Wearing down sales staff with cold calling? This method has become obsolete thanks to efficient alternatives. In addition, it is not the job of the sales team to generate leads – but to develop already interested contacts into buyers. B2B lead generation is the job of the marketing department. Gerald Uhr from SalesDesk is an expert in digital marketing and sales strategies and shows in this guest article which special social selling tools and methods can be used to successfully generate leads in B2B .
Why lead generation with social media is also a good idea for B2B
How social selling makes a valuable contribution to marketing .
Telephone acquisition is nerve-racking, sometimes overseas data demotivating and not particularly effective. Employees have to deal with numerous rejections before they win over a prospective customer. In the worst case, contact persons feel harassed. The core task of B2B sales is something else: looking after new and existing customers. This means convincing prospective customers and providing advice to existing customers. It is particularly important in B2B lead generation to build a good relationship with the potential customer, otherwise the deal will be a long way off. Especially since the purchasing process in B2B industries can sometimes take months or years.
Lead generation is the task of marketing
In order to maintain the motivation of the sales staff, others should ensure a constant supply of leads – ideally the marketing department through suitable B2B online marketing measures.
In the age of inbound marketing, prospective customers are i shouldn’t have a horrible experience when giving prepared with lead nurturing campaigns in a multi-stage process of lead qualification. For example, potential customers look around the website a few times, download a white paper and leave their contact details in return. This is the right time to hand the leads over to the sales department. The disadvantage in B2B: up to this point, the personal contact that builds trust is usually completely missing.
This is where a method
Comes into play that has great potential, especially in B2B: social selling. Social selling serves as a supplement or alternative when resources or know-how are lacking for complex nurturing campaigns or when the focus is to be on personal contact america email list right from the start. B2B lead generation Instead of burdening sales staff with telephone acquisition, marketing staff work on lead generation using social selling tools.