Inside sales reps work towards achieving leads for their sales funnel and transform those leads into qualified ones. Why? Because high-quality leads reduce your marketing and sales efforts as they are ready to purchase from your company. They make their way through the funnel without taking significant time and resources. Every B2B organization tries to achieve qualified leads to generate higher revenues, but the question remains- How to achieve high-quality leads? And there is no single answer to this.
However, the steps taken by the inside sales reps to win high-quality leads directly depend on the factors that determine a qualified lead. If the lead requirements are properly analyzed, then it becomes easy to transform them into paying customers.
Steps to achieve high-quality leads
Your buyer persona matters
This is a no brainer. You have to target the relevant prospects for your business to make sure that your lead generation process is going in the correct direction. If you are not doing proper research and targeting the right market, then half of your efforts and resources are being wasted, affecting your productivity.
Emphasize on Lead Scoring
Lead scoring enables you to identify which leads are interested in buying your product and which ones are here only to look around. It is a process of scoring your leads according to various attributes, including their information and the way they are engaging with your sales reps. It helps the reps to prioritize those leads and respond to them appropriately to make sure whether they are MQLs or SQLs.
Customize your Landing Pages
A compelling landing page that provides a clear CTA to its visitors is one of the major sources to generate better-quality leads. As soon as the visitor signs up for your CTA or fills up the form, it becomes a lead. However, make sure that that lead is relevant for your business before taking any further action.
Utilize LinkedIn lead generation benefits
Users on LinkedIn are extremely active because they are professionals and want to remain updated about the industry’s latest trends. Hence, LinkedIn is the most preferred B2B lead generation platform. You can generate leads both organically as well as through sponsored ads on LinkedIn. You can customize your ads on LinkedIn and add a CTA to generate qualified lead forms that are pre-filled with their LinkedIn profile data. Organically, you can join groups, post regular updates, and engage with your followers to generate leads on LinkedIn.
Focus on Email marketing
Emails and company newsletters are a great (not to mention cost-effective) way of connecting with your prospects and educating them about your products and services. Try to use personalized emails instead of going for templates, as custom emails instantly click with the prospects, and they will not think of them as spam. An efficient email marketing campaign can be used for establishing long-term customer relationships as well as to transform a lead into a buyer.
Unleash the Lead magnets
Lead magnets are attractive offers that are presented before the prospects in exchange for their contact details. They can be in the form of free samples, trials, workshops, free consultation, templates, coupon codes, free downloads, or any other offering. Lead magnets are a great source to collect leads by offering visitors something valuable so that they provide their official details to you.
Set a successful content marketing strategy
While creating content for your business, follow a customer-centric approach to attract quality leads. Your content should be such that it compels the leads to provide their details or take some CTA on your webpage. Try to offer value and solutions to your prospective buyers through your content marketing. Don’t write content only to sell your product, but also to convince the buyer that your product is the solution to their business pain points.
FunnL is an expert B2B lead generating platform whose only business is to generate Sales Qualified Meetings (SQM) for its clients. We act as an inside sales team for our partners and help them identify, nurture, and convert prospects into customers. We can help your business close better deals faster. Collaborating with FunnL will help save your cost, time, and resources and will increase ROI for your business. Contact us to discuss all your inside sales needs.