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Lead generation service helps you to attract potential customers and converting them into prospect that have an interest in your products and services via inbound and/or outbound process.
Inbound lead generation: Leads generated via SEO, social media, and PPC, etc., The inbound lead generation works for both B2B and B2C segments.
Outbound lead generation: Leads generated via cold calls, direct mail, and e-mail marketing, etc., The outbound lead generation yields results in B2B segment only.
What is B2B Lead Generation?
B2B lead generation refers to the process of identifying and attracting potential business customers who are interested in your products or services. Unlike B2C (business-to-consumer), where businesses target individual consumers, B2B (business-to-business) lead generation focuses on building relationships with other businesses. The aim is to create a consistent stream of qualified leads that can eventually convert into paying customers, driving revenue growth for your company.
As a B2B lead generation company, we help our clients in two ways, using inbound and outbound techniques. Practically, each service or product has a sale conversion ratio (customer acquisition) such as 1:20 or 1:30. We closely work with you in determining how many leads are required to close a sale.
If a lead demonstrated an interest in your product or services, then the lead becomes a prospect. We fix an appointment between the prospect and you.
In lead generation process, prior to kicking-off the campaign, we ensure that your email sender score is high to prevent your email going into the spam folder. Then, we help with redacting or enhancing your outdated sales materials and contents.
For the email marketing , we use our proprietary e-mail databases along with other sales prospecting techniques such as Google search, LinkedIn, Angel.co, Crunchbase, etc., to create a target list. When prospects respond, we have a discussion to qualify them and these qualified leads are provided to you or we can schedule a meeting with the qualified lead and you.
Zingpro Consulting will require the client’s answer for the following questions to indentify your buyer persona,
For the target prospect list, Zingpro will secure the contact information such as email address and phone number.
Zingpro Consulting’s B2B appointment setting lets you outsource the menial yet necessary steps of the typical lead generation process. Spending ample time to the right B2B sales leads is absolutely essential to closing those big deals. But to be able to do that, someone needs to first go through time-consuming, frustrating pre-qualifying activities.
Let Zingpro take care of the B2B lists. Let your B2B sales team get back to focusing on the hotter opportunities. We prospect. You close. Created for your unique value proposition, Zingpro’s B2B appointment setting solution commonly consists of a fully-trained, dedicated team, vested in delivering you only sales qualified leads.
Therefore, you focus on closing the deals. With Zingpro’s quality-controlled and confirmed appointments, your team will benefit from improved performance. We’ve got this.
Most leads need a bit nurturing to see if they are a good fit for our offerings. Zingpro’s lead nurturing utilises multiple channels and Account-based marketing strategy to target the high-value prospect.
Not every decision is taken by the C-suite level in an organization. A study by Google on the changing face of B2B marketing shows that 81% of non-C-suite employees have a say in purchase decisions. Therefore, we reach out to all influencers.
The B2B lead generation landscape is constantly evolving, and staying ahead of trends is crucial for success. Here are some tried-and-tested strategies for 2024:
Account-Based Marketing (ABM)
ABM focuses on targeting specific high-value accounts with personalized marketing efforts. This strategy aligns sales and marketing teams, ensuring they work together to engage key decision-makers at each account. The goal is to offer highly relevant content and messaging that speaks to the unique challenges faced by each target account.
AI and Automation
Artificial intelligence (AI) and automation tools are revolutionizing B2B lead generation by streamlining processes such as lead scoring, email campaigns, and customer relationship management (CRM). AI-powered chatbots can engage website visitors in real-time, answer questions, and direct them to the next step in the sales funnel.
Video Marketing
Video continues to gain traction as a powerful tool for B2B lead generation. Engaging explainer videos, customer testimonials, and product demos help build trust and provide prospects with a clear understanding of your value proposition. These videos can be distributed through email campaigns, social media, or your website.
Webinars and Virtual Events
Hosting webinars is a cost-effective way to demonstrate expertise and engage with your target audience. In 2024, interactive formats, such as Q&A sessions or panel discussions, are expected to grow in popularity, allowing for more engagement and networking opportunities.
Influencer Partnerships
While influencer marketing is often associated with B2C, it’s becoming a potent B2B lead generation strategy as well. Collaborating with industry experts, thought leaders, or micro-influencers who already have a large following in your niche can help you reach a broader audience and build credibility.
Utilizing the right tools is critical for managing and optimizing your B2B lead generation efforts. Here are some of the most popular tools that can help grow your sales pipeline:
HubSpot
A comprehensive CRM platform that offers marketing automation, email marketing, and lead scoring features. HubSpot helps businesses capture, track, and nurture leads throughout the buyer’s journey.
LinkedIn Sales Navigator
This tool helps you identify and connect with prospects on LinkedIn. It offers advanced search filters to help you find the right leads based on criteria such as job title, industry, and company size.
ZoomInfo
ZoomInfo provides access to a massive database of business contacts, enabling you to identify and reach decision-makers. It also includes features for data enrichment, lead generation, and market intelligence.
Pardot (Salesforce)
Pardot is a marketing automation platform that integrates with Salesforce, offering lead nurturing, email marketing, and lead scoring capabilities. It’s perfect for businesses looking to create personalized campaigns.
Clearbit
Clearbit is a data enrichment tool that enhances your lead information by providing company details, demographics, and firmographics. It helps improve the quality of your B2B leads and personalizes outreach.
Leadfeeder
This tool identifies companies visiting your website and reveals contact information for key decision-makers. It integrates with CRM systems to help you track and manage leads.
To conclude, our years of experience have taught us that a softer, relationship-based selling approach is the key to success. In most organizations, the decision-making process is often fragmented between different departments and executives.
Large professional service contracts involving technological solutions typically have long sales cycles and involve several demonstrations, RFI’s, RFP’s, and established relationships with key decision-makers.
Above all, we understand that it is Zingpro’s responsibility to assist our clients to develop new relationships and rekindle old relationships based on the key attributes of professionalism, knowledge, and trust.
B2B lead generation typically involves a range of marketing and sales activities, such as email marketing, social media outreach, search engine optimization (SEO), content marketing, and more. These activities are designed to attract the attention of potential customers and encourage them to take a specific action, such as filling out a contact form, signing up for a newsletter, or attending a webinar.
B2B companies can generate leads in a variety of ways, including:
1. Content marketing
2. Search engine optimization (SEO)
3. Email marketing
4. Social media marketing
5. Referral marketing
6. Networking
7. Cold outreach
The four steps of the lead generation process are:
1. Attract
2. Convert
3. Nurture
4. Close
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John DoeCEO
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