3 Steps to Successful B2B Lead Generation

At it’s core, lead generation is all about building relationships. B2B marketing expert and best-selling author Brian Carroll explains the three critical components necessary for doing that quickly and effectively.

Step 1) Identify the right people in the right companies: Before you do anything else, you of course have to determine who you should be building a relationship with.

Step 2) Initiate a memorable conversation: In order to do that you have to understand your customers and know what’s relevant to them, shaping your value proposition accordingly. Only 5-10% of prospects are ready to move on to a call with your sales team after you first reach out to them, Carroll explains, so getting them to arrive at that point is where lead nurturing comes in.

Step 3) Progress your leads through nurturing: Moving your prospect from awareness to interest to purchase takes effective messaging that is tailored to their individual concerns and needs.

Learn more about B2B lead generation strategies here.