April 2023

28 AprB2B Lead GenerationBusiness Marketing Strategy

Unleash Your B2B Lead Generation: Secrets to Generate High-Quality Leads and Fuel Business Growth

Verginiya

Every B2B business is in the process of attracting the right high-quality leads to sustain itself in the competitive market. In today’s fast-paced world, it’s more challenging for every business in the B2B domain than ever to capture the attention of your target audience amid countless distractions. So businesses should have an effective B2B lead generation strategy in place that increases and automates the lead generation, but the ugly truth is you have to customize your approach to fit your organization, industry, product/service and audience.

In this blog post, we will walk you through the best B2B lead generation strategies that fit your business in 2023 to maximize your ROI.

What is B2B Lead Generation?

B2B Lead Generation is the process of identifying potential customers for your product or service and nurturing them to purchase. Lead generation is a critical and initial stage in the sales funnel and guides potential customers throughout the funnel and persuades them to buy your product or service. B2B lead generation involves collecting information about potential customers such as name, email address and company name and then feeding the information further down the sales funnel.

B2B Lead Generation Process

The sales and marketing team plays a crucial role in the lead generation process. Ideally these two departments will be cohesively aligned and create a proven lead generation framework to convert their prospects into paying customers. If you’re serious about boosting your sales, you need to follow an enticing lead-generation process. But do we know the actual process of generating B2B leads?

✅ Step 1

Identifying your B2B Sales Lead

The first step in the lead generation strategy is finding the contact information (name, email, address..) of the potential customer. But it’s crucial to know who is the prospect you want to get in touch with. Start by creating a buyer persona, which includes their industry, job title, where they go for information and what are the pain points they have.

Once you have a clear picture of the prospects with whom you need to be in touch, you can create targeted marketing campaigns that speak to the specific needs of your ideal customers.

✅ Step 2

Contacting Potential Leads

Now you have a database of your potential high-quality leads, it’s time to reach the potential leads. The sales team or representative can reach out through SEO, Content marketing, paid advertising, cold calls, email or social media. To optimize the effectiveness of your strategies, it is essential to maintain a sharp focus on the persona(s) you have developed and remain flexible and adaptable to refine and tweak your approach as you progress.

✅ Step 3

Qualifying and Prospect High-Quality Leads

As sales reps start to interact with the leads, it’s important to determine how likely they are to buy. It can be understood by identifying the stage of lead in the buying process.

☑ Awareness Stage: In this stage, the potential buyer is aware of a problem and seeking a solution and they start to learn more about it. They’ll be reading blog posts and case studies , downloading white papers or either perform web searches.

☑ Consideration Stage: At this stage, the potential buyer knows the actual product/service needed. They begin to research more about the products/services but yet not ready to purchase.

☑ Decision Stage: At this stage, the lead has done maximum research and filtered the vendors that suit their needs. They are likely to have meetings, book demos, and check in with other decision-makers in their organization to make a purchase. Sales Reps need to initiate nurturing campaigns to turn leads into buyers.

Keep in my mind the efforts you make in the awareness stage won’t work in the decision stage. For example creating awareness through social media, blog posts and emails works at awareness but won’t help leads to make a decision; at this stage, they prefer demo calls or either free trials.

✅ Step 4

Closing a Deal – Make a sale

Success! You have successfully closed the deal with the lead and converted them to customers. They’ll now be transferred to customer success for onboarding.

B2B Lead Generation Strategies that Work on 2023

Most of B2B companies focus on generating high-quality leads than high-quantity leads. The best way to generate qualified leads is to have an enticing B2B lead generation strategy in place. Businesses need to tailor their strategy around your industry, product/service and buyer. There is no single one size fits all solution, your sales and marketing team needs to experiment, learn and implement multiple lead generation strategies until you find the best that suits you. Ready to explore? Below we shared proven 8 b2b lead generation strategies to increase your sales.

Run an A/B Tests

CTA button

Using an evergreen content campaign continuously generates B2B leads

lead magnets

Build your trust with social proof

Showcase your reviews on your website – If you had a long-term relationship with your clients, encourage your customers, to leave testimonials on your landing page and also you can display third-party reviews from Trustpilot, Google or G2 crowd.
Display your case studies – Sharing your success stories with your customers is an excellent way to build trust.
Display your business stats – Display the stats of your business such as subscribers, no.of.clients, and downloads to showcase your performance. It will help you to build credibility and build trust with your customers
Dont let leads escape your landing page – Create a winning Landing Page

Upgrade with catchy headlines to catch the attention of buyers
Build trust with social proof – Make louder for the people in back
Make your CTAs stand out to entice visitors to take action
Integrate Live chat functionality within your page

Publish and Promote more case studies

Capture the attention of your Visual Audience with Video content

Ninety per cent of marketers admit that video is the best way to repurpose your content.
Next to Google, Youtube is the largest search engine platform on the web.

lead generation tool

Target leads on LinkedIn

popular social network platform

Final Thoughts!

The B2B lead generation process involves defining your ideal customer profile, developing a lead magnet, driving traffic to your lead magnet, capturing leads, nurturing leads, qualifying leads, and closing deals. Generating B2B leads and increasing sales can be challenging but, it’s possible if you have an effective lead generation plan in place and implement it successfully.

Ready to take your B2B lead generation to the next level and drive business growth? Start by implementing these proven strategies and tactics today. Remember to remain focused on your buyer personas and be open to refining your approach along the way. With persistence and a data-driven mindset, you can achieve B2B lead generation success. Don’t wait – start implementing these tips now and watch your sales soar!

Verginiya

Hey, this is Verginiya Patrick, Senior Manager - Enterprise Digital Marketing and Operation, with extensive experience in developing data-driven marketing campaigns and strategies, successfully managing marketing teams, and monitoring the performance of digital marketing campaigns.

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26 AprSEOKeywords

Google E-E-A-T: Why “Experience” Matters for Your 2023 SEO Strategy

Nigetha

Search engine optimization (SEO) is constantly evolving, with new ranking factors being introduced regularly. In recent years, Google’s E-E-A-T (Experience, Expertise, Authority, and Trustworthiness) guidelines have become more important for website owners to understand and implement it. However, as we look at it in 2023, it’s clear that “Experience” is set to become a crucial factor in your SEO strategy.

1. Why Does E-E-A-T Matter for SEO?

Google uses a set of standards called E-E-A-T, which stands for Expertise, Authoritativeness, Trustworthiness, and Experience, to assess the value and applicability of a website’s content. The addition of “Experience” emphasizes the significance of user experience in assessing a website’s overall quality and relevancy, even if E-A-T has been a ranking factor for some time.

Because it directly affects engagement metrics like bounce rates, time on site, and conversion rates, user experience is crucial. Users are more likely to abandon a website fast if it is challenging to navigate, loads slowly, or is crowded with low-quality or irrelevant material, which will lead to a high bounce rate.

By optimizing for E-E-A-T, you can improve your website’s user experience and engagement metrics, which can positively impact your search rankings. This includes the following metrics:

Experience: It provides seamless, enjoyable user experience on your website that can ensure a pleasant and effortless user experience on your website, it is essential to prioritize responsive design, quick loading times, simple navigation, and the provision of relevant, top-notch content.
Expertise: Demonstrating expertise in your field by providing up-to-date, an accurate and relevant information which are necessary to your users that can be achieved through well-researched content with quality links from authoritative sources, and a strong reputation within your industry.
Authoritativeness: Establish your website as an authoritative source in your industry by creating content that is unique, insightful, and informative. This can be done via leadership, publishing original research, or gaining recognition from reputable third-party sources.
Trustworthiness: Building trust with your audience by providing transparent, unbiased, and trustworthy information. It can be done via clear disclosure of affiliations or sponsorships meantime providing evidence to support claims, and maintaining a strong reputation within your industry.

Therefore, optimizing for E-E-A-T is an essential aspect for SEO because it highlights the importance of user experience in determining a website’s overall quality and relevance. By prioritizing user experience and establishing your expertise, authoritativeness, and trustworthiness, you can improve your engagement metrics, drive more traffic, and ultimately increase conversions.

2. How Important is "Experience" for Your 2023 SEO Strategy?

While E-A-T has been an important ranking factor for some time, “Experience” is expected to became more crucial aspect in 2023. This means that providing a seamless, enjoyable user experience on your website will be more critical than ever before. Google’s goal is to provide its users with the best possible experience, and by prioritizing “Experience” in your SEO strategy, you can improve your website’s engagement metrics, including bounce rate and time on page.

As an experienced SEO professional understands the importance of search engine algorithms, knows how to conduct thorough keyword research, and can implement effective on-page and off-page optimization strategies that will drive targeted traffic to your website. They also have a deep understanding of the user intent behind the search queries, which is crucial for creating content that meets your target audience’s needs. As we know search engines will continue to prioritize websites that provide excellent user experience, including fast page load times, mobile responsiveness, and easy navigation and SEO professionals will have the knowledge and skills to optimize your website for these factors and ensure that your website provides the best possible user experience.

Additionally, with the increasing use of AI and machine learning in search algorithms, experienced professionals can leverage their knowledge and expertise to stay ahead of the curve and adapt their strategies to the changing landscape of SEO.

Therefore experience is vital for any successful SEO strategy in 2023 and beyond. With experienced professionals on your team, you can be confident that your website is optimized to meet the latest SEO standards and provide an exceptional user experience for your target audience.

3. How to Enhance Google E- E-A-T for Your SEO Strategy:

You can follow the set of rules which Google recommended:

Create high-quality content: High-quality content that is well-researched, well-written, and informative that can support to establish your expertise, authority, and trustworthiness.
Build quality backlinks: Build Backlinks from high-authority websites that can signal to Google that your website is trustworthy and credible.
Optimize for mobile devices: With more people accessing the internet from their mobile devices than ever before, it’s more crucial to ensure that your website is optimized for mobile devices.
Utilize social proof: Displaying, testimonials, reviews and social media followers can help establish social proof and build trust with your audience.
Ensure website security: A secure website with HTTPS encryption can improve your website’s trustworthiness and credibility.
Focus on user experience: A positive user experience is crucial for retaining visitors and improving your website’s engagement metrics. This includes elements such as site speed, navigation, and design.

Enhancing your E-E-A-T can be challenging, but working with experienced professionals can help. Our team of content marketing professionals can help you to create high-quality content, build quality backlinks, optimize your website for mobile devices, and much more. Contact us today to learn more about our services and how we can.

Wrap Up:

As I said earlier in 2023, it’s very clear that “Experience” is a crucial ranking factor for SEO. Providing a seamless, enjoyable user experience on your website will be more critical than ever before. if you want to improve your website’s SEO in 2023, contact your dedicated digital marketing team works from our office space, where they get a fully-equipped working area that allows you to directly communicate with them and Enhance your E-E-A-T, and work with a skilled content marketing team to achieve your goals. Remember, the ultimate goal of SEO is to increase conversions, so prioritize your users and their needs. Start implementing these strategies today to stay ahead of the competition and boost your online presence.

Nigetha

Nigetha Thurairajah, Senior Digital Marketing Manager for Partner's Growth at Prime One Global, Nigetha Thurairajah, Senior Digital Marketing Manager at Prime One Global, having more than 10 years of experience in Digital Marketing industry, specializing in Analytics and Conversion Rate Optimization. Skilled in Search Engine Optimization (SEO), Content Marketing, Analytics, Google Trends, Site Analysis, Web architecture, Competitor research and Keyword Research. I am extremely passionate about public speaking and doing podcast 🙂

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01 AprBusiness Marketing StrategyDigital Marketing StrategiesGrowth Marketing

What is Growth Marketing and How Does it help for Business Growth?

Verginiya

In the emerging fast-paced world it’s really challenging for all kinds of businesses to stay ahead of their competitors. In order to stand out from the competition, businesses have to implement marketing tactics, adopt new innovative marketing strategies and use data. This is where the term Growth Marketing plays a crucial role. In recent years Growth Marketing has emerged as buzz word among marketers and businesses that focus to drive revenue growth. So, in this post let’s explore what growth marketing is, how it differs from traditional marketing, and how it can help businesses to scale.

1. What is Growth Marketing?

Actually, growth marketing is a long-term data-driven strategy that focuses on driving robust and sustainable growth for businesses. The ultimate goal of growth marketing is to identify the most efficient and effective ways to drive user acquisition and retention, rather than just building brand awareness. The two main factors of growth marketing are data and experimentation. Growth marketers run various continuous iterative experiments and gather data on customers’ behaviour, interest, intent, and market insights to get an understanding of customers and optimize customer journey touchpoints. With the right mix of tactics, growth marketing tactics can provide a snowball effect on businesses and their bottom line.

2. What differs growth marketing from traditional marketing

Essentially Growth marketing goes beyond traditional marketing methods. The main difference between growth marketing and traditional marketing is the focus on growth.

Traditional marketing focuses on the top of the funnel to drive brand awareness while growth marketing focuses on the full funnel to acquire, engage and retain customers and turn them into the champions of your brand; this means growth marketers involve in experimentation and use customer data-driven tactics and strategies at each stage of the funnel to rapidly scale their business. They work relentlessly to identify the innovative approaches that work best for their businesses.

Another key difference is in the traditional marketing decision-making approach is based on opinion or gut feeling, on the other hand, growth marketing is based on evidence which led to data-driven decisions.

Overall, growth marketing is a more agile and data-driven approach to marketing that is focused on driving sustainable and scalable growth. Traditional marketing, while still important, may not be as effective in a rapidly evolving digital landscape where consumers are increasingly empowered and demand more personalized and relevant experiences.

03. Core Components of Growth Marketing

✅ A/B Testing

A/B testing also called a multivariate test, is one of the core components of Growth Marketing. Growth marketers use A/B testing to compare the two different versions. This involves testing option A against option B for example testing two different versions of landing pages, Ad copy, design, and other features. Once the growth marketer finds the best variation that drives greater engagement and conversion, they can then optimize future marketing efforts upon the effective variation to scale their growth plan.

✅ Cross Channel Marketing

Cross Channel Marketing focuses on prospects and current customers through multi-channels such as email marketing, Digital advertising campaigns, Social media, and other channels. While Integrating multi-channel marketing into your growth marketing strategy plan ensures the customer experience is consistent and relevant. One of the finest ways to provide a multi-channel experience is to implement a Conversational Marketing Platform.

✅ Customer lifecycle

The customer lifecycle is also an important part of growth marketing. The customer lifecycle is the journey that your customer goes through during their relationship with your brand. This involves how customers move through different stages of their customer journey, from becoming aware of the product to making a purchase and converting into a loyal customer. As a growth marketer, a crucial aspect is to identify the stages within the customer lifecycle that offer growth opportunities. To determine these stages, it is essential to analyze your business data thoroughly. By doing so, businesses can create effective marketing campaigns to accommodate the changing needs of customers at each stage.

✅ Customer Feedback

Another key component of Growth marketing is customer feedback. The ultimate goal of the growth marketing strategy is to build a long-term relationship with your customers. Gathering, customer feedback continuously gives you insights about what’s their experience and what’s making the frustrated. To gain insights quickly, data analysis is valuable, but interacting with customers directly can provide feedback much faster. You can collect customer insights through surveys, interviews, social listening, and focus group to identify what is working and what is not and based on their opinion to optimize your campaigns.

04. How Growth Marketing Campaigns can be implemented using Pirate Funnel

The Pirate Funnel is also called as AAARRR model which helps to scale your business and achieve exponential growth. It is mostly used by growth marketers to find their bottleneck and to find where to pay more attention. AAARRR frameworks track metrics across the customer journey from awareness, acquisition, activation, revenue, and retention to referral.

☑ Awareness

Awareness is the first stage of the funnel, where the customer interacts with your brand for the very first time and learns about your brand and solution, while businesses aim to make people aware of the product and create interest among them. You might have an excellent product that offers immense value but it can be challenging to acquire customers if they did not know about the product. Growth marketers need to focus on a cohesive approach to drive the customers to the awareness stage and retain them throughout the funnel.

For example, Growth marketers can run A/B testing to test which type of blog content or social media posts helps to generate more traffic and engagement.

☑ Acquisition

The acquisition is the process of attracting and converting potential customers into actual paying customers through personalized emails, gated content, giveaways, or sign up for a free trial. At this stage, businesses focus on increasing the customer base and revenue. This stage is very crucial for brands to achieve sustainable growth. So, they have to focus on the right audience.

☑ Activation

Activation is the third stage of the Pirate metric, it is a part of the customer onboarding process. At this stage, businesses convert the acquired customers into active and engaged customers. The main goal is to increase the customer experience. This is the process aiming active customers to use the product or service purchased as soon as possible. Growth marketers run experiments with different onboarding tactics like video demos, and personalized customer services to find what methods are most effective to activate your audience.

☑ Retention

The retention stage of the pirate funnel is to keep the customers engaged continuously and increase the customer lifetime value through continuous purchases. After customers have activated its crucial to retain them. Keeping the customers delighted is a key component of a growth marketing strategy, it’s also important to acquire new users but at the same time, it’s essential to generate revenue from the existing customers. Data enrichment and customer data science assist growth marketers to gather insights about customer opportunities and creating growth marketing strategies like continuous customer support and releasing new product features.

Revenue

Once you have a base of loyal customers, the next step is to focus on generating revenue, where businesses need to monetize their offerings and convert active customers into paying customers. In order to increase sales or revenue streams, growth marketers can experiment and improve pricing strategies by offering premium features, upselling the current customers and developing new price models.

It is crucial to understand that the revenue stage is highly dependent on the previous stages specifically activation and retention. A business will struggle If a business failed to activate and retain its customers. Therefore, it’s important to have a sound knowledge of how all these stages work together to achieve sustainable growth.

☑ Referral

The referral stage is the final stage in the customer journey, where loyal customers play a role as brand ambassadors to refer your products and services to new customers. Meantime growth marketers can experiment with different referral programs by offering incentives or promotional methods like discounts, free upgrades, vouchers, or cash back to customers who refer your business to others. This kind of innovative approach helps to increase referral rates.

🔔 Wrapping Up

To sum up, Growth marketing is a powerful strategy for businesses that thrive to scale and achieve sustainable growth. With the best combination of data-driven insights and experimentation growth marketing helps to attract, acquire, activate, and retain customers to accelerate growth. If you are looking to scale your business and want to increase your ROI, but are unsure where to begin? Start your growth marketing journey today and unleash the full potential of growth marketing to take your business to next level.

Verginiya

Hey, this is Verginiya Patrick, Senior Manager - Enterprise Digital Marketing and Operation, with extensive experience in developing data-driven marketing campaigns and strategies, successfully managing marketing teams, and monitoring the performance of digital marketing campaigns.

Unleash Your B2B Lead Generation: Secrets to Generate High-Quality Leads and Fuel Business Growth

Verginiya

Table of Contents

What is B2B Lead Generation?

B2B Lead Generation Process

✅ Step 1

Identifying your B2B Sales Lead

✅ Step 2

Contacting Potential Leads

✅ Step 3

Qualifying and Prospect High-Quality Leads

✅ Step 4

Closing a Deal – Make a sale

B2B Lead Generation Strategies that Work on 2023

Final Thoughts!

Verginiya

Hey, this is Verginiya Patrick, Senior Manager - Enterprise Digital Marketing and Operation, with extensive experience in developing data-driven marketing campaigns and strategies, successfully managing marketing teams, and monitoring the performance of digital marketing campaigns.

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Google E-E-A-T: Why “Experience” Matters for Your 2023 SEO Strategy

Nigetha

Table of Contents

1. Why Does E-E-A-T Matter for SEO?

2. How Important is "Experience" for Your 2023 SEO Strategy?

3. How to Enhance Google E- E-A-T for Your SEO Strategy:

Wrap Up:

Nigetha

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What is Growth Marketing and How Does it help for Business Growth?

Verginiya

Table of Contents

1. What is Growth Marketing?

2. What differs growth marketing from traditional marketing

03. Core Components of Growth Marketing

04. How Growth Marketing Campaigns can be implemented using Pirate Funnel

🔔 Wrapping Up

Verginiya

Hey, this is Verginiya Patrick, Senior Manager - Enterprise Digital Marketing and Operation, with extensive experience in developing data-driven marketing campaigns and strategies, successfully managing marketing teams, and monitoring the performance of digital marketing campaigns.

Share this article:

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