How to generate strategic leads in B2B businesses?
Posted: Tue Jan 21, 2025 4:45 am
Many companies waste potential customers due to poor communication or lack of clarity in the search for leads.
Regardless of the industry or size of your business, when it comes to marketing strategies, lead generation is one of the most important steps in the process. After all, this concept refers to potential customers who have already shown interest in your product or service and want to learn more about your work, representing a huge business opportunity.
However, despite its importance being quite clear to the market, lead generation, especially in the B2B area, is still a subject that generates a lot of doubts when thought about strategically. As a result, many companies still end up wasting potential customers, often due to poor communication or a lack of clarity about the correct channel to search for these leads.
In this sense, it is possible to say that capturing B2B leads argentina whatsapp data requires prior structuring for the company to be successful in its attempt. With this in mind, I have listed three fundamental points in this process. Check them out:
Identifying the profile
The first step is to define in detail the customer profile that should be the focus of the action. This stage is commonly known as forming the ICP (Ideal Customer Profile). This is when the company structures the fundamental details about the characteristics of potential partners. Using this data, it is easier to clearly understand who they are, what they need, their pain points and their preferences.
In addition to being able to structure and create an assertive strategy aimed at the desired customers, having a quality ICP also ensures that the corporation limits its scope of action very well, avoiding wasted spending and time on areas that will not bring the desired return.
It is essential to make it clear that the formatting of the ICP by a company is not definitive. It is always important to be aware of whether the profile used in the actions really represents the current interests of the organization.
What is the best channel?
Once the profile of the action has been identified, it is time to choose viable options for connecting with this potential customer. It is important to note that the better the company knows the desired customer profile, the easier it is to identify the ideal channel to search for this lead.
There are currently several channels for connecting: email, phone, chat, inbound content and paid media are some of the options in the current context. However, in a world of many choices, it is always important to keep in mind the need to identify the method that brings assertiveness to the process. This does not mean that the organization needs to invest in only one channel, but it is advisable to have one of them predominate.
Speaking first of outbound options – or those in which the company uses an active strategy to attract customers – it is possible that there is a saturation of the channel and simply sending emails may not be enough in some markets. Therefore, much more than sending mass emails, it is essential to work with strategy and context combined with digital prospecting. Organizations should not call at any time or rely on trial and error, just as they cannot try to call all potential customers in the same way on WhatsApp. It is necessary to add a circumstantial factor. Today, one of the most interesting ways to do this is to establish contact via phone or chat at a time close to/recently after the email was read, so that it is possible to generate a context for that communication – there are already technologies on the market that help sales professionals map these behaviors and we call this period of reading/opening the email the connection window.
Regardless of the industry or size of your business, when it comes to marketing strategies, lead generation is one of the most important steps in the process. After all, this concept refers to potential customers who have already shown interest in your product or service and want to learn more about your work, representing a huge business opportunity.
However, despite its importance being quite clear to the market, lead generation, especially in the B2B area, is still a subject that generates a lot of doubts when thought about strategically. As a result, many companies still end up wasting potential customers, often due to poor communication or a lack of clarity about the correct channel to search for these leads.
In this sense, it is possible to say that capturing B2B leads argentina whatsapp data requires prior structuring for the company to be successful in its attempt. With this in mind, I have listed three fundamental points in this process. Check them out:
Identifying the profile
The first step is to define in detail the customer profile that should be the focus of the action. This stage is commonly known as forming the ICP (Ideal Customer Profile). This is when the company structures the fundamental details about the characteristics of potential partners. Using this data, it is easier to clearly understand who they are, what they need, their pain points and their preferences.
In addition to being able to structure and create an assertive strategy aimed at the desired customers, having a quality ICP also ensures that the corporation limits its scope of action very well, avoiding wasted spending and time on areas that will not bring the desired return.
It is essential to make it clear that the formatting of the ICP by a company is not definitive. It is always important to be aware of whether the profile used in the actions really represents the current interests of the organization.
What is the best channel?
Once the profile of the action has been identified, it is time to choose viable options for connecting with this potential customer. It is important to note that the better the company knows the desired customer profile, the easier it is to identify the ideal channel to search for this lead.
There are currently several channels for connecting: email, phone, chat, inbound content and paid media are some of the options in the current context. However, in a world of many choices, it is always important to keep in mind the need to identify the method that brings assertiveness to the process. This does not mean that the organization needs to invest in only one channel, but it is advisable to have one of them predominate.
Speaking first of outbound options – or those in which the company uses an active strategy to attract customers – it is possible that there is a saturation of the channel and simply sending emails may not be enough in some markets. Therefore, much more than sending mass emails, it is essential to work with strategy and context combined with digital prospecting. Organizations should not call at any time or rely on trial and error, just as they cannot try to call all potential customers in the same way on WhatsApp. It is necessary to add a circumstantial factor. Today, one of the most interesting ways to do this is to establish contact via phone or chat at a time close to/recently after the email was read, so that it is possible to generate a context for that communication – there are already technologies on the market that help sales professionals map these behaviors and we call this period of reading/opening the email the connection window.