In a nutshell, business-to-business lead generation, popularly termed as B2B list building relates to generating a contact list that can be used to nourish the business and foster leads. Looking for the correct B2B sales leads is surely not as easy as walking into a garden or park contentedly.
Are you still wasting your precious money and time purchasing the list of B2B leads that are never promising as per your desires? An effective solution to all these is taking the entire matter under your control and start generating your lead list.
Through this blog, let’s dive deeply into B2B list building and how to strategically build a sales lead list that would help you boost your sales.
Sales Lead List – Things to be Included
Before we work on how to build a sales lead list, let’s first discuss all the necessary things that need to be included in the sales lead list.
Contact Information
The first thing to be included in the list is the contact details of the leads. Adding the contact details is the primary step to initiate any communication. Gathering the contact details includes:
- Names
- Phone numbers
- Email addresses, and any other details necessary to contact them.
All these details help in getting in touch with the leads over different channels to have personalized communication.
However, it should be noted that not every contact you come across would be suitable as per your business requirements. So, what’s the solution? Check our exclusive blog on how to reach inaccessible B2B contacts for qualified leads.
Company Details
Once you are ready with the contact information, the next step is to learn about the company and obtain the company details. When you have all the necessary company information, it helps you modify the approach and message when communicating. For this, you need to have company details like:
- Name of the company
- Location
- Company size
- Industry
- website and other relevant details that give important insights into the company’s needs and context.
Demographic and Firmographic Data
The firmographic and demographic data help with additional insights into the leads. For this, make sure to include details like:
- Job roles
- Job titles
- Company revenue
- Responsibilities
- Employee count, and other relevant firmographic and demographic details that support your targeted audience.
Lead Source and Acquisition Information
Learning how you have gathered each lead is beneficial in evaluating the efficacy of your lead-generation efforts. Add the lead source, whether you have obtained the details from:
- Website inquiries
- Events
- Social media
- Referrals, or any other medium.
When the lead source is tracked, it helps you focus on the most profitable acquisition channels and improve strategies.
Lead Qualification Criteria
When ready with the lead sources and other essential details, it is essential to identify the positive leads and document the criteria that are fruitful to the business. When doing so, certain factors need to be considered including need, timeline, authority, and budget. Working on the lead qualification criteria helps you prioritize your focus and efforts on leads likely to get converted into customers.
Engagement History
The next item on the list is to keep a track record of the lead’s history of communication with your company or brand. The company needs to keep a note of various mediums of interactions like:
- Content downloads
- Website visits
- Email visits
- Face-to-Face Meetings, or any other kind of conversation that has ever occurred.
Keeping a record of all these and working on them would help you modify your sales approach and recognize the engaged leads.
Additional Comments and Notes
Last but not least, using some quick notes on important documents is surely going to help you with personalized interactions. Write down comments or notes mentioning particular preferences, pain points, challenges, or any other matter that is important regarding the conversation with the client. This would help you understand the client and improve meaningful conversations as well.
Finally, it should be noted that whatever task you handle, your business lead list must be acquiescent with the data protection rules. Also, provide an option to unsubscribe for the leads who wish to end up communicating with your company. This would respect their preferences as well as avoid any kind of legal action.
How to Build a B2B Sales Lead List? – Operative 10 Steps to Follow
Now that you know what needs to be entered in your requirement list, the next step is B2B listing building. Here are the 10 operative steps you need to consider.
- Determine your Ideal Customer
Before you initiate with the list, firstly you need to know who are your potential customers. When you are ready with the list of potential customers, it saves your time as you spend time with genuine customers who are interested in your products and services.
This improves your conversion rate. And for this, get in touch with your sales team and ask them to identify the customers’ common traits and characteristics. Know the industry they belong to, the size of the company, its yearly revenue, the role of your customer in the company, their job challenges, their responsibilities and KPIs, etc.
When you put all these together, you are sure to receive a list of ideal buyers. - Check your Existing Contacts
Is there any one in your contact list who could be your ideal customer? Yes, the contact list the next thing you need to go through. Give a look at your current network list and other customer bases. This may include the existing customers, professional contacts, college friends, and colleagues.
In this way, you may add potential contacts to your customer list.
Also, consider the referrals obtained from your customers or existing contacts in the business sales lists as by underestimating them you might lose a conversion. - Go for some Market Research
Thinking when you already have a huge list of ideal customers, why go for any kind of market research? Well, conducting a market research would help you identify the companies, decision-makers, and industries you need to target.
Doing research on the latest trends and competitors would help in gaining insights into the needs, requirements, and pain points of the ideal customers. Consider the valuable data obtained from interviews and surveys.
Analyze the industry reports and market data to work on every gaps and opportunities. Also, don’t forget to update and refine the market research results for obtaining an effective lead lists for sale. - Using Lead Generation Tools
One of the fastest ways of getting effective sales leads is to buy a list of leads. And this is possible through lead generation tools. Such advanced tools help the companies in getting potential customers which saves the efforts and time of the company.
These tools are helpful in identifying and gathering data like contact information of ideal clients to target the right market. With improved management and organization of B2B lead lists, companies can easily improve the efficiency of quality leads and ensure its steady flow.
However, it should be noted that the lead lists obtained from advanced tools sometimes may provide you with inaccurate or missing details and hence, hiring an expert for the same is advisable. - Make Operational Use of Intent Data and Sales Triggers
Intent data and sales triggers help with the identification of ideal leads who are actually interested in dealing with the products and services from your company.
The efforts made in leveraging intent data and sales triggers can be focused and prioritized on sales leads with increased conversion potential. Through this, tailored messages can be carried out according to the interest and needs of the customers.
This not only helps in getting targeted customers but also offers valuable insights of the buying behavior of the customers.
But what actually is Sales Triggers? Sales triggers are the events that help to determine when the company is capable of making any purchase such as receiving new funds, hiring new staff members, and appointing new CEO.
The sales triggers can be identified by monitoring trade media particular with the setup, your industry, or Google Alerts. This technique needs manual efforts however; it gives valuable insights. - Create Convincing Content
Apart from B2B technology, another option to build a potential B2B sales leads list is through a quality content.
A convincing content is very crucial for engaging customers to your products and services. When a tailored content is prepared after analyzing the needs and pain points of the customers, the content provides valuable solutions to the customers and keep them interested.
For this, prepare effective contents like blog articles, eBooks, Whitepapers, Webinars, etc.
Developing a story-telling technique while writing the content would make the content memorable and relatable. Again, you can also ask for contact details from the readers at the end of the content to generate more leads. - Optimization of Website for Lead Generation
Next on the list is website optimization. This is crucial step that improves your chances of getting lead generation lists.
For this, initiate with creating captivating and relevant content that keeps the audience interested. In a strategic manner, use lead capture forms on your web portals to collect the information of your visitors.
Use landing pages and call-to-action tabs that encourage visitors to give their contact details. Optimizing and analyzing the performance of your website regularly would add to the lead generation efficacy. - Networking at Industry Events
Attending industry events proves to be a golden opportunity for the businesses to connect with ideal leads. The events help the companies meet the customers in-person and build professional relationships.
The events often host attendees like influencers, decision-makers, and many similar people who gather qualify leads and contact information in genuine time. Developing relationships by networking in business events can add to the chances of additional business opportunities and long-term partnerships. - Use the Power of Social Media
Personal branding is very important when looking to improve the overall sales of the business. For this, take the help of the sales tea for interacting with ideal customers through various platforms.
The more valuable content they share on the social media platforms; the more customers they are sure to receive. Again, building B2B lead generation lists through different social media platforms can also be cost-effective. Again, make sure you take the help of social media analytics to generate high-quality leads and elevate lead generation campaigns. - Development of Lead List Data
Most of the data in the B2B ecom lead list becomes outdated within just a year. When the data isn’t updated, the data becomes useless as the company employees would waste their time calling people who aren’t either available or interested.
As a result, the buyers would move towards competitor’s products. Hence, don’t forget to enrich the lead list data to keep it fresh and operational.
Conclusion:
Concluding the blog, building business leads for sale serves the business with additional benefits rather than purchasing the list. Targeting and customization ensure alignment with the potential customer profile and improve the chances of conversions. Inimitability allows you to stand unique from other competitors. The companies obtain control over data accuracy and lead quality. This prioritizes valuable leads through proficient scoring systems.
Are you looking forward to sales lead list development? We at DataPlusValue are sure to help you with a custom list building experience capable to improve your conversion rates. With a strategic guideline, we help our customers with enriched lead data, compelling content, leveraged sales triggers and intent data, and much more to boost your business towards viable growth.
