30 Actionable Methods to Generate B2B Sales Leads in 2023
Generating leads constantly is not just the foremost priority but a headache for most businesses. It becomes more difficult with B2B companies.
In fact, 91 out of 100 B2B marketers say that lead generation is the most important goal for them.
However, it's easier said than done (especially for B2B spaces). Fret not, we’ve listed down 30 actionable tips to generate money-making B2B sales leads for your business.
Let’s get started.
30 Actionable Methods to Generate B2B Sales Leads 2023
1. Send Cold Emails
According to a HubSpot research, 64% of B2B marketers prefer cold emails as their primary lead generation channel. It's such an effective mode of lead generation that 80% consumers prefer to be contacted via emails.
Cold email outreach can be the primary B2B sales lead generation medium if done right. For starters, research your prospects and personalize your cold email with merge tags in Smartlead.
Besides that, make sure you comply with internet laws (CAN-SPAM act, GDPR, etc.), write compelling subject lines & interest-based CTAs, and follow up at least 5 times.
And do not forget to A/B test your emails to find out which variations work best for your company.
2. Setup Sales Chat/Chatbot on Your Website
Setting up a sales chat or a chatbot in your website significantly reduces bounce rates and converts website visitors into warm leads.
If set up and implemented correctly with a trained support team backing up, sales chat can offer personalized content to website visitors, helping them to understand your product/service better.
This helps in converting site visitors into leads and help them make positive decisions in favor of your business.
3. Make Warm Calls
Contrary to cold calling, warm calling is when a sales rep calls a prospect who has already shown interest in your service/product. Warm calls can be extremely effective in sales lead generation as they face fewer objections than cold calls, especially for the B2B sector where the consumer is knowledgeable.
Practice active listening and answer objections with the solutions you can offer, and do not call your warm leads repeatedly. Most importantly, follow-up with value added information.
4. Indulge in Conversations (As Much as Possible)
We’ve practiced this before preaching. At Smartlead, whenever a lead asks about a solution, we just don’t throw a link to an article their way, we try to answer their query and offer to jump on a quick call to walk through the offered solution.
And this has been working great for us. Lead generation and sales is all about building meaningful connections. If you can build trust among your prospects, you will generate more leads for sure.
5. Join Industry-Specific Social Media Groups
LinkedIn is the biggest social media platform for professionals. So it's a no brainer to join relevant LinkedIn groups; posting content regularly and engaging with conversations will generate leads for your business. Similarly, engaging in Facebook groups can be helpful for your B2B sales lead generation as well.
6. List Your Business on Online Directories
This is especially helpful for SaaS and B2B companies selling services or products. It helps you build a positive online presence and positive reviews can help you garner new leads.
Some of the online directories are:
- Software Advice
7. Embed Promotions in Your Email Signature
While sending cold emails, you have to add your email signature to comply with internet laws. So, why not add a promotional link to it?
Include a relevant link (website link, landing page, YouTube channel, podcast, etc.) in your email signature. This will further promote your service/product and generate more sales leads to your landing pages.
Create your free personalized email signature today.
8. Leverage Online Forums
Online industry forums help businesses know their existing consumers better and connect with new leads. This is a great way of showcasing expertise, building authority in your industry, and increasing brand awareness.
9. Engage in Q&A Websites
B2B audiences are more knowledgeable about what they are buying and are more likely to do extensive research before making a purchase decision.
It means that B2B sales reps face more resistance from their prospects. Quite naturally, many B2B buyers tae refuge in Q&A sites such as Quora and Reddit to seek solutions to their problems. So you can reach a much larger pool of potential customers by finding such questions and answering them. However, do not try to sell your product aggressively; simply focus on providing solutions to their pain points.
10. Get More and More Online Reviews
Online reviews – you literally can’t get enough of them. In fact, 87% B2B buyers go online to look for honest reviews. So, if your customers are leaving positive reviews about your service/product online, it will help you generate leads faster.
You can encourage your pre-existing satisfied customers to share their feedback online.
11. Run Lead Gen Ads on facebook and Twitter
This is a paid but effective B2B sales lead gen method nonetheless. Twitter and facebook lets you run lead gen ads to generate email addresses of your prospects.
Make sure you are targeting specific keywords and make the ad interesting to drive more attention towards it. Redirect your Facebook and Twitter crowd to a landing page with an opt-in form or a newsletter so you can collect email addresses.
12. Generate Referrals from Existing Customers
Building a trusted relationship with your customer is very important. Try to engage with them with relevant content, industry updates, and offer quick support to solve their problems.
And once you build a solid relationship with your existing customer, ask for referrals. You can request them to introduce you to new vendors, companies, decision-makers, etc.
13. Use LinkedIn to Find New Leads
A recent study has shown that a staggering 89% of B2B marketers leverage LinkedIn for lead generation. LinkedIn is the largest social media for professionals. So, go to LinkedIn, search for your contacts and existing customers, and check their connections to find potential customers.
You can send InMail to your prospects, which has a 300% higher reply rate than email.
14. Find Out Your Competitor’s Unsatisfied Customers
Your competitor’s folly can be your fortune.
Search for competitors who are offering a similar service/product. Check whether they are priced higher, lack any features, or simply downerforms than yours. Now go to social media platforms, review and Q&A websites and find out unsatisfied customers to reach out to them.
15. Nurture Leads with marketing Automation
After collecting email addresses of your prospective customers, use a marketing automation platform or a cold emailing tool like Smartlead to send personalized and targeted messages for conversions.
Sales teams can also leverage the leads in a marketing funnel and turn them into sales qualified leads (SQLs). Again, an outbound automation tool can help you send customized emails and nurture these leads at scale.
Using technology will also help your marketing team to save time and focus on what they do best, marketing.
16. Introduce Live Chat Support
An interesting study on customer behavior shows that 42% of customers choose live chat support for their questions. Live chat support tools like Drift lets you communicate with customers within the website and helps in lead nurturing to generate more B2B sales leads.
17. Increase Website Traffic with Google Ads
Running Google ads to drive more traffic to your website seems pretty simple, but it can be expensive and a bit tricky based on your business type and competition. If you don’t target the right keywords, you might not see the desired result. So, pick keywords carefully by looking at their search volume and intent.
18. Leverage SEO to Increase Website Traffic
Search engine optimization, or SEO, is the practice of increasing organic traffic to a website or a web page. In your blog or landing pages, make sure you are targeting the right keywords to promote your product/service.
Focus on offering value to your prospects, write high-quality long-form content, and maintain SEO best practices to rank on top of SERP. Increased SEO ranking can do wonders to your web traffic and fasttrack lead generation.
Tools like Google Analytics, Moz, Ahrefs, Semrush, or Ubersuggest can help you do your keyword research. And focus on long-tail keywords to rank faster.
19. Optimize Your landing Pages
A click from a Google ad or specific keyword search should redirect to a landing page on your website. Based on the keyword and search intent, your landing page should offer the exact solution a prospect is looking for.
CTAs play a crucial role in landing pages; so craft a strong interest-based CTA to increase B2B sales lead generation. Offer your visitors a case study or an eBook in exchange for their email address and phone number. You can use double opt-in forms as well.
20. Use Newsletters
According to a study by Content Marketing Institute, 81% of B2B marketers named newsletters as their most used form of content. If you have an active blog, you can generate backlinks (for higher domain authority), organic traffic and leads. Newsletters also help you stay connected with your existing customers.
21. Create a Highly-Targeted List of B2B Contacts
Creating a targeted list of business contacts is very crucial for generating sales leads. However, make sure you don’t buy email lists from third-party data providers as these lists can be filled with outdated information and false email addresses.
Use a lead gen software to create your own lead database.
22. Host Webinars for Lead Generation
Webinars, especially after the pandemic, have become a great source of lead generation and promotion of a business. These are online conventions where industry experts talk about relevant topics to the target audience.
Host webinars to generate warm leads and also build brand authority.
23. Send eBooks
eBooks help B2B sales leads to acquire useful data and solve their pain points. As eBooks and PDFs are great sources of lead gen, offer free eBooks in exchange of email addresses.
24. Interview Industry Leaders and Influencers
B2B prospects are always in the lookout for information to solve their pain points. And as the world is relying more on ideo content, leverage it for your B2B sales lead generation strategy.
You can start a YouTube channel and interview industry leaders and influencers related to your industry.
This will help you build a solid network and generate way more leads than written content.
25. Use White Papers to Attract Leads
Creating white papers is a smart way of attracting visitors to your company website. Create reports, guides, case studies, and testimonials on industry-specific subjects to attract a large number of prospects to your website.
26. Publish Guest Posts
Leveraging someone else’s traffic to generate more leads for your business seems smart, right? By writing guest posts on your competitors’ or industry-related websites, you can drive their organic traffic to your site.
It helps you build site dominance and establish your authority. Guest posting regularly will help your blog posts rank better on SERP and generate more leads.
27. Press Release
Issuing press releases for important announcements and industry news will help you drive more traffic to your website and generate B2B sales leads.
Top online press release websites include:
- PR NewsWire
28. Start an Advisory Board
Starting an advisory board has been proven fruitful for startups and small businesses. It is an informal group of advisors who act as influencers to target Tier 1 target accounts for introduction on a personal level.
Thai way you can generate high-value leads.
29. Attend Industry Events
Events are a great place to meet prospects and decision-makers. So, attend and speak in industry events to attract new leads.
Here are some guidelines:
- Make sure you gather lead contact information.
- Try and converse with decision makers in your prospect companies.
30. Launch Partnership Programs
This is easily understandable with a simple example. If you are running a law farm, an accounting farm might also have the same customer base.
So, you can collaborate with non-competing companies for partnership programs and generate fresh leads. For example, if you have a cold emailing tool, you can collaborate with a meeting booking SaaS tool.
Gathering high-quality B2B sales leads is the most important task of every B2B business. SDRs can apply these effective strategies to produce more B2B sales leads. Improving your sales performance and by redefining outbound strategies with sales techniques and adapting with new trends to generate the best quality leads for your business. Move your leads faster through the sales funnel to skyrocket your sales and revenue.
Sattwik is a Digital Marketing professional at SmartLead. He is a dedicated content writer who focuses on juggling words to bring out meaningful content. He is experienced in well-researched and SEO-optimized content creation, content editing, and copywriting for various businesses throughout the globe. His expertise in SEO, SMM, and SMO with a touch of creativity helps businesses grow and maximize their credibility and sales.