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What is B2B Lead Generation

Jun 01, 2021
If you're looking to know exactly

what

b2b

lead

generation

is, how it works, and how you can use it to land meetings with the clients of your dreams, stick around because we'll answer all your questions in this video. What's going on? Everyone, I'm Patrick. here, make sure to like this video, subscribe and turn on notifications if you want to see more videos like this and let's start now. The first step is to define exactly

what

b2b

lead

generation

is and the definition we are going to use. Usage is the process of getting companies interested in learning more about your products and services before making a decision and that is essentially taking someone who has no idea who you are and you are educating them or have some kind of process to achieve it. interested so that they can have a conversation to see whether or not it makes sense to work together and of course when I talk about b2b business development I specifically mean when a company wants to do some type of trade with another company.
what is b2b lead generation
This is very different from b2c, which is business to consumer, business to consumer, like if you walk into a Nike store and buy some sneakers, you know, that's not what we're talking about, we're talking about selling commercial products. . for business people, so let's go ahead and talk about the different lead generation methods that you can use to generate these leads and get companies interested in purchasing your products and services. The first one most of you might be familiar with, especially if you're in sales. or business development is outbound lead generation, this is when you typically reach out to another business to generate interest either using cold email or cold calling and essentially for these methods you are reaching out to someone with a code that means he doesn't know. who you are and know in your first impression that you should make them interested and want to learn more about your products and services.
what is b2b lead generation

More Interesting Facts About,

what is b2b lead generation...

Now, outbound shipping is a little bit harder because you're communicating with strangers, it's not a referral, it's not a friend recommending you. uh it's not like they've seen any kind of marketing or website from you, they have no idea who you are and that's why you're trying to generate interest through cold calling via email or linkedin. Now the second type of lead generation that you can use in a b2b environment is actually an inbound lead generation, this is when you use things like youtube videos, blogs, instagram, linkedin articles that appear on Forbes or any other publication and that is when the leads come to you when you publish content that people are already interested in. way they raise their hand and say I'm interested in what you have to offer and then from there, if they capture your email or have some way to schedule a meeting to talk to a salesperson, well, that's a customer inbound potential, so let's say outreach, for example, you're a sales enablement software company, right, they help people send emails with codes and schedule meetings and things like that, so someone wants to go to outreach.io and you press the download report button essentially when you want to download, let's say any type of pdf white paper or any type of marketing material, you would have to enter your company name and things like that and more importantly your business address. work email, so when you enter this information you know it is included in your marketing database. and you become an inbound lead and once you provide your information, like the name of the company you work for, you get to the email and your title and things like that, a salesperson will be assigned that lead and they will give you follow-up. you and try to schedule a call to see whether or not you want to purchase your more expensive products and services and in terms of, say, YouTube marketing, so let's say to reach out again if someone sees this YouTube video that has 100,000 views, if they want to learn more about this company, they click on the link in the description and then that link will take them to, let's say, a landing page where they can see some kind of demo to get this demo, um, what do you have?
what is b2b lead generation
What you need to do again is put in your first name, last name, company name, work email address and that would be an inbound lead, so after you know that this person watches the video, they are somewhat qualified and the Salesperson might say, "Hey, this guy saw the video or this girl." I watched a video so they're interested let me try to follow up with them to see if I can set up a meeting and then sell them something well that's how inbound works so for inbound it's different it's a lot easier compared with the protrusion. because you know people are coming, they are already informed about who you are and what value you bring.
what is b2b lead generation
Now, the third form of lead generation is actually paid advertising. Some people actually, you know, classify this as inbound lead generation, but we'll put it as a third pillar because when you advertise it's not like people come to you, it's not really inbound, but you have to prospect and you find people. these people who have no idea who you are, but instead of sending them a cold email, you're making them watch a video like a YouTube ad or a Facebook ad or you have some kind of sales copy that you know or something like that to They click on the link and go to your website, so paid advertising can be anything from Facebook ads. instagram ads google ads basically any platform where you are allowed to post ads, which is a form of prospecting to generate leads and then from that ad, the goal is to drive them to your website, capture their address email and send them through your sales. process and ultimately a salesperson will get on the phone to see if he is qualified to purchase your products and services.
Now, the overall goal of lead generation, whether it's outbound, inbound, paid, whatever form of lead generation you and your company use throughout the process. The goal when it comes to a b2b sales environment is to schedule a meeting and continue it through the sales process, so that if you are selling something expensive, whether it is in the range of a thousand dollars, two thousand three thousand five ten thousand even fifty thousand, generally before a company. You make a purchasing decision, you need to talk to someone on the phone or meet with them in person because you need to trust that person and that company and see if you're actually going to get value or not because you're spending so much money. in your offer and that's why the overall goal of lead generation is usually to schedule a meeting with a sales or business development person or someone they need to talk to before making a buying decision now, if you are, say, a sales or business development person or maybe you are an entrepreneur, right?
You don't have to specifically do just one form or lead generation and that's it, usually people start with one when it starts working, they can expand to other things for example. Let's say if you're a software company, you might reach out to everyone with cold email and get some customers that way, once you understand why people are buying, maybe you can run ads and, you know, Try to find more people similar to these. that you bought your products and services right and then from there maybe you want to write some articles on Forbes or maybe you want to start a blog and you know how to do some SEO marketing and bring more people into the funnel, but ultimately, knows if it is outgoing or incoming. paid advertising, the goal is to funnel them into your sales process, which is the meeting book, so that you have a mechanism to generate revenue for your company in exchange for the value that you are giving to your customers, so if so, If you look at the basic sales process, it is lead generation, be it inbound, outbound, paid advertising, booked meeting with a salesperson who has the opportunity to close the deal with the customer and finally the right to close, which actually tracks the negotiation and ultimately closes the deal, so that's essentially like a basic.
The sales process that most companies you know will typically have now. An important part of generating leads is understanding what a qualified lead is and what a really good lead is, so just because you are booking a lot of appointments doesn't mean you are using your time effectively because let's say you In a month maybe you have 50 meetings right, which is quite a lot now, if out of those 50 meetings no one buys, then it doesn't matter how many meetings you have because these people are not even qualified. to buy your product and service, so whatever lead generation method you use, there has to be some type of qualification before a salesperson calls on the phone, because the better the lead generation process, you will know that life will be easier.
The seller is right because if someone is really attractive, they are ready to buy, they understand your problem and you just need to talk to someone and move on. The seller doesn't even have to sell anything, he basically just takes the order. very easy, but if the client has no idea what you do, who you are, is just in the meeting for no reason and the salesperson you know is having trouble selling you or showing you the value, it's hard to sell because the potential client is not Well, so you know whatever lead generation method you use, you have a way to properly qualify the lead if you are generating outbound leads.
Try to have some kind of ideal customer profile that has a high probability of making a purchasing decision now if you are When doing paid advertising, you want to make sure that the person you meet has to go through a lot of filters, qualify themselves, and share their budget and their problems and things like that before you even call a salesperson, that's why you are pre-screening people so you can save a salesperson time, so know that not all leads are the same, it depends on where the lead comes from and how they got there many Sometimes inbound leads are much better than outbound ones. leads because they're really attractive, but you know every business goes to the pen and with that being said, that's b2b lead generation in a nutshell.
If you enjoyed this video, be sure to like, subscribe, turn on notifications, and let me know. What is the main thing you learned in this video and share it in the comments with what was said? My name is Patrick Dang and I'll see you next time.

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