We provide inbound lead generation and outbound lead generation services to Australian and New Zealand B2B companies wanting to increase the number of prospects in their sales pipeline.
What is Lead Generation
The sales funnel starts with identifying and/or attracting people that might someday be customers for your business: leads.
Leads are reviewed and, if they fit a target buyer Persona, become Prospects. Prospects then convert to Customers when they make a purchase.
Lead generation is where every sale starts, by finding people that might one day become customers.
B2B Lead Generation Services
We provide the following of B2B lead generation services.
Note that these each of these approaches can work independently but combining them generates synergies that result in a 1 +1 = 3 outcome.
Inbound Lead Generation: Content Marketing
Creating information (content, blogs, etc) that your ideal lead will find enticing and then promoting that content. Typically, your content marketing will include assets targeted at different stages of your buyers purchasing journey. We provide services to help you write and promote content, and convert readers to subscribers. Download this case study on how we capture 38 new contacts per day, 7 days a week.
Inbound Lead Generation: Email Marketing
Using regular, relevant, communications with subscribers and their interaction with the content and website to identify sales lead opportunities for action by the sales team. We provide services to design and automate the nurturing of subscribers, scoring their interactions and alerting of sales teams.
Inbound Lead Generation: Social Selling
There are several social networks you can be use to promote your business but for B2B sales, LinkedIn is by far the most effective. Making simple changes in your sales teams use of LinkedIn and ensuring they have the right profile can create a strong source of sales leads. We give your sale teams the most effective profile and training on how to generate inbound leads from this channel.
Inbound Lead Generation: Social Advertising
Because social networks have detailed knowledge of their users, they are very effective ways of targeting inbound content offers. You are able to target your exact B2B persona profile and convert them to leads at very reasonable costs. We recommend LinkedIn for B2B lead generation because of its ability to target staff in B2B organisations.
Outbound Lead Generation: Search Engine Advertising
Search engine advertising (Google AdWords, Bing advertising) targets key search terms and continues to be a viable outbound lead generation approach. It’s inability to target specific buyer personas makes it less effective than social advertising but it is still useful tool. We manage your Google Adwords campaigns and maximise the ROI of your spend.