How to Fill B2B Sales Pipeline with Quality Leads

How can you develop targeted online marketing campaigns in the most cost-effective manner and yet drive b2b lead generation in full steam?

Understanding the right media to reach prospects and then tracking, optimizing the campaigns are the core competencies in direct marketing. This short post in four core points, defines the pivotal points of an online lead generation program for b2b technology markets.

1. Create high-value web site for your brand
   
   Your web site is your prime digital showcase. Increasing number of b2b prospects are visiting web site before ever calling a 'live' sales rep. Your web site can either be a turn-on or turn-off for prospects. Consider, the value of your virtual identity while creating your web site.
   
   
   
2. Monitor the web visitors
   
   Track the movement of visitors in your web site. Monitor the number of visitor, what they are reading and understand what makes them move away from your website.
   
   
   
3. Know how your prospects find you - Use tagged URLs.
   
   Apart from the movement of visitors in your page, find out how these visitors land on your web page. Is it through sponsored link, organic search or through social media. Tracking URLs or tagged URLs provides an accurate way to identify the referring site.
   
   
4. Test and optimize campaigns
   
   
   Based on customer feedback and analytics report, modify the email campaign to make it lean-and-mean sales machine. Such ongoing campaign optimization is the best way to gain more revenue from b2b lead generation campaigns.
   
   What Does This Mean for Business-to-Business Marketing?
   
   Recession has to a large extend changed the B2B buying behavior in software marketing. As a result, B2B buyers in enterprise application software (EAS) are taking a longer buying cycle. This is due to various factors, ranging from economic to the changes in the business model. In many companies, single decision maker role is making way for a more complex 'buying model'.
   
   
   In this situation, it's essential for b2b markets to draw marketing plan that align with the b2b market. Best lessons are learned from the market. Follow your peers, and test new online channels including mobile marketing to reach key JDE decision makers.
   
   Contact JDE User list for more information pertaining to customer acquisition plan for JDE B2B markets. We can help you expand the reach of your campaign with ready-to-use data of decision makers and executives from Information Technology sector.
   
   

By P J Moris with 1 comment