#lead-generation

Develop B2B marketing strategies with lead generation tactics and account-based marketing for enterprise sales. B2B lead generation: 1. Content marketing: whitepapers, case studies, industry reports, gated content for lead capture. 2. LinkedIn strategy: thought leadership, InMail campaigns, LinkedIn Sales Navigator, connection building. 3. Webinars: educational sessions, product demos, Q&A, lead qualification, follow-up sequences. Account-based marketing (ABM): 1. Account selection: ideal customer profile (ICP), firmographic data, tech stack analysis, buying signals. 2. Personalization: customized content, industry-specific messaging, role-based communication, account insights. 3. Multi-stakeholder approach: decision makers, influencers, users, procurement, committee targeting. Sales and marketing alignment: 1. Lead qualification: BANT criteria (Budget, Authority, Need, Timeline), MQL to SQL conversion. 2. Lead scoring: demographic fit, behavioral engagement, company attributes, buying stage indicators. 3. Sales enablement: battle cards, objection handling, competitive analysis, ROI calculators. Content strategy: 1. Educational content: industry trends, best practices, thought leadership, problem-solving guides. 2. Solution-focused: product comparisons, ROI calculations, implementation guides, success stories. 3. Buyer journey alignment: awareness (educational), consideration (comparison), decision (proof points). Channel strategy: 1. Digital channels: search engine marketing, display advertising, retargeting, social media advertising. 2. Traditional channels: trade shows, industry events, direct mail, telemarketing, print advertising. 3. Partner channels: channel partner enablement, co-marketing, referral programs, joint ventures. Measurement: marketing qualified leads (MQLs), sales qualified leads (SQLs), pipeline generation, customer acquisition cost, sales cycle length, revenue attribution modeling.

Build repeatable referral system. Best timing: 1. After successful implementation. 2. After positive review/NPS score. 3. During quarterly business review. The ask: 'I'm glad you're seeing results. Who else in your network faces similar challenges?' Be specific: 'Do you know any [job title] at [company size] in [industry]?' Offer value exchange: refer them clients too, provide introduction template, offer referee incentive (Amazon gift card, discount). Process: 1. Identify top 20 happy customers. 2. Reach out personally (not bulk email). 3. Make ask easy ('Just reply with 2-3 names and I'll handle outreach'). 4. Send update when contact is made. 5. Report results back to referrer. Track referral source in CRM. Calculate referral conversion rate (typically 30-50% higher than cold). Incentivize reps: SPIF for most referrals monthly.

Generate leads with webinars. Funnel structure: 1. Registration page with compelling promise. 2. Email sequence (reminders, prep content). 3. Live webinar with value delivery. 4. Pitch product/service naturally. 5. Q&A for objection handling. 6. Replay for registrants who missed. 7. Follow-up sequence to non-buyers. 8. Recorded webinar as evergreen funnel. Use tools like WebinarJam or Zoom. Aim for 60-90 minutes.

Generate B2B leads on LinkedIn. Strategy: 1. Optimize profile for searchability. 2. Content that demonstrates expertise. 3. Engage with target audience posts. 4. LinkedIn articles for thought leadership. 5. Video content for higher engagement. 6. Strategic connection requests. 7. InMail campaigns for outreach. 8. LinkedIn Ads for targeting. Use Sales Navigator for prospecting. Build relationships before pitching.