B2B sales can be rough, a roller-coaster ride full of hard going ups, rocketing downs, and endless side-to-sides. And when you’re part of a small sales team, the going is even tougher. There are never enough hours in the day to get everything done!
If you focus on lead generation, therefore, you don’t have time to call your prospects and work your sales magic
But if you focus solely on working leads, as a result, you’ll soon end up with an empty pipeline.
With budget guidelines to think of, the question of lead generation for small sales teams is a challenging one…
Firstly, Referrals are a secret gold-mine of lead generation that very few salespeople cash in on.
92% of B2B buyers trust referrals from people they know, and nine in ten final purchasing decisions are made with peer recommendations.
The power of friendship (inside and outside of business) really can make a huge difference to small B2B sales teams.
secondly, LinkedIn is a great resource for B2B marketers and salespeople alike; a cost-effective way to network and learn about different prospects and their industries.
Sales Navigator direct messaging- An inexpensive add-on to LinkedIn, Sales Navigator allows you to seek out new leads that may be interested in your solution.
You can send them direct messages about who you are and what you do to generate interest and engage in conversation.
LinkedIn Helper- Similar to Sales Navigator, LinkedIn Helper boosts your profile and brand awareness, by automatically adding connections, endorsing, and messaging them.
Group Sharing- LinkedIn is full of groups, where people in similar job roles or industries gather to discuss current events and common challenges.
This is a great place to get involved in the discussion and share some information about your solution, and how it can help.
There are plenty of automation options, all with varying costs, so whether you just automate follow up emails to LinkedIn connections.
Or you start a nurture program with different workflows to guide leads through the pipeline, it all saves you and your team precious time whilst generating leads.
Make it easy to use- Navigation above appearance.
Over 75% of B2B buyers want a website that’s easy to navigate, and as you’ve only got 6 seconds to show them why you’re the best, you want to make sure they find what they came for quickly and easily.
Use strong CTAs- On every page, before the fold, have a clear and concise call to action.
Make sure whatever page your visitors land on, the option to get in contact with your sales team is right there in front of them.
Make it mobile-friendly- Somewhat obvious, but so easily forgotten. 50% of B2B online searches now occur on mobile devices, so whatever layout and design you choose.
Optimize properly for conversions by making sure your website has a quick loading speed and looks great on every device!
Arguably the best quick-fix for lead is to invest in a lead generation solution that does the hard work for you, so you can reap the benefits.
However, for this to work, you want to find a solution that generates leads of high-quality, that you as salespeople are keen to contact because you know they have an interest in what you’re selling.
As a result see what businesses are visiting your website in real-time, and have access to information such as:
Now that you have a better idea of how to generate leads, are ready to rock? We’re sure you’ll do a great job.
For many of these activities, you’re going to need quality data about your leads, Find out more about how PeaksLead can help you.