7 Ways to Increase Your B2B Sales Leads This Year

Olin Hyde
March 19, 2016

B2B sales is one of the most lucrative industries in the world. As many businesses have learned to their cost, selling to a business isn’t like selling to an ordinary member of the general public. 2016 could be the year where you enhance your B2B sales for the better.

This guide is going to introduce you to seven ways to increase your B2B sales leads this year.

Photo credit: Nguyen Vu Hung (vuhung) via VisualHunt / CC BY

Produce Great Content

Leads are people who are potentially interested in what you have to offer. Your first task should be to produce great content. You need to be able to give people a reason why they should care about what you have to offer. Rather than concentrating on your sales team this year, think about your content marketing team and how you are going to get people interested.

Take that Content to Social Media

Writing a blog or two every week isn’t enough for a content marketing campaign. You need to take that information and shove it in the faces of people. The way to do this is through social media. It’s the undisputed way of reaching people because it’s what people from all backgrounds spend their time on.

Facebook and Twitter isn’t enough, though. You need to target niche social media networks, such as LinkedIn, Instagram, and Pinterest.

Use Data to Target Quality Leads

The amount of leads you have means absolutely nothing. You could have a thousand leads on your list, but it’s not going to make any difference if none of them are interested in what you have to offer. It’s the same obsession people have over website traffic. What website traffic and leads have in common is none of them can be used to pay your bills.

Focus not on the quantity of leads but the quality of leads through leveraging technology. Analyze the data you receive from your website, social media, and your target audience to target only the people whom are genuinely interested in what you have to offer. It makes sense because high-performing sales teams are four times more likely to use analytics.

Pay to Play

Lead generation, more than ever, is a pay to play venture. Use social media ads to both generate leads and generate data that you can use to better target the businesses most likely to be interested in what you’re offering. Don’t be afraid to pay for results.

Be a Socialite Not a Seller

Your B2B sales team should be a misnomer. The worst thing you can do in 2016 is to approach a potential lead as if you were a salesperson. This is only going to turn them away from you because people are programmed to be suspicious of salespeople, and that applies double to businesses.

Businesspeople are determined to get duped and most of them will, as a consequence, have made their decisions about you before you even begin speaking to them.

So what can you do about it?

Be a socialite not a seller. Create leads by engaging with people on the things they care about. One of the most effective tactics you can wield is to talk about people about the things they care about. In a B2B environment, your best option is to talk about the person’s business.

There’s nothing more appealing to a businessperson than being able to talk about what they are passionate about. Furthermore, you can easily provide solutions to any problems they are having and bring the whole conversation back to what you were originally trying to sell.

Expect Lead Generation to Take Longer

Building relationships isn’t something you can do overnight. You may exchange emails with a business on multiple occasions before you can conclude that they are a lead for you. And this is going to become the norm. Don’t embrace old-fashioned B2B tactics by assuming that you have to give up after one or two emails.

Things are going to take longer. It’s going to take a lot of effort on your part to build up a relationship to the point where you can confidently consider them a lead.

Think Fast

Businesses are guilty of taking the shortest possible route. When a business wants a solution, they will often go for the company that they come across first. Make sure that you are first by establishing a perpetual and consistent presence in both the search engine rankings and social media.

And thinking fast is the main message of B2B selling in 2016. Operate swiftly and be able to change in line with the trends of an ever changing industry. If you can do that, you will find your lead generation tactics far more effective in 2016.

Further Reading

Lainey Mebust
July 9, 2020
Lainey Mebust
November 4, 2019
Lainey Mebust
. 15 min read