18 Ways to Generate More B2B Sales Leads
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My name is RossCEO & Co-Founder @ CallPage
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What is CallPage
20months on market
1200+companies use our
widget
30+people work for us
35%monthly increase
of revenue in 2016
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Why should you generate leads?
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No leads, no deals. If you want to close a sale, you have to „open” it.
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Leads are key indicators for B2B marketing
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#18 ways
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Conduct webinars with experts
method #1
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#examples: Kissmetrics, CallPage
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You should:
Optimize and test your Landing Pages
Collect more customer data
Invite other experts
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Organize live thematic events
method #2
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#examples: emarsys, optivo
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You should:
Invite industry experts
Collect contact data
Attend similar events
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Give interviews and write articles for trade media
method #3
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#examples: LawMore, BZ WBK
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Write guest posts on other companies’ blogs
method #4
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#examples: Brand24, CallPage
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You should:
Target group: customers
If you write badly, stop writing
Provide a link to the website in the first paragraph
Less promotion, more value
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Write ebooks
method #5
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#examples: Hubspot, BaseCRM
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You should:
Optimize your Landing Page
Collect customer data
Provide expert comments
Quickly do the next step
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Organize trainings
method #6
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#examples: autopilot
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Organize a series of webinars
method #7
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#examples: Online Marketing Marathon (CallPage), UXPin
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You should:
Look for media partners
Invite industry experts
Promote each other and share your leads
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ColdMailng 1-to-1
method #8
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#examples:
You should:
Use tools such as: EmailHunter, WoodPecker
Respond to leads quickly
Recycle your database from time to time
3-4 follow-ups within1-2 months
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Boost your LinkedIn profile
method #9
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#examples:
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You should:
Have and interesting profile
Provide regular updates
Have a welcome message
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Monitor online mentions
method #10
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#example:
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You should:
Use tools such as: Brand24, Monitori
Check mentions about your competition
Check mentions about the problem you’re solving
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Have your own stand during industry fairs
method #11
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You should:
Target group: customers
Take people from your sales team
Establish KPI
No more than 12 hours for a follow up
Organize a contest
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Networking during business events
method #12
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You should:
Add everything to your CRM
Establish KPI
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Partnership with other companies
method #13
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#examples: Brand24, Livechat
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You should:
Create Win-Win situations
Test now, sign later
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Partnership programs
method #14
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#examples: SalesManago
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You should:
Pay high commission
Not quantity, but quality
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Be on marketplaces, comparison engines, and aggregators
method #15
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#examples: CallPage
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Good old Adwords
method #16
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#example: cleaning companies
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Acquire customers from other companies
method #17
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#example
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You should:
Unhappy customers
Customers looking for additional services
Quick reaction- emotions
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Companies that generate leads on order
method #18
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#example: RightHello
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Recycle leads from your database
method #20
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You should
If somebody from sales was dismissed - react immediately
Write a follow up every 2 or 3 months
Lead routing
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To sum up:
Conduct webinars with expertsOrganize live thematic events
Give interviews and write articles for trade mediaWrite guest posts on other companies’ blogs
Write ebooksOrganize trainings
Organize a series of webinarsColdMailng 1-to-1
Boost your LinkedIn profileMonitor online mentions
Have your own stand during industry fairsNetworking during business eventsPartnership with other companies
Partnership programsBe on marketplaces, comparison engines, and aggregators
Good old AdwordsAcquire customers from other companiesCompanies that generate leads on order
Recycle leads from your database
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Questions & Answers
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