they need to navigate the dynamic crypto market. Companies that just raised a round — when a company initiates a marketing campaign in the crypto space, it signifies a heightened focus on acquiring new customers or expanding its reach. This presents a prime opportunity for B2B outreach, as these businesses are actively seeking collaborations or partnerships to amplify their campaign's impact. Launch of the marketing campaign — a company advertising a job position directly related to the cryptocurrency industry indicates a need to bolster its capabilities and drive growth in the sector. Meaning? Yes, there is potential interest in B2B partnerships. Seize this. Release of the relevant job position Subscription to competitors' pages — it is all obvious here, right? — a collaboration with outsourcing partners in different niches but sharing a common interest in crypto presents an intriguing opportunity for B2B outreach. Their willingness to seek external expertise demonstrates their openness to partnering with specialized service providers. Working with outsourcing in other niches — within the vast crypto community, various niche groups and communities thrive, focusing on specific aspects of the industry. Monitoring these communities for requests or discussions related to your expertise can uncover targeted opportunities for B2B outreach. Request in the narrow community Use crypto-specific outreach tools There is only one such tool that we use — Blaze. If you know more, tell us! Otherwise, — you've got yourself a cool idea for a startup. Seriously, we are waiting for your ideas right under this article. Or… you can write to us to create such a startup together. We love making new ideas work. Blaze allows to: ✅ Segment wallets with specific NFT ✅ Segment accounts with certain trading activity ✅ Launch cross-platform campaigns ✅ Analysis+reporting Build a network and multiply your leads Network in crypto is everything. If you establish one great contact, it will lead you to at least 5 more projects. Thus, you will be able to easily get more from B2B outreach. If you have in your network a guy from the bar that just educated you about B2B outreach, you will have more leads. So don't forget to contact Solus.Agency to get some help and establish a valuable contact. In a nutshell: create quality contacts in order to get more. To tell you more: lead generation without networking is meaningless, but networking without lead generation is impossible Networking is the very first thing you need to succeed in crypto. How to find contacts? ✅ — are hotbeds of knowledge-sharing, innovation, and networking opportunities. Attending these events provides a unique chance to meet industry leaders, experts, and like-minded individuals who share your passion for crypto. Crypto conferences ✅ — both online and offline, crypto communities, act as hubs for networking and collaboration. Communities ✅ — the rise of live-streaming platforms has provided a unique avenue for networking in the crypto world. Engage with live streams hosted by crypto influencers, experts, or industry thought leaders. Participating in streams ✅ — crypto-specific channels, such as Telegram groups or Discord servers, offer a rich source of networking opportunities. These channels bring together crypto enthusiasts, investors, developers, and professionals under one virtual roof. Crypto channels Be 110% prepared when it comes to the sales process: no watering Maybe it is okay to take it slow in Web2, and if you are accustomed to that, retrain yourself. From the very first contact, you have to provide value. Thus: ✅ Before contacting, you have to know what kind of value the company expects, ✅ Understand what kind of offer you can propose, ✅ And show the value in the first meeting. Summary Crypto outreach is special, but it's still outreach. And when you apply that paradigm shift, you have to add all the rules about general outreaching. If you have a hard time remembering all of them, you can contact us — we know them by heart.

Mastering B2B Outreach in Crypto: Your Definitive Guide to Lead Generation

Let's learn about via these 43 free stories. They are ordered by most time reading created on HackerNoon. Visit the to find the most read stories about any technology. Lead Generation /Learn Repo 1. TekPon is Offering "Free" Marketing Services Of $1.5m To Newly Launched Software Companies A tech start-up is offering free marketing services of $1.5m to newly launched software companies 2. 6 Ways to Leverage AI for Lead Generation Looking for new ways to generate leads with ease? Have you considered putting AI to work? Here are 6 ways to leverage AI for lead generation. 3. 4 Cost-effective Ways to Find New Customers for Your Startup Here are four low-cost channels we discovered that would help you generate leads and take your startup to the next level 4. 5 Proven B2B Content Marketing Tactics You Can Implement Today Content Marketing plays an important role in any B2B Marketing Strategy. B2B marketers are beginning to depend less on traditional marketing tactics. They are replacing these with content marketing. According to the Content Marketing Institute, 93% of B2B Marketers use it, and Demand Metric says that it costs 62% less than traditional marketing. 5. Popular Lead Generation Tactics Used By Marketing Agencies In 2022 In this blog, we are listing down a few marketing tactics that are used by agencies to increase the number of leads generated by several businesses in 2022. 6. The Best Facebook Ads Formats for Leads and Sales Facebook Ads Offer Some Great Formats For Lead Generation And Sales. Discover More In This Article How You Can Scale Your Leads Acquisition And Online Sales. 7. 7 Tips for Creating an Effective Lead Generation Strategy Looking for ways to generate quality leads? Here are the 7 tips that can help you create and deploy an effective lead generation strategy. 8. 3 Examples of Lead Generation Activities For B2B & SaaS Companies Here are some examples of innovative lead generation activities that will skyrocket your sales in 2020. Triggered Messages From Chatbots 🤖 9. How To Leverage LinkedIn’s Potential for B2B Lead Generation If you are a marketer or a business owner and struggling to generate potential leads, this is definitely a go-to platform for you and your business. 10. How Technology Profiling Helps with Lead Generation Technology Profiling - a systematic way of collecting critical information about leads through iterative forms intended to advance the sales cycle 11. 5 Best E-mail Tracking Tools Email tracking tool enables companies to gather crucial insights line click rate, bounce rate, etc which can help in formulating better business strategies. 12. How To Test a New Line of Business Quickly Changing to a new line of business is a risky and uncertain process. This article outlines a procedure that explains how to do it in a relatively safe manner. 13. Basics of Emotional Marketing Brands that sell chocolates mostly focuses on the feeling of joy and sharing. 14. What Lead Generation looks like in 2019! This article is more like an updated guide to lead generation and what it really looks like in the year 2019. Lately, there has been a lot of buzz around B2B lead generation given that a lot more people are now using LinkedIn ads and are finding pretty good results when it comes to generating B2B leads from LinkedIn. 15. B2B Marketers Get This Wrong - Lead Generation Vs. Demand Generation In this article, you’ll learn how to turn things over with Demand Generation and attract the right customers to boost your sales. 16. Lead Generation Life Hacks: How to Acquire Contacts of All Web Summit Visitors Lisbon is no doubt a wonderful city, history, wine, architecture. On the other hand, Web Summit is horrible, an overhyped event with crowds of students, omnipotent sponsors, and off-target audience for a whole lot of money. 17. How to Create an Effective Influencer Marketing Strategy for Your StartUp The power of influencer marketing can’t be denied. Although the industry is still relatively new, it is set to reach $10 billion by 2020. 18. 4 Ways AI will Transform Lead Generation In The Near Future Lead generation is often cited as the top challenge by marketers. However, things are changing thanks to the infiltration of AI-technology into evermore aspects of marketing. In one survey, 80% of respondents said that AI would revolutionize marketing by 2020. 19. How To Create A Marketing Funnel Are you struggling to hit the jackpot with Sales Funnel? 20. 20 Top Tools And Apps To Generate More Targeted Leads In 2021 If you are wondering what is the best lead generation software, you arereading the right article. Lead generation and acquiring leads isessential for any business, so it is very important to use good toolsto help you with this. This article will tell you everything aboutthe 20 best lead generation apps and tools some of which areconsidered the best free lead generation software currently availableon the market. 21. The Current State of Automotive Marketing with Aharon Horwitz Aharon discusses how AI and new age technologies are disrupting automotive marketing and sales conversion. 22. The (Cheaper) SaaS Tools We Chose To Replicate HubSpot's Marketing Suite We implemented an automated marketing campaign and replaced Hubspot with a mix of 10 individual tools and a handmade process, reducing the subscription cost by 90%. Here’s how it worked. 23. How to Create a Converting Website for EdTech; An Analysis of 30 Landing Pages I analysed the TOP30 fastest growing EdTech landings to understand their conversion techniques. Result – 42 CRO techniques you could leverage for your product. 24. Lead Generation Strategies for Cloud Management Software Companies A robust lead generation strategy that continuously onboard new qualified leads is an essential part of any B2B strategy, and there are a lot of things to keep in mind, especially if you are dealing with a niche. 25. How to Warm Up and Nurture Cold Leads Using Videos Is your CRM database full of cold leads that need to be warmed up? Are your current strategies not enough to nurture your prospects? It's time to hit them up with video content. 26. Data's Impact on Traditional Lead Generation Do you know what surprises me the most in this whole lead generation business? 27. Lead Form Ads: How To Get Leads Without Landing Pages What are lead form ads? 28. SMS Marketing 101: How to Get Started Text messaging is a direct line of communication with the customer and is very effective but only if it is planned to keep certain rules in mind. 29. 4 Simple Steps To An Effective Sales Lead Generation Technique Strategy Lead generation is an important part of managing a product. Having an effective sales lead generation technique strategy with these steps will help your product 30. How to Create Irresistible Lead Magnets with Content Marketing How to create and leverage lead magnets to grow your business 31. 5 Ways to Put Your Content Promotion on Autopilot Have you been sending out newsletters, launching social media campaigns, and doing content promotion work with age-old manual labor? 32. WTF Are Autofunnels and How To Design One for Your Business An autofunnel is the user’s path from getting acquainted with making a purchase where you accompany him or her with pre-configured trigger messages. The important advantage lies precisely in the “auto” thing: you configure the funnel once and forever (for a long time). 33. 6 Ways to Smash Sales Quotas When Managing a Remote Team Working remotely has been the new normal for professionals all over the world. As we continue to adapt to our unique working practices, sales professionals will still be judged upon their ability to meet and exceed quotas and targets. 34. 5 Tips For Improving Your Facebook Marketing Strategy Are you looking for a way to spread brand awareness, generate sales, and get more engagement from your target audience? If so, you could benefit from social media marketing. 35. How to Hack Awareness for Your Startup — Without Content Marketing Startups usually focus on building their product first, and don’t even try to generate leads or interest until an MVP is ready. Some will just launch on ProductHunt hoping for some lead flow. But in the best case, they will get eyeballs for two days, and then no more leads come in. And building a lead flow is not that easy. 36. Learning Advanced Marketing with Digital Expert Marco Calamassi Today we are talking marketing and online business development with one of the leading experts in the field, Marco Calamassi, who started up in this industry as far back as 2012, when Social Media (Facebook) was just conceived and barely launched and now is one of the very few Marketing Experts verified on both Facebook and Instagram in the world. Bare with us because a lot of data and valuable insights will be shared and no tip will be spared. Analytics attachments included. 37. Picture Your DRIP MARKETING On Top: Read This And Make It So The first step in developing a drip campaign is segmenting your email list. Make sure you segment your email lists properly to get the maximum response rate 38. 6 Steps to Enhance Your Webinar Lead Generation Over the last few decades webinars have been growing in popularity, but with the rise of pandemic - when traditional face-to-face tools are unavailable and more and more people work remotely - they became a crucial part that fills the gap between offline and online business communication. 39. How to Track the Progress of Your Affiliate Marketing Campaign Leveraging the affiliate marketing channel is a powerful function of the sales funnel. When managed correctly, it can deliver exceptional and immediate returns, while growing brand equity over time. 40. 5 Proven LinkedIn Lead Generation Strategies That I Use For Growing My Business In the B2B space, lead generation through LinkedIn dominates all other social platforms. 41. A Step-by-Step SaaS Marketing Roadmap This article is meant to serve as a step-by-step SaaS marketing workbook that will walk you through the entire process of building a full-funnel lead generation platform to enhance your marketing campaigns. 42. Small Businesses use AI Tools to Increase Their Leads By 50% AI can empower sales reps by monitoring different signals and predicting a specific lead's readiness to purchase. AI tools can reduce customer acquisition costs 43. 27 Lead Generation Tools Analyzed: Pros, Cons and Pricing Lead generation is way more than getting traffic and make people visit your website. But, If you are able to collect information of people and drive a good communication with your  website traffic to convert them into loyal customers, you are on right track. Thank you for checking out the 43 most read stories about Lead Generation on HackerNoon. to find the most read stories about any technology. Visit the /Learn Repo

43 Stories To Learn About Lead Generation

In this blog, we’ll look at in a post-pandemic era and outline the best ideas for converting B2B leads into long-term loyal customers. how to use webinars for B2B lead generation As the dust settles and businesses adapt to the new normal, the power of virtual gatherings has proven to be for B2B organisations seeking to connect, educate, and engage with their target audience. an indispensable tool The Webinar Evolution Webinars have been around since the end of the 80s. In that time, webinar platforms have evolved, but essentially, the technology hasn’t enabled webinars to become as engaging as they should have been. But with COVID-19 running rampant across the globe, it became a necessity as a part of and forced the tech to keep up. wider marketing strategies It also meant that to keep ahead of the industry trend, presentations needed to be upped a gear or two with sharp presentations, interactive elements, better sound and better lighting. And despite many presenters executing in an attempt to kill off their audience, the popularity of B2B webinars continued to grow. death by PowePoint So before we get into the nitty-gritty of the benefits and how to put on a successful webinar, let’s start by addressing – online fatigue. the elephant in the room We‘re Sooo Over Webinars! Webinar fatigue – it’s like being stuck in a never-ending Zoom meeting that you can’t escape from. OK – we all felt webinar fatigue during the pandemic. The never-ending invites to virtual conferences and in-person meetings, with the voice in the back of your head saying, “ “ Oh shit, here we go again! But there were many positives that came out of the almost excessive use of virtual events and webinars. As a way of creating a with prospects and existing clients, for business owners and marketing teams to reach as many prospects as possible in multiple locations for a fraction of the cost of a physical event. sustainable marketing impact B2B webinars proved to be a saving grace What worked well were product reviews, demonstrations, and educational and online social events. And overall, despite how we felt about virtual events, webinars not only survived the pandemic but also to acceptable audience attendance to help generate quality leads. continued to be an invaluable and cost-effective way Just take at look at some of these stats. 5 Webinar Facts You Should Know 1.  According to , 73% of B2B marketers say webinars are the best way to generate high-quality leads. GoToWebinar 2.  A study by the found that 57% of marketers have used webinars as part of their content marketing strategy. Content Marketing Institute 3.  Research by found that webinars have an average attendance rate of 44%, which is much higher than other digital marketing tactics like social media and email. ON24 4.  According to Report, 76% of buyers are willing to register and share basic information in exchange for content such as webinars. DemandGen 5. reported webinars having the highest engagement rates of any type of content, with an average viewing time of 57 minutes. BrightTALK Webinars are like a first date – they allow you to make an impression to woo your audience in a way other digital marketing activities simply can’t Like a magnet, the great thing about hosting a webinar is that they attract prospects , who are genuinely interested in what you have to offer. through a funnel A recent survey by found that 73% of B2B marketers and sales leaders said webinars were the best way to generate high-quality leads. That’s like hitting a hole-in-one on a mini-golf course! GoToWebinar But now that we’re emerging from the pandemic, what’s the future of webinar marketing? Well, it looks like it’s here to stay, with a few provisos. 6 Steps For B2B Lead Generation Whilst virtual events still have their role to play in a world that’s emerging from the pandemic, with careful planning, consider the following: 1. The Headline First and foremost, you must . A compelling title and description for your webinar will work wonders. Be the Obi-Wan Kenobi of your field, and they’ll happily follow you on your journey. capture their attention like a cat chasing a laser pointer 2. Keep It Short and Sweet In a post-pandemic world, people have a newfound appreciation for brevity. So, . Get to the point and avoid long, drawn-out presentations that can lead to viewer boredom and disengagement. keep your webinars short and sweet 3. Interactive Experience A webinar doesn’t have to be a one-way street. Make it by encouraging audience participation through Q&A sessions, polls, and surveys. This keeps viewers engaged and involved in the presentation. an interactive experience 4. Engaging Content If your webinar is boring, no amount of audience participation will save it. So, and valuable to the viewer. Offer something unique and informative that they can’t get anywhere else. make sure your content is engaging 5. Variety is the Spice of Life Don’t rely solely on webinars to connect with your audience. by offering other types of content, such as videos, podcasts, and blog posts. This keeps your content fresh and interesting and prevents webinar fatigue from setting in. Mix it up 6. Timing is Everything . Obviously, lunch hours or times when people are likely to be busy with other activities is a no-no. Be respectful of your audience’s time and schedule your webinars accordingly. Consider the timing of your webinars In general, aim for the midweek days for hosting, with Thursday being the best option. How to Convert Your Attendees Welcome to a realm where possibilities unfold and opportunities abound. As the curtains close on a compelling webinar, there’s true potential of converting leads and transforming them into lifelong customers. Post-event, keep the attention of both attendees and registrants as if you were a skilled magician. by sending them a personalised email, keeping the conversation going and making them feel valued. However, this is where many will fall by the wayside, as it’s not what you say but the tone to use when saying it. Follow up with them promptly It’s important to be , and not scare them away with aggressive sales tactics. Instead, use the softly softly approach and offer them something of value, like a free consultation or a discount on your services. And then, let them make the choice on their own. subtle, like a ninja You want to who gives recommendations but ultimately lets the customer decide what to drink. And just like that, with some charm and finesse, you’ve turned an unknown prospect into a potential customer. be like a friendly bartender OK, so let’s break this down further. Webinar Follow-Up So, you’ve hosted a B2B webinar and want to turn those attendees into customers. Here’s a step-by-step guide on how to convert those webinar attendees into loyal customers: Step 1 – Post Communication Follow up by sending a l or message thanking them for attending the webinar. Include a link to the recording of the webinar and any additional resources that were mentioned. personalised emai Also, consider providing additional resources or answers to their questions. This shows that you value their time and are willing to go the extra mile. You can also use this opportunity to and invite attendees to continue the conversation on social media or through email. This is a great way to establish yourself as a thought leader in your industry and build long-term relationships with your audience. ask for feedback on the webinar Step 2 – Give Back Give them the goods – offer a . This lets them see first-hand how your solution can solve their pain. free trial or demo of your product or service By giving potential customers a chance to try out your solution, you increase the likelihood of them becoming paying customers. According to a study by HubSpot, . companies that offer a free trial or demo have a 25% higher conversion rate than those that don’t Step 3 – Be their BFF When it comes to proposing a to address a potential customer’s requirements, it’s like asking them out on a date. However, instead of dinner and a movie, you’re offering to wine and dine them with your expertise and solutions. consultation or meeting A consultation or meeting is like a tailored suit – it’s made to fit the potential customer’s unique needs and pain points. It shows that you’re not just looking for any ol’ customer; you’re looking for the perfect match. By conversing with a prospect, you have a much better chance of establishing a relationship long term. Every customer is a potential brand evangelist! Step 4 – Sprinkle In The Magic Social proofing – the art of , service and brand. It’s like the marketing equivalent of “everyone’s doing it, so why aren’t you?” It’s also an opportunity for potential customers to see that other businesses have taken the leap and have come out successful on the other side. customers advocating your product . Used within in your digital media or as a review on a third-party review site, a testimonial is like having your best friend vouch for you. It provides credibility and reassurance that your solution works and has helped other businesses like theirs. Testimonials are worth their weight in gold Although requiring more effort and planning, gaining a case study from a customer is one of the best forms of social proofing, particularly in the B2B space. . By sharing the success stories of other businesses, you’re creating relatability and showing potential customers that they’re not alone in their struggles. Like a good book – it tells a story Step 5 – Seal The Deal It’s time to seal the deal with a potential customer after they’ve viewed your webinar. But how can you turn that into a sale? Let’s take a look at some tips for bringing the deal over the line. Follow up and . If the attendee expresses any concerns during the webinar, make sure to address them in your follow-up communication. address any concerns Finally, don’t be afraid to . While you don’t want to come across as pushy, staying top-of-mind with the potential customer and reminding them of the value your product or service can provide is essential. be persistent in your follow-up communication Remember, converting webinar attendees into customers is a marathon, not a sprint. It takes time, effort, and a little bit of charm. Step 6 – Result Analysis Measuring and analysing your results is critical to understanding the success of your webinar and making improvements for future events. Consider tracking metrics such as attendance rate, engagement rate (questions asked, polls answered, etc.), conversion rate, and revenue generated. Use this data to identify areas where you can improve, such as increasing attendance or engagement rates or optimising your follow-up process to improve conversion rates. Quality over Quantity, Every Time Apart from using webinars to make announcements of products and services or to educate, you can also use them to harness relationships with existing customers, suppliers and prospects within more intimate online settings. As a real-world example, due to the pandemic, I took (Account Based Marketing) campaign by inviting several key account customers and a couple of prospects to a virtual wine event. social influencing online as part of a wider ABM Within 10 days and as a result of that event, one of our . If you’re wondering what the drop-out rate was for that virtual event, it was 0% and a cost £4.5k to host the event, returning an . As a marketer, I’ll take that every day of the week! prospects signed a deal worth over £300K ROI of 6566.67% When executed well inline with a clear and defined strategy, utilising a webinar platform for smaller social events keeps the connection alive with the people your business depends on. And in the above case, within a social environment, either online or offline, , resulting in great gains in lead gen conversion rates. using social proofing is where the magic happens Marketing is all about building relationships. Final Thoughts From a B2B perspective, I’ve always believed that the more you connect with your audience, the better. And this goes beyond digital marketing. Yes, all that nurturing along the way through emails, social media, PPC, SEO etc, has its role to play, but at the end of the day, if you’re looking to secure a big commercial deal, you have to be able to . It’s not rocket science, but it is about building long term relationships. look that person in the eye and shake their hand Although not the be-all and end-all of securing a deal, online events allow you to engage with your audience more intimately and provide a great introduction to your brand and content. Webinars are more effective in generating leads than email and social media. In fact, it’s not unusual for webinars to generate an average of 5 times more leads compared to other digital marketing channels. By starting with a clear goal, choosing the right topic and format, promoting your webinar effectively, engaging your audience during the event, and following up with attendees afterwards, webinars can deliver real results. The final point I want to leave you with is to use webinars as just another part of a bigger campaign. . Life is about balance, and so should it be in marketing as well Sources ON24’s Webinars Benchmark Survey (2022): https://www.on24.com/resources/asset/ebook-on24-webinar-benchmarks-report-2022 HubSpot’s Webinar Marketing Stats & Best Practices (2021): https://blog.hubspot.com/marketing/webinar-stats Also published . here

The Best Way To Use Webinars For B2B Lead Generation

There’s a lot of content out there that claims that there’s 5 growth strategies The five growth strategies are high-touch sales, paid advertising, intrinsic virality, intrinsic influencer incentives (Twitch!), and platform hacks. — Emmett Shear (@eshear) June 9, 2021 or . 19 traction channels But if you’re doing B2B Saas there’s only 2: Inbound and Outbound Strategies. Inbound Lead Generation is attracting users to your business. Outbound Lead Generation is meeting users where they are. How to Start Don’t even think about making content, sending out emails without first learning about your user. If you’re starting you want to have a bias for action and learn by doing. This means that you’ll fail sometimes and you’ll learn over time what works and what doesn’t. So in order to default to action, use a barebones framework that you iterate on over time based on the success and failures of the output. Here’s mine. This should take you about 10 minutes. What is the business problem that you’re solving? Are there competitors? Segment the market. You don’t want to spend . Instead segment quickly by buying incentives. Think about your user’s economic incentives. You don’t discover incentives by what they say, you find them by what they do. Most people in business act out of fear but talk out of ego, so you’re typically getting a screwed up version of the truth if you’re not watching them and only listening. weeks segmenting the market What industry are they in? Where are they located? What’s their job title? What tech stack are they using? What systems are they building? What tech stack do they use? What’s their team size? What kind of spending power do they have (revenue and funding)? ← this is the most important of all. Do you know anyone in your network that is in this segment? Are you in this segment? Typically I find that a lot of engineers will find it hard to solve problems that aren’t their own, this is because they’re not well-socialized and lack empathy. But there’s good news. This isn’t about feelings or emotionally connecting with someone. This is about understanding the bottom-line in which they operate and make decisions (and take action on those decisions) in a business. In other words, what motivates them to build vs buy? What motivates them to move jobs? To purchase other software? To buy courses? There’s always a money reason. That’s the . If you can’t figure out a money reason (hint: you can reduce it to numbers), then that’s a sign that you’re not solving a business problem. first principle of B2B business Once you can answer these questions, you have a buyer persona for your lead generation engine. Then you’re ready for a lead generation strategy. Which One Is Better? It’s up to you. As you read through this article and implement different strategies, you’ll find that you’re naturally pulled to some more than others. Double down on those. Inbounding Strategies This is one of the most important forms of marketing because all other variants start with this. Content Marketing. This could be implemented by viral coefficients or free tools. Engineering Marketing. Viral Coefficients are built-in features in your product that let the product market itself. SavvyCal has one of highest viral coefficients in recent B2B Saas history. A user will naturally send the full product over to someone that may not know about SavvyCal already. But by naturally using the product, a user will have exposed a personalized demo of the product to their friend. Free Tools are secondary products that are typically single page apps, lightweight, performant, and SEO-friendly that solve a small problem that after usage, shoots users into the top of your buying funnel. The is a perfect example of a free tool that’s been responsible for millions in revenue for the business. You’ll still need to market the product, have it rank on SEO, etc. It’s almost like being responsible for another app. But the advantage to this is that there’s significantly less of these tools because there’s significantly less people that can code vs can write blogs. This strategy works so well for us. Our is responsible for over half our page views. If you want to take advantage of this strategy but don’t want to spend the time learning how to make these work, . HubSpot Website Grader Saas pricing directory we’ll make them for you Social Media/Community Building. I don’t know much about this so I won’t speak on it but . Rosie can help you Outbounding Strategies Networking. My personal favorite. You’re gonna favor this one if you’re a people person and love learning about people and what makes them tick. Naturally your early users are going to be passionate and identify a lot with their job. So if you ask questions and listen well, you’ll understand them and the business. To get started, it’s as simple as telling your close friends you’re working on X. Then ask yourself if you know anyone that is in your buyer persona. If not, ask yourself how to create relationships with people. You don’t have to feel that much pressure from the word relationships. Business/professional relationships are super shallow compared to real life. One meeting and an email exchange every year is good enough to keep the lead warm. Cold Calling. Linkedin Sales Navigator is the place to go. Their tool easily lets you find people in your buyer persona. Then to convince them, use a “why you, why you right now?” framework. Why are you reaching out to them? And what’s happening in both your world and their world that now’s the right time? Here’s an example. Say you’re making a job board and you see that a team is hiring for engineers. Then you reach out to all the recruiting managers and tell them that you see they’re hiring and that you want to help them promote their job applications. Make the ask after the meeting is over. Networking has a 30% conversion rate for me, cold calling has maybe a 5-10% conversion rate. This has a 100% conversion rate. Once your meeting is over, ask them to intro you to a friend, be very specific. They will never say no. This Is Not A Distribution Strategy These are lead generation strategies for B2B Saas businesses, not distribution strategies. Implementing these will fill up the top of your funnel but it’s up to you to create a sales process to convert top of funnel prospects into paying users. Also published . here

B2B SaaS Lead Generation Done Right

How Effective is ChatGPT in Customer Support, Lead Generation, and Data Analytics?

¿Qué tan efectivo es ChatGPT en atención al cliente, generación de prospectos y análisis de datos?

Quelle est l'efficacité de ChatGPT dans le support client, la génération de leads et l'analyse de données ?

ग्राहक सहायता, लीड जनरेशन और डेटा एनालिटिक्स में चैटजीपीटी कितना प्रभावी है?

ChatGPT は、カスタマー サポート、リード ジェネレーション、およびデータ分析においてどの程度効果的ですか?

Quão eficaz é o ChatGPT no suporte ao cliente, geração de leads e análise de dados?

ChatGPT hiệu quả như thế nào trong Hỗ trợ khách hàng, Tạo khách hàng tiềm năng và Phân tích dữ liệu?

ChatGPT 在客户支持、潜在客户生成和数据分析方面的效果如何？

has a significant impact on ensuring success when running a business. For a large chunk of marketers, lead generation is a top priority when deploying marketing campaigns. Lead generation However, capturing quality leads and converting them into customers is easier said than done. Despite it being the primary goal of most marketers, not many find success at it. Creating an effective lead generation strategy can be challenging and time-consuming. But, there are a few ways you can overcome the challenges and attract a relevant audience. Here are the 7 tips to consider when creating a lead generation strategy. So, without further ado. Let's dive in. 1. Know Your Audience The first step in creating an excellent lead generation strategy is knowing your audience. This means getting acquainted with what excites your potential customers and using it to gain traction. Once you've explored the needs, interests, and preferences of your target audience, it becomes way easier to attract them via different lead generation tactics. This enables you to offer tailored experiences and helps you generate quality leads that are more likely to convert. Also, knowing your audience makes it easier for you to communicate with them. The more you learn about your potential customers the easier it becomes for your to personalize your message and pitch bespoke solutions. 2. Become an Authority You can turn your website into a lead generation machine once you have gained the trust of your audience and become an authority in your respective industry. This may be easier said than done as can't be accomplished overnight. To become an authority in your respective industry, you have to consistently produce content around the topics that represent your niche. You can't generate quality leads just by pitching your product or service. You have to cater to the queries of your target audience and provide them with fitting solutions for their concerns. The best way to accomplish this is through your blog. Businesses that consistently produce blogs receive more leads compared to the ones that don't. Your content helps you become a trusted advisor in your respective niche and enables you to attract quality leads on autopilot. 67% 3. Take Opt-Ins Enable custom opt-in forms on your website if you haven't already. It's one of the easiest yet effective methods to attract quality leads. Most people subscribe to company newsletters to receive discounts and promotional offers. So, not having an opt-in form enabled on your site means you're bleeding leads. Set these forms to pop up on exit intent. Users are about to leave your site, so, showing the right message at the right time can help you score a potential lead. 4. Use Gated Content Taking information from your website visitors through web forms is one of the excellent lead generation strategies. But, people are often reluctant to share their personal information with businesses. The gated content strategy comes in handy here. By offering something in return, you can get the required information from your site visitors. Gated content can be anything that your audience may be interested in such as courses, webinars, white papers, e-books, guides, and more. You ask the audience to provide you with the required information to gain access to the content. This strategy works most of the time. All you have to do is ensure that your content is considered valuable by your site visitors and tailored to pique their interest. 5. Search Engine Optimization Never underestimate the power of SEO. Optimizing your pages using the right keywords helps you gain traction organically. Moreover, with the right SEO tactics, you let the leads find you rather than chase after them. For this, it's essential that you identify the right keywords and optimize your pages as per the search engine guidelines. Each keyword encompasses a variety of user query variations. So, optimizing your pages on the keywords that best represent your niche enables you to attract quality leads by answering their concerns. This not only helps you attract leads that show promise but also boost your overall search engine rankings. Furthermore, organic leads have an average conversion rate of . This is generally higher than leads scored via outbound activities. 14.6% 6. Leverage Social Proof People seldom trust brands they aren't familiar with. Adding social proof to your site can help you gain the trust of your audience. Social proof can be anything a review, a testimonial, or a case study showing how your brand served as the best-suited solution for a use case. Reviews govern the decisions of around of customers. However, getting people to review your products or services isn't easy. Only 6% of customers post reviews about their preferred brands. So, enticing your customers with rewards can be a viable strategy to consider. 72% Social proof is important as happy customers can help you attract new leads. Reviews and testimonials enable you to showcase the experiences of satisfied customers and show prospects that you're a trustworthy brand. 7. Get Your Website’s Basics Right To capture quality leads and ensure conversions seamlessly, you have to ensure a hitch-free experience for your site visitors. Issues like clunky navigation, poor load time, broken links, and unoptimized images can significantly affect the lead generation process. So, it's important that you get your website's basics right. Optimization is the key here. You have to ensure that from the moment a user lands on your site to the point of conversion and beyond, the customer journey isn't affected by any technical or non-technical concern. It’s a Wrap There you have it. The 7 tips for creating an effective lead generation strategy. The implications of these recommendations may vary as per the use case. So, choose the tactics that are best suited for you and see if they work out.

7 Tips for Creating an Effective Lead Generation Strategy

The competition level that exists today among organizations has left no room for slow evolutions or mistakes in framing marketing strategies. Thus, marketing agencies of the modern world are trying to keep up with the evolving lead generation tactics. Take digital marketing for example. Modern businesses are adopting digitalization on a massive scale and thus, the popularity of digital marketing has boosted significantly within one and a half decades. A report says, in 2021, approximately 69% of marketers chose to invest in their SEO strategies to boost their online presence. HubSpot However, lead generation tactics have a plethora of impacting factors that modify their results. These factors include the continuously evolving technology, new specifications of new generations of devices and operating systems, evolving ranking algorithms, and more. So, it has become tremendously important to continuously keep up with the changes and that can be done in various ways. For startups and new businesses, one of the best ways is to keep noticing what strategies are being followed by the . Furthermore, in this blog, we will discuss why this question is important through a point and we will also throw some light on the other six lead generation tactics. So, stay with us until the end of this blog. industry leaders 1. Omnichannel Marketing One of the most popular lead generation tactics, omnichannel marketing includes various strategies to leverage various marketing channels. These channels can be social media platforms, email marketing, newsletters, push notifications, in-app ads, television ads, etc. The eventual goal is to target the right audience on multiple platforms. Some of the leading examples of such marketing tactics are Target, Singapore Airlines, Sephora, and Bank of America among others. 2. Referral Marketing Referral marketing is one of the most effective lead generation tactics that marketing agencies are using. One of the most common examples of referral marketing is mobile apps. Apps reward users who refer or invite other users to install and sign up for the app. Apart from that, referral marketing is also done to collect email addresses or other contact information from already existing users by offering them some useful rewards in return. These email addresses are used to approach potential customers. 3. Newsletters and Email Marketing Even in 2022, newsletters and email marketing tactics are still very popular to generate leads. Marketers prefer these tactics to announce new products, features, or upgrades. Not only that, with the help of catchy graphics, standout CTAs, intriguing subject lines, and more, potential users are convinced to open email campaigns or click on links. For small businesses and startups, email marketing and newsletters can be the cheapest way to advertise their products or services. 4. Social Media Marketing Social media has evolved quite a lot compared to the last decade. Now, creators have the freedom of publishing full-fledged marketing movies over social media platforms to influence the masses. Marketers, however, are leveraging multiple social media features and platforms to design fruitful strategies on behalf of their client brands. Today, Instagram and Facebook are leading the social media world and almost every social media marketing specialist wants to target these platforms to generate leads. On these platforms, creators publish videos, links, pictures, infographics, etc to attract the attention of potential customers. In some popular ways, is included as well. LinkedIn marketing is most of the time organic and here, creators grow by using tools such as hashtags, status, etc. Marketers are also using influencers from famous platforms like Instagram, TikTok, Facebook, YouTube, etc to promote their products or services. leveraging LinkedIn to attract professional customers 5. Signup Bonuses and Offers Marketing agencies have adopted the reward-to-signup or reward-to-install model to grow their conversion rates. Agencies are trying to by luring them with offers or rewards that can help new customers in saving more. App developers are also rewarding new users with incentives like in-app coins, free skins, app-specific offers, discounts, etc. These strategies have helped many apps in achieving growth in the market. convert visitors to customers 6. Getting Companies or Apps Featured Another popular marketing strategy that is commonly found in the market is featuring companies or apps on websites. Plenty of websites list down top companies in reports for several categories. Some of these listed companies are nominated by websites, while some companies pay these promoters to review their companies and list them if they are eligible. This strategy helps new businesses in targeting and approaching new markets. Also, this strategy can have beneficial results to increase the exposure of the client. Some of the commonly heard websites that review companies are Clutch, GoodFirms, and Glassdoor among others. 7. Using SEO and ASO Strategies Search Engine Optimization (SEO) or App Store Optimization (ASO) are two strategies that marketers have to use to grow their brands or apps virtually. SEO is used to promote digital content like websites, articles, videos, etc on search engines. While ASO is used on app stores to rank apps better. Both strategies evolve continuously and thus, even experts with experience in years have to keep experimenting to keep thriving in the competitive landscape. Here, using industry leaders’ strategies for reference can be very helpful. There are SEO and ASO tools existing that marketers use to do a competitor analysis to find out the data such as strategies used by competitors, results of strategies, etc. Wrapping Up Well, these were a few popular lead generation tactics currently popular in the global business community. These strategies, however, can change depending on the requirements of businesses. And as time passes, surely expert marketers will find new ways to explore to organize more fruitful marketing activities. And when that happens, we will list them down as well for your reference in a new blog. For now, we hope you found this blog useful and informative. Keep visiting Hackernoon for some amazing insights regularly published through our well-researched articles.

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