5 Ways to Increase Your B2B Sales Leads

Published on May 31, 2018 by Tom Jenkins

Finding a high number of quality leads is critical to your sales and business success.

 

You don't want unqualified leads who aren't truly interested in the services that you offer, and you certainly don’t want no leads at all. By utilizing these five strategies, you'll find yourself in a great position to locate, qualify and convert B2B sales leads.

 

#1: Use Sales Chat on Your Website

 

Sales Chat is a great tool to reduce your bounce rate and turn website visitors into warm leads who are interested in learning more about your products and services.

 

It ensures someone or something (in the case of a bot) is always on hand to chat or interact with visitors, whether they're browsing your site during the day or checking out what you have to offer at night.

 

When set up and implemented correctly with a trained team behind it, sales chat ensures site visitors will receive high-quality personalized content and information, that’s geared towards their goals, wants and pain points, helping them to really understand your business and make positive decisions in favor of your services.

 

If you're on the fence about whether or not sales chat can provide valuable input to you, you may want to review the results that are possible:

 

Ipswitch Sales Chat Case Study

 

#2: Master Outbound Calling

 

Mastering the art of outbound calls is crucial to your sales team. A high percentage of your overall sales happen over the phone--and a good outbound calling strategy will help improve your odds of using each call to full advantage. Make sure that your outbound call strategy includes:

 

- Clear goals, including both average handle times for calls and close rates

- A strategy that will allow you to qualify the lead in order to better shape future contacts

- Follow-up plans for increasing the connection to the contact when the call is finished

 

Many marketing professionals are on the fence about whether or not to use scripts for outbound calls. If you do opt to use a script for your calls, make sure that it is designed to help agents give prospects the support they need, rather than tying their hands. Scripts should be tools in the arsenal of your agents, rather than forcing them to adhere to rules that might not make sense for individual calls.

 

#3: Social Selling

 

Social media offers a number of valuable opportunities for increasing your leads and boosting sales. LinkedIn, for example, has risen to become the most effective social platform for B2B lead generation.

 

No longer just for recruitment, it offers a number of ways to connect with qualified prospects and provide them with information about the solutions you can provide them with, from in-mail to messages, company updates to likes.

 

It has left many salespeople with a 51% higher chance of meeting their sales goals and even sees directors achieve promotions 1.6 times faster.

 

Social Selling

 

Social media offers an unprecedented opportunity to learn more about your leads before making contact with them. On LinkedIn, you can get a great idea of an individual's position within a company, what their pain points are, and how your business's solutions can make their everyday job easier. You can also qualify your leads before making contact, allowing you to determine how much purchasing power an individual has within their business.

 

Check Out Some Top Tips for Social Selling Success Here

 

#4: Quality Training

 

You can no doubt remember countless bad sales calls and emails you've received. Some people are natural salespeople, but not everyone! With the right training however, anyone can be great.

 

People still buy from people, and that means that you need to provide your sales team with the tools they need for success. Make sure your training includes:

  • - Scripts that salespeople can fall back on when needed
  • - Information on how to handle reluctant customers
  • - Strategies for qualifying leads and improving the quality of an existing lead

Providing your sales team with the right training is the most effective way to ensure that they're maximizing their sales efforts. It doesn't matter if you're selling to private customers or customers who are positioned within their company to make key sales decisions, the better trained your sales team is, the greater the success you will have.

 

#5: Sales and Marketing Alignment

 

If your sales and marketing teams are in constant conflict, chances are, you're going to find yourself struggling to meet your overall sales goals. When sales and marketing are in alignment on the other hand, you can see 32% greater year-on-year growth.

 

Sales and Marketing Alignment

 

A few top tips to achieve alignment are:

  • - Have a solid definition of what constitutes a Sales vs a Marketing qualified lead. Arguing over lead quality is one of both team’s biggest pain points.
  • - Agree the exact point marketing passes leads to sales to avoid any confusion.
  • - Utilize lead scoring to help firstly qualify and secondly prioritize the best leads.
  • - Collaborate, share and co-create campaigns, content and ideas. Both teams have different and equally valuable insight into prospects.

B2B Lead Generation Through an Omni-Channel Sales Strategy

 

Generating a high number of quality leads is crucial to your business. Utilizing the following 5 strategies will put you in a great place to achieve success:

  • - Use sales chat on your website
  • - Master outbound calling
  • - Adopt social selling
  • - Train your team to succeed
  • - Align your sales and marketing teams

One thing we can guarantee is that if you have all or most of the above in place, you will be well on the road to reaching your sales goals.

 

For more info on how you can generate quality B2B leads via sales chat, check out our guide:

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Topics: sales