You're Doing Lead Generation Wrong; Here's The Leadfeeder Way
Posted: Sun Dec 22, 2024 5:53 am
In real estate, it's about location, location, location.
In sales, however, it's all about leads, leads, leads.
Finding leads is the key to building a successful business, of course, but finding the right leads is harder than it looks.
Hand over a list of poorly-qualified lists to your account executives, and you'll end up with low sales and high churn. Ask your SDRs to qualify leads and you might end up missing out on high-quality leads.
There are tons of articles out there about how to generate more leads. (We've even published a few of them ourselves.) However, I've noticed that most B2B companies aren't struggling to find lead gen strategies to implement — they're struggling to implement those strategies the right way.
This post will cover the most common B2B lead generation strategies, explore why they aren't working — and cover a few ways to make them more effective.
Note: Want better quality leads? Leadfeeder identifies unknown site visitors through their IP address so your business can follow up. Sign up for a free 14-day trial.
The most common B2B lead generation tactics (and why they don't work as well as you want them to)
Even the best-aligned sales and marketing teams can fail when it comes to lead generation. Whether you're looking to find more leads or find better leads, there's a good chance you've implemented some of the following lead generation tactics.
But are you getting it wrong? Here's what you should be doing instead.
Gated content
Gated content, such as ebooks, white papers, or reports can be an effective way to generate leads. We use this strategy ourselves at Leadfeeder with our guides for sales and marketing teams:
Leadfeeder's guide to website visitor identificaiton
It's been quite effective at helping drive more qualified leads.
After all, if site visitors are interested in your content, there's a good chance they are a good fit for your company.
Right? Not always.
There are a few reasons why gated content doesn't always work out. Sometimes the content we create isn't valuable enough to catch the best leads. Other times, the best leads don't fill out your form.
So what can you do to make the most out of gated content?
First, make sure the content you gate is valuable to thailand telephone number your users. It should address a very specific problem and provide a viable solution. You can't throw a random blog post behind a gate and expect to get high-quality leads.
Second, make sure leads are well qualified before you offer them gated content. At Leadfeeder, we don't put our gated content on our front page.
Why? Because not everyone who hits our home page is ready to enter our sales funnel.
By placing our gated content a few clicks away, users have time to read some of our free content and find out more about what we do.
The final challenge with gated content is that not everyone will fill out the form. Even though they fit your ideal customer profile, some visitors just aren't comfortable giving out their email address.
The good news?
You can still contact those leads that slip through the cracks with Leadfeeder.
All you have to do is install our custom tracking code, and we'll track visitors that come to your site but don't fill out a form. Then, we match those visitors with a contact database to tell you where they work and who to contact.
Even better, you can track what pages they view and filter by intent. For example, you can create a custom filter to view people who have visited your ebook page, but didn't hit the "download" page — meaning they were interested enough to view the form but failed to fill it out.
In sales, however, it's all about leads, leads, leads.
Finding leads is the key to building a successful business, of course, but finding the right leads is harder than it looks.
Hand over a list of poorly-qualified lists to your account executives, and you'll end up with low sales and high churn. Ask your SDRs to qualify leads and you might end up missing out on high-quality leads.
There are tons of articles out there about how to generate more leads. (We've even published a few of them ourselves.) However, I've noticed that most B2B companies aren't struggling to find lead gen strategies to implement — they're struggling to implement those strategies the right way.
This post will cover the most common B2B lead generation strategies, explore why they aren't working — and cover a few ways to make them more effective.
Note: Want better quality leads? Leadfeeder identifies unknown site visitors through their IP address so your business can follow up. Sign up for a free 14-day trial.
The most common B2B lead generation tactics (and why they don't work as well as you want them to)
Even the best-aligned sales and marketing teams can fail when it comes to lead generation. Whether you're looking to find more leads or find better leads, there's a good chance you've implemented some of the following lead generation tactics.
But are you getting it wrong? Here's what you should be doing instead.
Gated content
Gated content, such as ebooks, white papers, or reports can be an effective way to generate leads. We use this strategy ourselves at Leadfeeder with our guides for sales and marketing teams:
Leadfeeder's guide to website visitor identificaiton
It's been quite effective at helping drive more qualified leads.
After all, if site visitors are interested in your content, there's a good chance they are a good fit for your company.
Right? Not always.
There are a few reasons why gated content doesn't always work out. Sometimes the content we create isn't valuable enough to catch the best leads. Other times, the best leads don't fill out your form.
So what can you do to make the most out of gated content?
First, make sure the content you gate is valuable to thailand telephone number your users. It should address a very specific problem and provide a viable solution. You can't throw a random blog post behind a gate and expect to get high-quality leads.
Second, make sure leads are well qualified before you offer them gated content. At Leadfeeder, we don't put our gated content on our front page.
Why? Because not everyone who hits our home page is ready to enter our sales funnel.
By placing our gated content a few clicks away, users have time to read some of our free content and find out more about what we do.
The final challenge with gated content is that not everyone will fill out the form. Even though they fit your ideal customer profile, some visitors just aren't comfortable giving out their email address.
The good news?
You can still contact those leads that slip through the cracks with Leadfeeder.
All you have to do is install our custom tracking code, and we'll track visitors that come to your site but don't fill out a form. Then, we match those visitors with a contact database to tell you where they work and who to contact.
Even better, you can track what pages they view and filter by intent. For example, you can create a custom filter to view people who have visited your ebook page, but didn't hit the "download" page — meaning they were interested enough to view the form but failed to fill it out.