Want to use cutting-edge B2B lead generation techniques to unlock your company’s potential?
With increasing competition and changing buyer behaviors, businesses must adapt and innovate to capture valuable leads effectively.
In 2023, emerging trends will change how companies approach generating B2B leads. As marketers, you should keep a pulse on these trends and leverage them to your advantage.
The four most popular B2B lead generation trends for 2023-24 will be covered in this essay. By adopting these trends, you can position your company for success and guarantee a consistent flow of high-quality leads.
Let’s start exploring
The Evolving Landscape of B2B Lead Generation
Over time, there has been a significant evolution in the B2B lead generation industry. Here’s a snapshot of the journey:
The Past
Regarding lead generation, businesses mostly relied on cold calling, trade exhibitions, and bought lists.
The Shift
As technology progressed, these traditional methods gave way to more advanced digital strategies. This change was affected by altered consumer behaviors in addition to technology.
Today’s buyers:
- Are more informed and empowered.
- Conduct their own research online.
- Often decide before interacting with a salesperson.
Current Trend of Lead Generation
In response to these changes, businesses have adapted their B2B lead generation approach. Finding the appropriate leads is much more important than just finding leads. As a result, quality has gained more significance than quantity.
The development of B2B lead generation is a continuous process as we move ahead to 2023. Emerging trends and technologies are set to redefine the landscape further, promising to enhance the efficiency and effectiveness of marketing efforts.
Top B2B Lead Generation Trends of 2023
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Account-Based Marketing (ABM): The Future of B2B Lead Generation
Account-Based Marketing (ABM) has seen an undeniable surge in popularity among B2B marketers. According to the ABM Benchmark Survey Report, 94% reported using ABM in 2019, nearly doubling the 47% in 2016. This method is a game-changer in the B2B sector, not just a passing fad.
But what exactly are B2B brands harnessing with ABM? To paraphrase HubSpot’s succinct definition, ABM is a collaborative growth strategy where Marketing and Sales unite to deliver customized experiences to a carefully selected set of high-value accounts.
B2B companies have historically used broad-based marketing methods to target sizable, anonymous audiences and move leads to sales; however, this strategy has a number of drawbacks.
- Varying Lead Quality: Not every lead is equally profitable or promising
- Misaligned Goals: Sales concentrates on quality while marketing focuses on numbers.
- Wasted Resources: : Significant sums of money are spent on leads that never materialize or don’t provide enough ROI.
With ABM, the focus shifts. You identify high-value targets based on their potential contribution to your business and invest resources strategically. The acquisition of consumers with the maximum profit potential is the common objective of Marketing and Sales due to this alignment.
ABM focuses on the most lucrative leads rather than the largest number of leads. The best part? These leads are pre-qualified, allowing your Sales team to invest effort into prospects genuinely worth their time.
Finally, ABM offers a potential, more focused method for generating B2B leads; this method is predicted to become the rule rather than the exception in the future.
Also Read: Impact of ABM and Difference of ABM and Broad-Based Marketing
- Leveraging Automation and AI in B2B Lead Generation
The perennial challenge for businesses is optimizing limited time and resources, especially B2B lead generation. Prioritizing their efforts is a problem that sales and marketing teams frequently face, however, the emergence of automation and AI technology offers hopeful solutions:
- Process Automation: Routine tasks can divert valuable time and energy from crucial B2B lead generation initiatives. This is avoided by automation, which easily manages these duties and frees up personnel to concentrate on key initiatives. Additionally, automated follow-ups and outreach are quite successful at nurturing leads until they are ready for sales contact.
- Intelligent Insights: We can decode our prospects’ shared interests and behavioral patterns with intelligent analysis tools. This information enables us to customize our B2B lead generation tactics, personalizing content, and channel selection depending on their interests and requirements, regardless of how they interact with our emails, websites, or social media.
- AI-Driven Personalization: AI can do much more than just analyze data. It enables us to customize each recipient’s landing sites, social media adverts, and emails. AI enhances our B2B lead generation efforts by enabling personalized welcomes, content changes based on prior interactions, and altered client journeys.
Integrating Automation and AI in B2B lead generation isn’t just about keeping pace with trends. Instead, it’s a calculated effort to improve our marketing and sales effectiveness, precision, and personalization.
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Leveraging Video Content for B2B Lead Generation
With predictions indicating that by 2020, video content will account for an astounding 82% of all internet traffic, it’s an exciting moment to be in the field of digital marketing. His surge in video marketing popularity has undoubtedly caught the attention of savvy businesses.(source)
It is a crucial component driving lead creation and revenue and is no longer an optional approach. Video content is a powerful medium for communicating ideas that connect, educate, and engage.
- So, what does this mean for brands? The secret sauce to unlocking potential leads lies in the diversity of your video content.
- Companies are now testing a tempting combination of:
- Informational movies that are quick and to the point and clearly convey difficult ideas
- Live broadcasts that allow for in-the-moment interaction
- films showing demonstrations or instructions that emphasize the use of goods or services
- Webinars that provide deep-dive insights into industry trends or product details.
You may wonder where to host these videos. Historically, YouTube has been the go-to platform, but let’s not forget about the booming popularity of other social media channels. Platforms like Facebook, Twitter, Instagram, and LinkedIn are witnessing an impressive rise in video views.
(source)
Interestingly, B2B marketers like Facebook, with 94% of them citing it as the most popular platform. (source) However, let’s explore the area of B2B lead generating. For those looking to secure high-quality leads, LinkedIn turns out to be the top performer.
In fact, according to recent studies, 80% of B2B leads are generated through LinkedIn. It’s a treasure trove, offering invaluable tools like Lead Forms to support your lead generation efforts. (source)
So, it’s time to focus on LinkedIn if you’re a B2B firm looking for potential prospects.
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Harnessing AI: Revolutionizing B2B Lead Generation in 2023
As Gartner predicts, by the end of 2022, over 70% of B2B marketers will utilize third-party buyer intent data. (source) Why is this crucial? Let’s talk about AI’s significant role in B2B lead generation.
The days of AI and Machine Learning (ML) being restricted to video games are long gone. These technologies now infiltrate every aspect of our existence. They play a crucial role in changing business settings, and by 2025, the AI market is expected to be worth USD 169.4 billion.(source)
What does this mean for B2B marketing? Well, old-school spreadsheets and endless meetings are becoming a thing of the past. Thanks to AI, marketers can anticipate a prospect’s needs before acting.
But how does this work? Take AI-led prospect segmentation. AI analyzes buyer intent data, considering factors like digital presence, purchase history, and more. This creates a segmented pool of potential prospects.
In addition, demand for AI-driven tactics has increased significantly, particularly in the post-COVID-19 environment. A large data stream is left behind as 27% of B2B buyers perform internet research. (source) Making educated judgments and gaining business insights from analyzing this data can save costs and labor.
Finally, it’s important to remember that adopting AI is a disruptive force rather than merely a fad. Businesses integrating AI see close rates increase by 59%, up to 58% revenue rise, 54% more engagement, and up to 52% higher conversion. (source) AI is, in fact, the future of B2B lead-generating.
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Adapting The Latest Strategy to the Changing Landscape
As these trends illustrate, the landscape of B2B lead generation is constantly evolving.
Want to stay competitive? Then you need to:
- Be open to change and innovation.
- Regularly evaluate and adapt your lead generation strategies.
- Leverage the latest tools and technologies.
- Finally, focus on delivering value and building relationships.
By adapting and innovating, you can capture high-quality leads, fuel business growth, and secure your place in the future of B2B marketing.
Keep in mind that those who are willing to influence the future will own it!
