{"id":6296,"date":"2013-09-17T10:31:34","date_gmt":"2013-09-17T14:31:34","guid":{"rendered":"http:\/\/exob2b.com\/?p=6296"},"modified":"2023-06-14T11:13:39","modified_gmt":"2023-06-14T15:13:39","slug":"tips-generating-quality-leads-b2b","status":"publish","type":"post","link":"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/","title":{"rendered":"Some tips for generating quality leads in B2B"},"content":{"rendered":"

September: summer is farther and farther away and we\u2019re entering a favorable period for presenting new marketing activities. Their objective is simple: to generate prospects! But not just any prospects…quality prospects!<\/p>\n

Here\u2019s some advice for generating quality leads in B2B:<\/p>\n

Know what you\u2019re looking for!<\/strong><\/p>\n

This seems obvious and I agree with you! But it\u2019s worth digging a bit deeper. First of all because a company that understands its markets should properly identify them. This knowledge represents a considerable stake. Sales and marketing operations often have a different vision of the same market, but one that they need to share in order to benefit mutually. \u201cKnowing what you\u2019re looking for,\u201d is identifying sales potential.<\/p>\n

Know how to wait!<\/strong><\/p>\n

Obviously the way to reach a segment will depend on its qualification, but here are some efficient B2B tactics adapted to the web. Moreover, let\u2019s specify that these tactics should allow for the identification of prospects (for example, via a form) to be entirely efficient.<\/p>\n

Webinars:<\/p>\n

They\u2019re very efficient and provide a fairly high conversion rate (some say up to 10%). This is explained by the fact that individuals that participate in webinars are well advanced in their reflection process.<\/p>\n

Free trials:<\/p>\n

These are applied to products like software. Those concerned generally finish their reflection process and are close to making a purchase.<\/p>\n

White papers:<\/p>\n

These are perfect for satisfying an individual\u2019s curiosity about more or less complex technical and practical information.<\/p>\n

Follow and measure what you\u2019re looking for!<\/strong><\/p>\n

We can only improve what we can measure, and we can only measure what we can follow!<\/p>\n

Today there are several tools on the web that measure potential leads and efficient CRM solutions that can index them.  Without these, it\u2019s useless to talk about conversion rates! These are key elements for following the generation of potential qualified clients.<\/p>\n

Generating qualified prospects in B2B means conversion rates that are higher than in B2C. According to a report by Marketing Sherpa from 2013, these rates range from 2% to 10% depending on the industry.<\/p>\n

In conclusion, generating qualified leads should be part of a company\u2019s strategy. Regular questioning should occur. Technologies change and with them, new prospect acquisition tactics appear. They\u2019re an excellent opportunity for companies to grow their sales potential.<\/p>\n","protected":false},"excerpt":{"rendered":"

September: summer is farther and farther away and we\u2019re entering a favourable period for presenting new marketing activities. Their objective is simple: to generate prospects! But not just any prospects…quality prospects!<\/p>\n","protected":false},"author":2,"featured_media":6294,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[102,1482],"tags":[],"class_list":["post-6296","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-development","category-developpement-affaires-en"],"acf":[],"yoast_head":"\nSome tips for generating quality leads in B2B - ExoB2B<\/title>\n<meta name=\"description\" content=\"September: summer is farther and farther away and we\u2019re entering a favourable period for presenting new marketing activities.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Some tips for generating quality leads in B2B\" \/>\n<meta property=\"og:description\" content=\"September: summer is farther and farther away and we\u2019re entering a favourable period for presenting new marketing activities.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\" \/>\n<meta property=\"og:site_name\" content=\"ExoB2B\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/ExoB2B\" \/>\n<meta property=\"article:published_time\" content=\"2013-09-17T14:31:34+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-06-14T15:13:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/exob2b.com\/wp-content\/uploads\/2013\/11\/Clients-prospects.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"400\" \/>\n\t<meta property=\"og:image:height\" content=\"300\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Collaboration\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Collaboration\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\"},\"author\":{\"name\":\"Collaboration\",\"@id\":\"https:\/\/exob2b.com\/en\/#\/schema\/person\/39b20d50cfb50e4af40e3bec3976b2a1\"},\"headline\":\"Some tips for generating quality leads in B2B\",\"datePublished\":\"2013-09-17T14:31:34+00:00\",\"dateModified\":\"2023-06-14T15:13:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\"},\"wordCount\":399,\"publisher\":{\"@id\":\"https:\/\/exob2b.com\/en\/#organization\"},\"image\":{\"@id\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/exob2b.com\/wp-content\/uploads\/2013\/11\/Clients-prospects.jpg\",\"articleSection\":[\"Business Development\",\"D\u00e9veloppement des affaires -\"],\"inLanguage\":\"en-CA\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\",\"url\":\"https:\/\/exob2b.com\/en\/tips-generating-quality-leads-b2b\/\",\"name\":\"Some tips for generating quality leads in B2B - 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