B2B Lead Generation Today: Trends to Consider

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The advancement of Digital Transformation provides us with an increase in tools designed to make our professional performance much easier.

Thanks to these technological advances in the field of Artificial Intelligence, Machine Learning and process automation , marketing and sales departments have been able to take a leap forward in their operations .



At PGR Marketing & Technology we are driven by the commitment to help our clients identify business opportunities and convert potential clients into sales. That is why we offer you some of the trends to take into account when generating B2B leads .



More personalized purchase intent data
Customer purchase intent data is aggregated data that provides insight into where your customers are in their buying cycle. It provides insight into what your leads are doing and where they are going.



But in the end, if we are not leveraging it to further personalize our communications, the data we collect about customer purchase intent often overloads the sales process. To do this, there are applications on the market that collect data about the identity and navigation of people who visit your website.



For example, if we can tell that a person from a company visited your website five times in a short period of time, read a blog post, or looked at your services and/or pricing page, we can safely say that they are interested in your products or services. Sales can use this information to create much more personalized offers.



More aligned sales and marketing departments
When sales and marketing departments are not perfectly aligned, sales suffer. Or put another way: If sales and marketing are aligned, sales increase . Sounds good, right? And how can we achieve this?



Marketing and sales must work together to establish a single sales funnel (from attraction and interest to qualification), jointly agree on the definition of the buyer persona , forget about cold calling, use the same metrics and, above all, the same CRM. When both teams do this, they better understand each other's challenges and the strategy is aligned.



When sales and marketing are aligned, customers receive consistent messages and sales increase.



Customer loyalty through a customer-centric marketing strategy.

Customer-centric marketing is marketing that focuses on identifying customer wants and greece mobile phone number list needs above all else. These strategies are nothing new, but due to the increased competition and noise brought by digitalization, they are gaining prominence.



Between emails, social networks, YouTube videos and recommendations from people close to them, users receive an average of 5,000 advertising impacts per day.



Strategies such as ABM ( Account Based Marketing ) help to turn the sales funnel around and avoid this noise: instead of targeting everyone, companies target the specific companies they want to convert. Brands that focus on customer needs get a higher number of qualified leads. Lead scoring and personalized marketing (and sales) strategies are more important than ever.