B2B Lead Generation Funnel
B2B lead generation refers to a marketing strategy of stimulating and capturing the attention of target prospects or potential customers, or B2B leads, and using that interest to generate sales. Marketers should be able to easily sift through a busy media landscape and compete against other marketing strategies to reach their target audience. Companies may need to put emphasis on nurturing strong and effective customer relationships to help convert their leads into paying customers.
Leads are often generated using digital channels like site content, social media, email marketing, blogs, online advertising and mobile applications. Businesses should understand the importance of lead generation in digital marketing to increase their visibility, build their brand, and drive traffic from high-quality prospects, which could turn into high-value customers.
Creating a B2B lead generation funnel can help businesses drive leads into their sales pipeline and help influence their prospects’ buying process. A B2B lead generation funnel can serve as a road map to filter out leads and take them into the lead nurturing funnel, or developing relationships with potential buyers.
To support their lead generation strategies, companies can use organic SEO. Organic SEO refers to the use of keywords to attract free traffic in order to increase site visibility and organic search ranking. For an effective SEO lead generation, a website’s content should be keyword-optimized to increase organic traffic for a specific search term.
Demandwell can help companies develop organic SEO strategies to make their websites more visible and attract organic traffic from potential leads. Through its Content Plan, Demandwell can help enterprises organize the workflow of their content creation process, manage their current and future content, and track each stage of content development. Demandwell clients can also use its data management platform tool to create sites that can scale organic growth.
Types Of Lead Generation
Lead generation in digital marketing is important to help attract target prospects, identify trends and analyze customer behavior using digital channels. Nowadays, businesses can easily capture quality leads using lead generation tools. For example, lead generation tools for LinkedIn can help marketers narrow down their list of potential targets who might be interested in their business and find quality lead recommendations. Enterprises may also choose to work with a lead generation specialist who can help them get more and better leads and can walk them through the lead generation process.
There are several types of lead generation tactics that companies may consider to attract prospects more effectively, and leads can be generated both offline and online. Offline lead generation does not involve the use of the internet, but rather, face-to-face events marketing, published ads, direct mails and outbound calls. Online lead generation is used to attract customers via the internet through blogs, video content, social media platforms, online advertising, content marketing or search engine optimization.
While offline brand recognition could potentially drive online sales and increase conversions, online lead generation might be more effective and yield faster results in terms of attracting target customers and turning them into loyal patrons.
As opposed to B2B outbound lead generation that takes a particular brand to prospects through events, cold calls or direct mail, B2B inbound lead generation may bring better quality leads and higher return on investment (ROI) because prospects seek out a specific brand on their own accord.
To strengthen their branding, companies can benefit from using Demandwell’s SEO platform designed for B2B lead generation. While it might be possible to generate leads through social media, Demandwell takes it a step further by helping companies develop lead generation strategies geared towards long-term organic growth using SEO.
B2B Lead Generation Strategies
There are many B2B lead generation strategies that can improve outcomes and maximize ROI. By implementing a good B2B lead generation strategy, companies can better track and monitor their customers’ response to their lead generation and marketing campaigns and impact their customers’ purchasing decisions.
In instances where inbound marketing does not bring in enough leads, some companies may consider adopting outbound lead generation strategies to generate more sales. However, implementing the right lead generation strategies in digital marketing may be more beneficial in terms of attracting ideal customers. Outbound lead generation can be time-consuming, costly, and may not always produce the desired results.
In the case that enterprises choose to work with an expert in online sales funnel lead management, there are essential lead generation specialist skills that companies should keep an eye on. These include strong analytical skills, effective communication skills, proficiency in essential software tools, content creation skills, and knowledge of social media platforms.
Businesses that would like to improve their B2B lead generation services should focus on search engine optimization. Demandwell’s team of consultants can help clients plan their lead generation strategies using SEO techniques and provide coaching through a variety of potential SEO problems.
Lead Generation Tools
There are a variety of both free and paid lead generation tools that can support the process. Using free lead generation tools for B2B can also help companies achieve their desired goals. When choosing the best lead generation tools, it is important to consider if the lead generation tools maximize ROI.
Companies should closely examine their lead generation tools list to make sure that they are using top-caliber tools in digital marketing. Some examples include email automation features and real-time analytics. Others may use a platform that integrates email marketing and customer relationship management.
One of the characteristics of a good lead generation tool is its ability to capture high-quality leads without requiring users to do a lot of coding. This is beneficial for marketers with little to no coding experience. Another one is price competitiveness. Lastly, a good lead generation tool should have great features.
As an SEO platform, Demandwell is specifically designed to help B2B enterprises improve and scale their organic SEO strategy to support lead generation. Demandwell leverages both expertise and software solutions, and can help clients automate digital marketing tasks. Demandwell’s clients can also access multiple types of monitoring and analytics tools.
Lead Generation Sales Funnel Stages
Businesses may ask, “What is a sales funnel and how does it work?” A sales funnel outlines each step of a customer’s journey, starting from the first contact through to the completion of a purchase. Building an effective lead generation funnel, (being strategic about getting leads and nurturing prospects), is essential for business growth and success.
There are many different types of sales funnels that can help increase sales and revenue. Companies should look at various sales funnel examples to determine which type of sales funnel they should use for their marketing strategy. In creating a lead generation funnel, B2B marketers should come up with a feasible plan that would take visitors and prospective customers from their first site visit through to the conversion funnel.
Lead generation sales funnel stages can be narrowed down into three levels: top, middle and bottom. The top of the funnel is for raising awareness. At this stage, companies should provide visitors with relevant content and earn their trust. The middle of the funnel is for building desire and interest, in which visitors show interest in a company’s value offering and become more engaged with a brand. Lastly, the bottom of the funnel is the action stage, where leads take a specific action and show readiness to make a purchase.
Demandwell’s PACE method – or Plan, Attract, Convert, and Evaluate – can support the different stages of a lead generation sales funnel. PACE streamlines the manual elements of content creation. Demandwell’s team of SEO experts can guide clients on content strategy, decision-making and prioritization.
Lead Generation Funnel Template
It might be helpful for businesses wanting to create a B2B lead generation funnel to refer to a lead generation funnel example for ideas. Upon deciding on the design of the funnel, B2B marketers could benefit from using a lead generation funnel software with multiple features that could assist them in building a funnel from the ground up.
Enterprises might find it easier to set up a digital marketing plan by using funnel templates. Before filling in a lead generation funnel template, users should have a clear understanding of the various phases of the funnel to help them create the appropriate content for consumers depending on what stage of the sales funnel they are in. Businesses may choose to work on a blank sales funnel template, or download a sales funnel template. Companies may also create their own marketing funnel template that shows how they are doing in the various stages of the sales funnel: awareness, interest, decision and action.
Demandwell’s software programs have customizable features that can help clients generate potential leads quickly and easily and can also automate many digital marketing tasks. Clients can also work with Demandwell’s consultants to better understand how they could develop a complete and effective SEO strategy, which could help increase their lead generation success.
B2B Lead Generation Examples
Businesses might benefit from looking at lead generation ideas and lead generation strategy examples that could help them attract new customers and guide their prospects throughout the purchase journey. B2B lead generation examples include content marketing, email marketing, social media platforms such as Facebook and LinkedIn, live chat, live video and blogging. Creating high-quality B2B lead generation blogs can attract readers’ attention and can help generate backlinks when blogs are posted to other sites.
Demandwell has helped clients increase their content production and improve their SEO performance. Demandwell has various SEO case studies of clients that have had success with SEO and lead generation using Demandwell’s platform. One example is Lessonly, which ranked number one in its search category and generated impressive growth in organic user count by using Demandwell’s software tools and working with Demandwell’s SEO consultants. Another one is Sigstr, which adopted Demandwell’s PACE model and saw an exponential increase in organic search keywords, organic search impressions, organic visitors, and organic source leads.