Top Lead Generation Trends to Implement in 2022

Sales & Marketing

Top Lead Generation Trends to Implement in 2022

Are you in flux, wondering how to generate B2B leads in 2022? You must be looking to empower your B2B lead generation strategies that can help you sell more.

Agreed, sales qualified leads are the backbone of the B2B industry, and, thus, ensuring a steady flow of converting customers in the sales pipeline is essential.

But the hard truth is that the pandemic has enhanced buyer awareness. Decision-makers are looking for solutions independently without contacting the salespeople.

This means traditional lead generation strategies will not work.

To be true, there’s no magic wand that can help you generate more leads. With changing market scenarios, lead generation strategies, too, need to be updated.

With so many lead generation strategies available today, it’s painstaking for B2B marketers to find the right fit.

Here we bring to you some of the best B2B lead generation strategies that can help you fine-tune it to maximize the effectiveness of the sales funnel.

Adopt a data-driven approach

Data and analytics have now become inseparable from decision-making. As per reports, only large enterprises could afford to use analytics, but now 59% of companies are using analytics in varying capacities.

An effective data-driven approach helps uncover huge potential for business operations and strengthens the go-to-market strategy.

Apart from more strategic and informed decision-making, data and analytics are also increasingly being used to improve team efficiency and reduce costs to the company.

Being data-driven is one of the keys to unlocking maximum business potential and building an efficient market strategy.

Customer data platforms

Inculcating a data-driven approach is the first step toward developing a data-driven lead generation process. In recent times, enterprises have been using Customer Data Platforms (CDPs) to manage the vast amount of data at their disposal.

A CDP is basically a packaged software that creates a unified customer database from different sources and combines it all in one place.

CDP incorporates all available information about the prospects while interacting with different online platforms. This empowers you with rich insights that can further strengthen the lead generation process.

Intent data

Intent data is yet another type of data that provides insights into those decision-makers who are active and are looking for products/services as offered by you. Such people are more likely to become high-paying customers.

For businesses, that means comprehending who might be moving closer to a buying decision or the nuances of the most common path towards a sale or conversion.

Intent data can take your lead generation process to the next level as it provides crucial information about the interests of your customers and what sources they trust. This can help you target precisely and effectively.

Account-based targeting

According to Gartner, a B2B buying group typically involves six to 10 decision-makers. This further complicates targeting and personalization.

Here, Account-based Marketing helps solve the challenge by allowing the sales team to start selling directly to the best-fit, highest-value accounts. It helps target an entire account consisting of several decision-makers.

Account-based marketing strategies offer the next best thing: It enables you to identify undervalued businesses early on and guarantees that marketing and sales are perfectly in sync.

ABM also looks at marketing more broadly than just lead generation. One of the keys to generating the maximum value from your largest accounts is marketing to current client accounts to drive upselling and cross-selling.

Sales specialization

With the sales process becoming more complex with every passing day, it becomes harder for a single salesperson to carry all the sales-related responsibilities.

Prospecting, lead generation, outreach, and discovery calls all require qualified specialists, which led to the emergence of various new lead generation roles.

Every professional — researcher, campaign strategist, copywriters, sales development representatives (SDRs), and business development representatives (BDRs)— must be proficient in various specialties.

The benefits are many:

  • Enhance customer targeting
  • Align with the buyer’s journey
  • Effective lead generators
  • Higher quality leads and fast
  • Measure success accurately

Omnichannel outreach

First and foremost, lead generation is all about opening a business conversation with the appropriate person.

With the emergence of digital self-serve channels and remote human connections, omnichannel outreach has become necessary for B2B lead generation.

Multiple channels allow the delivery of messages across various channels, increasing the chances of initiating a conversation with a qualified prospect.

Outsourcing

Post the covid crisis, many companies have sought to look for ways to cut their expenses and make their in-house teams more productive.

Outsourcing is the most viable option that saves costs on a lead and means that they can buy the services of experienced professionals skilled at generating leads.

Level up your lead generation game

Lead generation is one of the top priorities of every business because a balanced pipeline guarantees continuous company operation and constant revenue inflow.

One of the best lead generation solutions is to monitor marketing strategies regularly. This will help you understand which strategy is best suited to your business. Be smart.

A tip would be to experiment. Experiment with different strategies and see what works for your audience.

And if you would still have any questions about lead generation services, talk to us today.