B2B Lead Generation Process That Converts Prospects Into Paying Customers

B2B lead generation process involves selling products or services to other businesses, basically. For some industries, this can be parallel to B2C selling where products or services are sold to end users. When you outsource to a B2B lead generation company, it starts with collecting a potential customer’s details like name; contact number; email ID; company name and job title etc., that will be used to personalize communication during the lead generation process.

Boosting B2B sales – process involved

If you genuinely want to increase B2B sales, you need to go ahead with a robust lead generation strategy. This aligns with the sales and marketing department and gives lead generation agents a verified framework to tag on.   

Top sales lead generation companies can turn prospects into buyers by following these steps.

Step 1: Unearthing the leads

The first step towards the lead generation process is unearthing the contact details of interested customers.  This information is usually sourced in-house, or generated by a third-party, or bought from a lead database, although there are drawbacks of buying leads because the quality is not guaranteed.  

Step 2: Contacting the leads

With a list of high-quality leads, B2B lead generation companies reach out to the contacts through cold outreach, social media, or by responding back to inquiries. Cold calling is an integral part of voice process services. However, there are country-wise certain rules which should be followed to avoid penalties.  

Step 3: Qualifying and screening high-quality leads   

While communicating with leads, agents evaluate what are the chances of a lead to become a buyer or how can a prospect be converted to a buyer. It is done by calculating the stage leads are in the buying process. These stages are:

• Research and awareness: The customer is looking for a solution they are already aware of or a problem they are facing, and they start researching more about it. In this stage, they will be more reliant on materials found on the internet like videos, blogs, vlogs and case studies.
• Consideration: The lead has already decided the service or product to buy. He or she will now point particular needs before proceeding and approaching vendors. Proper customer support services are very essential at this stage because inaccurate, delayed or inconsistent support can change a customer’s mind.
• Decision: Filtering through companies that best fit their requirement, the buyer will have several meetings, chats and seek opinion from other decision-makers before purchase.

Based on what stage a lead is at, the B2B lead generation company will commence nurturing campaigns or crack down on getting the prospect towards ‘call to action’.

Step 4: Lead closing

If you are at stage four, you have achieved success. After numerous considerations, the prospect chooses you and the deal is done. The process will then be transferred to customer success for demo or free tutorial.

Alignment of leads within sales funnel

Setting up your sales funnel before beginning lead generation effort is very crucial most at the initial stage; most leads are not ready to buy.  

A lead generation company uses voice process services alongside non voice activities to generate quality leads that can be turned to buyers quickly. However, the entire process is more critical for B2B companies which require longer sales funnel. But the central idea with generating leads remains constant: entice – engage- convert.