{"id":8100,"date":"2022-12-03T15:59:38","date_gmt":"2022-12-03T10:59:38","guid":{"rendered":"https:\/\/propakistani.pk\/how-to\/?p=8100"},"modified":"2022-12-03T16:00:25","modified_gmt":"2022-12-03T11:00:25","slug":"5-great-ways-to-generate-b2b-leads-post-covid-19","status":"publish","type":"post","link":"https:\/\/propakistani.pk\/how-to\/5-great-ways-to-generate-b2b-leads-post-covid-19\/","title":{"rendered":"5 Great Ways to Generate B2B Leads Post Covid-19"},"content":{"rendered":"<p><span style=\"font-weight: 400\">Before Covid-19 most B2B vendors would have hardly considered eCommerce as part of their modus operandi, relegating it to small-ticket items. <\/span><\/p>\n<p><span style=\"font-weight: 400\">But <\/span><a href=\"https:\/\/www.mckinsey.com\/capabilities\/growth-marketing-and-sales\/our-insights\/building-next-generation-b2b-sales-capabilities\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400\">McKinsey research<\/span><\/a><span style=\"font-weight: 400\"> showed that up to 62 percent of B2B buyers around the globe would willingly expend $50,000 in online purchases. Others would go as far as $500,000.<\/span><\/p>\n<p><span style=\"font-weight: 400\">These are pretty substantial numbers and a great revelation too. Businesses that want to thrive post-pandemic need to shift their models to target these online buyers.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">They may need to rethink their stance on eCommerce (because there\u2019s no going back) and incorporate digital lead generation tactics to pull and engage prospects.<\/span><\/p>\n<p><span style=\"font-weight: 400\">To that end, we\u2019ll explore five such tactics worth considering post-Covid-19.<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400\">\n<h3><span style=\"font-weight: 400\">Segment Your Prospects<\/span><img decoding=\"async\" data-expand=\"600\" class=\"lazyload alignnone wp-image-8105 size-full\" src=\"data:image\/svg+xml;charset=utf-8,%3Csvg xmlns%3D'http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg' viewBox%3D'0 0 510 340'%2F%3E\" data-src=\"https:\/\/propakistani.pk\/how-to\/wp-content\/uploads\/2022\/12\/Segment-Your-Prospects-B2B-Sales.jpg\" alt=\"\" width=\"510\" height=\"340\" \/><\/h3>\n<\/li>\n<\/ol>\n<p><span style=\"font-weight: 400\">Buyers enjoy B2C experiences because of the level of personalization involved. B2C sellers picked up this secret long ago and have capitalized on it to deliver unique experiences to their buyers.<\/span><\/p>\n<p><span style=\"font-weight: 400\">We in the B2B sector take the easy way, bunching all our prospects together and assuming our messages will resonate with them. <\/span><\/p>\n<p><span style=\"font-weight: 400\">Even those targeting niche segments need to look at individual companies\u2019 needs, because not every business is on the same trajectory.<\/span><\/p>\n<p><span style=\"font-weight: 400\">If you want to garner more from your marketing efforts, you\u2019ll need to personalize their experiences through market segmentation.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Consider this:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Clean your database. Decision-makers switch jobs, companies merge, go out of business, or change their business models all the time. Polish up your database to ensure you have real people and up-to-date intel.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">If you don\u2019t have data, buy it. Find a reputable brand that can offer <\/span><a href=\"https:\/\/saleshive.com\/custom-list-building\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400\">custom lists<\/span><\/a><span style=\"font-weight: 400\"> of prospects based on your total addressable market. You can also purchase intent data from TP vendors to determine your ideal customers\u2019 thinking patterns, interests, and needs.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Choose a segmentation criterion. Armed with a cleaner database that also considers intent data, group your prospects. Some customers are budget-conscious, others focus on productivity, while others want solutions that match their current tech stack.\u00a0<\/span><\/li>\n<\/ul>\n<ol>\n<li style=\"font-weight: 400\">\n<h3><span style=\"font-weight: 400\">Make Cold Calls<\/span><img decoding=\"async\" data-expand=\"600\" class=\"lazyload alignnone wp-image-8104 size-full\" src=\"data:image\/svg+xml;charset=utf-8,%3Csvg xmlns%3D'http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg' viewBox%3D'0 0 500 333'%2F%3E\" data-src=\"https:\/\/propakistani.pk\/how-to\/wp-content\/uploads\/2022\/12\/Make-Cold-Calls-B2B-Sales.png\" alt=\"\" width=\"500\" height=\"333\" \/><\/h3>\n<\/li>\n<\/ol>\n<p><span style=\"font-weight: 400\">Why is <\/span><a href=\"https:\/\/saleshive.com\/cold-calling\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400\">cold calling<\/span><\/a><span style=\"font-weight: 400\"> still a thing today? Because research shows that senior-level buyers\u2014think business owners, VPs, C-level executives, and managers still want phone calls.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Calls make it easier to ask questions and receive clarifications to quickly decide which vendor to proceed with.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Marketers can leverage calls to make connections, introduce their products\/services and demonstrate how the solutions will positively impact the brand.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Best practices include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Personalize your script. Avoid generalized pitches that brag about how your organization helps businesses like theirs. Do some research instead, then adapt your pitch around their specific pain points.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Talk numbers. Your solutions may sound good but are they <\/span><span style=\"font-weight: 400\">quantitative? Request your sales managers for some of the values they have generated for customers and share these with your targets.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Make follow-ups. Statistics show that reps will probably hear no four times before the prospect says yes. Sadly, up to 44 percent of reps will make only one follow-up. Worse, a further 48 percent don\u2019t make any.<\/span><\/li>\n<\/ul>\n<ol>\n<li style=\"font-weight: 400\">\n<h3><span style=\"font-weight: 400\">Generate Quality Online Reviews<\/span><img decoding=\"async\" data-expand=\"600\" class=\"lazyload alignnone wp-image-8102 size-full\" src=\"data:image\/svg+xml;charset=utf-8,%3Csvg xmlns%3D'http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg' viewBox%3D'0 0 512 340'%2F%3E\" data-src=\"https:\/\/propakistani.pk\/how-to\/wp-content\/uploads\/2022\/12\/Generate-Quality-Online-Reviews-B2B-Sales.png\" alt=\"\" width=\"512\" height=\"340\" \/><\/h3>\n<\/li>\n<\/ol>\n<p><span style=\"font-weight: 400\">When buyers want a 360-degree picture of a brand, they look beyond your sales and marketing team and on to their peers.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">They know that real-life users will offer authentic insight and ratings of your processes, support, and experience.<\/span><\/p>\n<p><span style=\"font-weight: 400\">How do you generate worthy online reviews?<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Create a feedback section where users can leave feedback for public viewing. This specially dedicated section may include reviews and ratings, links to TP review sites (if you\u2019re using them), case studies, and FAQs.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Obtain reviews from industry experts, analysts, or influencers. You can ask them to sample your solutions and share their opinions with their followers. The credibility they\u2019ve built with their audiences will make their recommendations weightier.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Leverage your social pages. Toot positive reviews left by (influential) customers on your social pages to drive awareness. You can also <\/span><a href=\"https:\/\/officedictionary.com\/co-creation-of-value\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400\">co-create value<\/span><\/a><span style=\"font-weight: 400\"> by encouraging loyal customers to drop user-generated content on social platforms and use the feedback to better your solutions.<\/span><\/li>\n<\/ul>\n<ol>\n<li style=\"font-weight: 400\">\n<h3><span style=\"font-weight: 400\">Send Out Cold Emails<\/span><img decoding=\"async\" data-expand=\"600\" class=\"lazyload alignnone wp-image-8106 size-full\" src=\"data:image\/svg+xml;charset=utf-8,%3Csvg xmlns%3D'http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg' viewBox%3D'0 0 495 340'%2F%3E\" data-src=\"https:\/\/propakistani.pk\/how-to\/wp-content\/uploads\/2022\/12\/Send-Out-Cold-Emails-B2B-Sales.png\" alt=\"\" width=\"495\" height=\"340\" \/><\/h3>\n<\/li>\n<\/ol>\n<p><span style=\"font-weight: 400\">We mostly associate email marketing with promoting and selling via email. There\u2019s obviously a place for this but the platform is also useful for educating, building rapport, and sharing success stories with prospects.<\/span><\/p>\n<p><span style=\"font-weight: 400\">A fundamental aspect of your email marketing strategy will involve using email marketing software and you\u2019ll find plenty on the market.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400\">Budgetary concerns are a given for many businesses, so we\u2019ll tackle other considerations:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Ease of use. Most software comes with ready mobile-optimized templates, but how easy are they to tweak? Find one that offers an easily customizable builder to ensure the emails conform to your brand\u2019s guidelines.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Integration. Martech integration allows you to pull customer data from different internal sources and use it in targeted email campaigns. Don\u2019t assume your preferred software offers these integrations. Ask the developer.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Reporting and analytics. From click-through rates to list growth rates, conversions, bounce rates, and spam complaints, you need to track campaign performance. Go for software that offers detailed sets of dashboards to help you derive actionable insights.<\/span><\/li>\n<\/ul>\n<ol>\n<li style=\"font-weight: 400\">\n<h3><span style=\"font-weight: 400\">Invest in Brand Collaborations<\/span><img decoding=\"async\" data-expand=\"600\" class=\"lazyload alignnone wp-image-8103 size-full\" src=\"data:image\/svg+xml;charset=utf-8,%3Csvg xmlns%3D'http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg' viewBox%3D'0 0 510 340'%2F%3E\" data-src=\"https:\/\/propakistani.pk\/how-to\/wp-content\/uploads\/2022\/12\/Invest-in-Brand-Collaborations-B2B-Sales.png\" alt=\"\" width=\"510\" height=\"340\" \/><\/h3>\n<\/li>\n<\/ol>\n<p><span style=\"font-weight: 400\">Collaborations with complementary brands can make significant contributions to your pipeline and sales. You\u2019ll be tapping into your partner\u2019s network and audience and the shared expertise provides a more formidable and trustworthy front.<\/span><\/p>\n<p><span style=\"font-weight: 400\">Top ways you can leverage partnerships include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Co-hosting webinars. You may have expertise in your field but be a novice in a complementary one that your audience also uses. When you partner with a complementary brand, you can tackle greater issues and provide more value.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Creating newsletters together. Outline the problems your shared customers&#8217; experience and align complementary products\/services that may solve these issues. Work on content that tackles both solutions. This may include industry updates, how to maximize value or regulations that may affect both audiences.<\/span><\/li>\n<li style=\"font-weight: 400\"><span style=\"font-weight: 400\">Incorporating distribution partnerships. This is particularly effective in SaaS partnerships but can apply across other industries. Agree on products\/services that can be bundled and sold together. You can even put a time limit to increase urgency.<\/span><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Before Covid-19 most B2B vendors would have hardly considered eCommerce as part of their modus operandi, relegating it to small-ticket items. But McKinsey research showed that up to 62 percent of B2B buyers around the globe would willingly expend $50,000 in online purchases. Others would go as far as $500,000. These are pretty substantial numbers [&hellip;] <a class=\"g1-link g1-link-more\" href=\"https:\/\/propakistani.pk\/how-to\/5-great-ways-to-generate-b2b-leads-post-covid-19\/\">More<\/a><\/p>\n","protected":false},"author":15,"featured_media":8101,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17],"tags":[],"adace-sponsor":[],"class_list":{"0":"post-8100","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-tech"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>5 Great Ways to Generate B2B Leads Post Covid-19 - How To<\/title>\n<meta name=\"description\" content=\"Before Covid-19 most B2B vendors would have hardly considered eCommerce as part of their modus operandi, relegating it to small-ticket items. 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