Demand Generation, Lead Generation and Lead Nurturing.
LIKE ROCKET FUEL
FOR YOUR B2B BUSINESS
Growing a business is hard. Really f*cking hard. You may dream about making big money, driving big cars, everybody knowing who you are — like you’re a movie star.
But in reality you’re probably worried about where your next customer will come from. At night you can't sleep, you toss and turn. During the day you’re pulled in million different directions.
“Ohmygawd! What should I do? Should I blog? Start a podcast? Host a webinar? Build a personal brand? Document my whole f*cking’ life on Instagram? Post on LinkedIn five times per day?”
Most entrepreneurs, business owners and leaders try to do it all but end up doing a little bit of this… a little bit of that… with little to no results.
Most of the time this never-ending sh*t show of trying to figure everything out yourself ends up with you being more stressed, having spent time and money trying to get more clients and not invested money in a reliable way to grow your business.
I am here to tell you to stop!
The fact of the matter is that B2B sales are going through a major paradigm shift as we speak. Forget those old-school methods. Manual practices are being complemented by throwing digital and data-driven processes into the mix.
Companies can now increase their reach and scalability in an efficient way. So, instead of calling on 150 businesses per day, you can now reach 150 000 people per day... or more!
But being on the cutting edge of business building creates the need for a new approach that affects every step of the customer acquisition process — where data, speed, automation, and efficiency are core drivers.
Claim your free
strategy session today!
THE PROBLEM
Why do B2B companies struggle to generate and convert their leads into cold hard cash?
Identifying and attracting the right target audience
In order to generate relevant leads you first and foremost need to accurately identify and define the right target audience. Understanding who these people are is the most basic starting point when it comes to acquiring new customers.
However, you must also understand how they think and feel. You must know how they behave. What makes them tick. You must be know and understand their passions, dreams, fears, and desires. You need to know your customer better than they know themselves!
Without a clear understanding of who is most likely to buy from you, all your efforts will most likely result in you spending money on getting sh*t quality leads, which turn will result in sh*tty outcomes for your business. .
However, getting to know all the crucial detail about your ideal customer will allow you to tailor your marketing message directly to your audience, and focus your marketing budget on whichever market is most likely to buy your products and services.
While many B2B companies know who to target, most don’t know how to attract the right audience. But I will let you in on a little secret: the best way to attract your ideal customers is to provide value for free! And the best way to do this is through content.
You can attract the right audience by creating high-value content, and offer your prospects this incredible value without asking them to purchase anything in return. And you can target the right audience with the help of advertising.
If there is one insight you should write down on a piece of papper and keep it in your wallet next to a picture of your first born child, then it is this: The most dependable, and predictable, way to generate wealth is to turn advertising into profit!
People are spending an average of 7.5 hours per day online. There are over 8.5 billion searches on Google every single day. Facebook has more than 3 billion monthly active users. TikTok has over 1.5 billion monthly active users. Linkedin has 1 billion members in more than 200 countries and territories worldwide. These people are prospects, potential customers, that you have the opportunity to reach through advertising.
By putting the right content in front of the right people you can educate your prospects so they know more about the process of solving their problem, and they’re empowered to make a better buying decision. You can then position your solution as the obvious choice and make them an irresistible offer to solve their problems by becoming a customer of yours.
However, most B2B companies face a far greater challenge that often puts an end to all attempts at creating a reliable way to grow your business: the alignment between marketing and sales teams.
Alignment between marketing and sales teams
Tell me if this sound familiar.
Imagine you work in the marketing team at your company.
You’ve spent the last few weeks haunched over your computer, exposing yourself to so much blue light that you fear you might go blind. With enough caffeine in your system to give your grandma a heart attack, you’ve worked tirelessly to launch a new marketing campaign. Maybe you’ve even pulled a few all nighters to get it done.
After giving your blood, sweat and tears it’s finally time for the campaign to go live.
Everything is perfect!
After some the time the leads start pouring in, one after the another. You’re in ecstasy!
But to your surprise the sales team do not share your excitement.
You realise they have barely even bothered to call these prospects. “”What the f*ck! These leads are golden”, you think to yourself.
Now imagine you work in the sales team of that same company. While you’ve spent the last few weeks cold calling half the country and sending so many cold emails that your now sent straight into the spam folder.
Your exhausted from performing mental and verbal gymnastics trying to get past the receptionist, the secretary and anyone else standing in the way of you and the decision maker — receiving written and verbal abuse day in day out.
All the while, the fools in the marketing team has wasted time and effort creating fancy photoshop designs and editing TikToks.
Finally the leads are coming in. You might think to yourself “maybe they aren’t idiots after all. Maybe all that time wasn’t wasted".
But once you receive the leads is the same story all over again. You think to yourself: “This company is not in our target group, and this isn’t even the decision maker. I can’t sell to these people even if I wanted to! Those clowns in marketing are wasting my time”
This is often the greatest challenge of them all! Marketing and sales team are two face of the same coin. And they are responsible for creating the steady stream of income you need in order to grow your business.
The marketing team are always frustrated with the sales reps inability to properly follow up on the leads that they’ve worked so hard to generate. And the sales team are always frustrated with the quality of the leads the receive.
The disconnect between these two departments often extends beyond lead quality, lead handoff, and lead follow-up. Sales and marketing professionals report misalignment in terms of strategy, process, culture, and content in their organizations.
The top complaints included content created by marketing without the sales team’s input, content focused on pushing products rather than solving leads’ problems, and content that doesn’t move prospects through the buyer’s journey and the list goes on and on.
Difference in culture, skillsets, and personalities often creates issues when it comes to aligning these two. And bridging this gap requires clear communication, shared goals, and streamlined processes. Effective collaboration and alignment between marketing and sales teams is 100% necessary for your continued success.
Only when this alignment exist can you create a predicatable and reliable system to increase your sales in a way that scales, generates demand and leads of supreme quality.
Once you’ve overcome this obstacle you be ready to face the next challenge most B2B organisations struggle with: qualifying and nurturing the right leads.
Qualifying and nurturing the right leads
Once you’ve managed to attract the right prospects, offered them high-value content in exchange for their contact information, created alignment between marketing and sales, you must now understand who is ready to buy and who is not.
B2B sales cycles are typically longer and involve multiple decision-makers. Therefore, maintaining engagement and building relationships with prospects over time is a crucial key for success.
They way B2B business typically try to do this is by filling their prospects email inboxes with hard sales messages. The digital equivalent of receiving discount coupons in your mail. It ends up going straight into the trash.
The best way to nurture and qualify the right leads is to not try to sell anything to these prospects. The best way to nurture these relationships is by consistently providing value. By sending high-value content to these prospects, teaching them something that helps move them closer to their desired state, you can turn disinterested prospects into qualified leads with an eagerness to buy from you.
However, creating personalized and relevant content, delivering it through appropriate channels, and keeping leads engaged throughout their buyer's journey can be demanding.
A CRM system is required to mange this perpetual process effectively, but to do this, technical expertise is needed, and a framework needs to be established.
Claim your free strategy session today!
THE SOLUTION
What the f*ck is “Demand Generation, Lead Generation and Nurturing”, and how can it make you rich?
To build a system that can reliably help you to get more leads, get more clients and grow your business, you first need to address the typical problems that B2B companies face:
How to identify and attract the right target audience
How to alignment between marketing and sales teams
How to qualifying and nurturing the right leads
You do this by building process that can guide that way you and your employees work.
Business value is created by processes. Your processes are the things that make your business unique. It’s that magic that turns strategy into tactics. The thing that will separate you from the competition.
There are a few critical components that need to be part of your commercial process in order to both address the problems most B2B companies face and to reliably create a raging river of cash flowing into your business.
These are a process for generating demand for your product or service, a process for generating and capturing leads and a process for nurturing these leads — turning even the coldest of prospects into piping hot opportunities.
What is demand generation?
Demand generation is about gaining the attention of potential customers and nurturing their interest in your products and services. It’s a long-term strategy, but it has a compound impact on all marketing efforts. Over time, quality demand generation efforts result in more brand mentions, high-quality leads and revenue.
The best way to do this is to use content to build brand awareness, industry expertise and turning you into a thought leader. This a key element of reliable demand generation. Your brand is seen as an authority in its field from the very first interaction with a potential customer. This kind of exposure helps build client trust, and lays the groundwork for important conversations about customer pain points and the solutions your business can offer.
What is lead generation?
Lead generation, on the other hand, is about identifying prospects that express interest in your products and services and capturing their contact information. It’s a short-term marketing strategy with the goal of initiating sales conversations.
Both demand and lead generation are interconnected strategies and work together in moving prospects down the sales funnel. Demand generation is higher up in the funnel and builds the foundation for lead generation activities commencing in the middle of the funnel.
What is lead nurturing?
Lead nurturing takes things one step further. It is the process of using various tactics to help potential leads progress through the sales funnel and their buying journey. Lead nurturing is essential to both engaging potential buyers and providing qualified prospects for sales.
As a whole this process can be broken down into three key areas: lead scoring and qualification, lead nurturing and engagement, data quality and management.
Lead scoring and qualification
Only 5% all of your possible customers are ready to buy at any given time, And lead scoring and qualification enables you to assess the quality of leads and rank them according to their potential to become paying customers. This requires establishing common criteria and implementing an effective processes, which can be a daunting task.
Lead nurturing and engagement
If only 5% are ready to buy, then that means that 95% of all of your possible customers are not yet ready to buy. This might be a consequences of a million different reasons.
Timing, X, Z and Y all effect peoples propensity to buy, but in my experience prospects often hesitate to buy when they lack information or understanding about a topic. However, the more informed they are, the more likely they are to make a purchase. The name of the game is to transform these prospects into eager buyers with the help of lead nurturing
Lead nurturing becomes crucial in maintaining engagement and building relationships with prospects over time. This process involves crafting personalized and pertinent content, distributing it via suitable channels, and ensuring leads remain engaged at every stage of their buying journey, which can be a challenging endeavor.
Data quality and management
Over time the quality of your data will naturally deteriorate. Companies will go bust, merge with another or be acquired. People will change jobs, be promoted or demoted. B2B companies will often also acquire leads from multiple sources, and integrating, cleaning, and merging data can be complex.
THE PROCESS
How can Samzars help you?
I
Pre-study
Before we can fix things, we need to know what's broken. Therefore, we start each and every new partnership with a dedicated pre-study.
We study how your company currently generates and manages new business opportunities. We assess the maturity of your tech stack and processes.
After that, we'll work with you on establishing the scope of the project, the business objectives, and the strategies that will guide our work.
Finally, we’ll work with you to develop a business case, create a roadmap, and prepare for the next stage of the process: the implementation phase.
II
Implementation
In the implementation phase, we procure and deploy all of the solutions that are necessary for you to succeed.
We help you implement a suitable CRM solution and processes to manage your data and leads. We ensure accurate tracking and setup through pixel, tag management, and analytics to measure performance and gather insights
We help you formulate and implement a winning content marketing strategy that help you produce quality content that your potential customers will be dying to consume.
We help you drive an endless raging river of online traffic to your site, your content and your offer with the help of performance marketing.
We help you continuously qualify and nurture the right leads with the help of sophisticated marketing automation and CRM management.
III
Analytics & Reporting
Similar to anything else in life that’s a challenge, the key to success is setting clear goals and keeping track of your progress. Growing your business is no different.
To help guide your work going forward, we help define relevant key performance indicators, build customized dashboards, and analyze your campaign results —uncovering insights and informing future actions.
IV
Optimization
With the insights gathered for you, we can continually optimize and fine-tune your strategy, tactics, and actions —ensuring we consistently exceed your goals and support a steady, ever-expanding flow of revenue.
Claim your free strategy session today!
100% FREE no-obligation 30-minute strategy session
Say goodbye to the uncertainty, trial-and-error, and never-ending challenges of navigating uncharted territory on your own.
Instead, propel your business forward using established, structured frameworks, and data-driven customer acquisition methods, leaving no room for mere hopes and prayers.
Just drop me a message by filling out the form below and claim your free strategy session today!