Lead generation: the heartbeat of your organisation
Lead generation is one of the most important parts of a B2B marketing organization. After all, you need it to generate a constant stream of well-qualified leads in order to generate sufficient turnover to achieve your objectives.
Lead generation includes all activities needed to identify and develop potential customers into fully-fledged leads. This involves all kinds of marketing and sales activities and it is, therefore, essential to have a well-thought-out process for this. Marketing Guys’ experts will be happy to help you with that!
Want to be online succesful?
Tell us your story.
How do you qualify B2B leads?
For the correct qualification of leads, it is important that there is a good sales and marketing alignment. Together, the departments determine the characteristics of a Marketing Qualified Lead (MQL) and those of a Sales Qualified Lead (SQL). Within B2B it first starts with attracting good quality visitors to your website. That requires a solid SEO and content marketing approach. Visitors who do not fit your profile are of a little use. You then develop the visitors that do fit into your target group through a well-thought-out conversion strategy into leads.
Based on characteristics and behaviour, you determine (by means of lead scoring) when a lead is “warm enough” to be approached by Sales.
Marketing Guys helps you with this in strategic, tactical and operational areas.
Our way of working: pragmatic approach to lead generation machine
At Marketing Guys, we like a well-thought-out approach, but not big plans. We like the pragmatic approach: Plan, Build and Execute. First of all, we draw up a 5-step plan together that we can usually implement within a week. Then we start working together on the basis of a number of campaigns (the Build phase). The KPIs are the most important and we measure these in real time. We will then optimize the campaigns on a daily basis to make them as successful as possible (the Execute phase). Does this appeal to you? Then we need to get acquainted!
Sales & marketing alignment
To make lead generation successful, the right collaboration between marketing & sales is essential. This starts with agreeing on the objectives and the target group(s): your personas. You then decide when a prospect is warm enough to be transferred to sales through marketing. This is very important, as research shows that Sales ignores 80% of Marketing leads. What a shame!
Subsequently, it is also important to continue measuring: Are the assumptions correct? Do the customers generate sufficient turnover and is any adjustment required? This is supported by many marketing technology tools, such as marketing automation and real-time dashboarding. But it starts with the strategy. Marketing Guys is your partner throughout this process!
Want to know more?
Would you like to know more about lead generation? Please contact us using the form below.