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3 Need to Know B2B Lead Generation Tips for 2017

Posted by Chris Thornton on Mar 7, 2017 1:00:00 PM

As a co-founder of Open Path Digital, I enjoy fascinating conversations with business owners and C-level marketing/sales professionals. Almost universally, those conversations evolve into focusing on boosting B2B lead generation for profitable growth. Secondly, as we dig a little deeper I hear success stories about how the company dominates a certain niche. Shouldn’t a company that dominates a niche with strong engineering product design, a strong corporate strategy in a rapidly growing market or sometimes just plain luck be awash with prospective clients knocking at the door? In the midst of their success, three major factors surrounding B2B lead generation continually come up that cause concern. 

Finding more leads, finding the right kind of leads and being able to say no to the wrong leads is the secret of profitable growth.  
3 Need to Know B2B Lead Generation Tips for 2017

 

Attracting Leads 

Whether it keeps you awake at night or not, both you and your competitors are struggling with their B2B lead generation. A recent survey of 4,500 companies showed that 65% ranked generating traffic and finding leads was their top marketing challenge. Whether your sales reps are not meeting their goals or if the leads your sales team finds just don’t quite fit your businesses’ sweet spot, you know in your gut that you need a better lead generation strategy.

As a B2B digital marketing agency, Open Path Digital has the experience and tools needed to evaluate how your competition is attracting leads. If you are curious what your competition is doing, we provide a FREE offer, Understand Your Competition with a Sneak Peek, that will provide some valuable information. Typically, we find that there may be three to five companies competing in a particular market segment. There will be one or two that are crushing everyone else, while the remaining companies are either hanging on or unexplainably losing faithful customers with years of successful history. 

Strategic Inbound Marketing Review

Invariably those companies gaining share are utilizing inbound marketing. Why? Google alone reports over 100 billion searches per month while 71% of B2B researchers begin their searches looking for solutions rather than keying in a company name. This data explains why it is getting harder to protect once safe accounts. Also, unless your lead generation strategy includes utilizing inbound marketing to attract new prospects, it is easy to see why your competition is winning.

The good news, our Sneak Peak offers show that 80% to 90% of Texas based industrial, manufacturing and distribution companies have not been told about inbound marketing. There are opportunities in many markets to claim the leadership position.  

 

Interested in Generating the Right B2B Leads?

The right B2B lead knows about your company and why you are the best solution for their needs. When your sales team reaches out, the response will be warm and welcome. Say goodbye to wasted time on unwanted cold calls that don’t work. 

NEXT IN LINE: The Art Behind Generating the Right B2B Sales Leads

Topics: Marketing, Manufacturing

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