Do you ever wonder why lead generation efforts, no matter how well-planned, fail?
The most common reason is the wrong audience targeting and understanding of customer preference.
How to fix it?
Do extensive research and consider your potential clients’ past habits. Lead generation in B2B sales is seen as challenging, but turning those leads into sales is more difficult.
Any B2B company must prioritize lead generation and inside sales. They help to attract, test. and convert prospects into customers as well as maintain relationships with current clients. But given the changes in technology, customer behavior, and market dynamics over the coming years, how will companies change?
- Embrace the Hybrid Sales Model
Gone are the days when you need to rely on either field sales or inside sales. Hybrid sales representatives, who may connect with prospects in their preferred manner by combining remote and in-person contacts, currently hold the key to the future.
Only 17% of the time that B2B customers spend researching a purchase is spent visiting potential suppliers. In addition, 75% of clients would rather not meet with salespeople in person.
As a result, sales reps must be adaptable to the environment and stage of the buyer’s buying cycle.
Most B2B companies will employ hybrid sales reps, particularly those offering expensive products. Suppose you want to prepare your B2B sales company ready for this shift. In that case, you must invest in education, mentoring, and technology to give your reps the information and resources they need to prosper in a hybrid environment.
- Harness the Power of AI and Analytics
Making cold calls and sending out bulk emails are only a small part of inside sales. It is about identifying, engaging, and nurturing prospects in a customized and pertinent way using data, insights, and technology. Inside sales is evolving from a transactional to a consultative job thanks in large part to artificial intelligence (AI) and analytics.
Inside sales representatives can help in the following ways:
- Analyze and prioritize leads according to fit, interest, and intent.
- Deliver tailored offers and messaging depending on the buyer’s profile, actions, and needs.
- Automate repetitious procedures like appointment scheduling, lead scoring, and follow-up communications.
- Test various approaches, platforms, and content to improve their performance Predict results like lead conversion rates, deal sizes, and win probabilities.
Inside sales teams looking to boost their penetration, reach, and efficiency will probably find AI and analytics to be crucial. B2B sales companies will need to make investments in governance, data integration, and the ethical and open use of AI.
- Personalized and Social Lead Generation
Personalization and social selling are the keys to the future of lead generation. According to the Lead Forensics blog, account-based marketing (ABM) and social proof will become increasingly resistant over time as customers become more immune to re-targeted ads, canned emails, and branded pop-ups.
ABM is a technique that targets certain accounts with personalized messages and offers that are customized based on their requirements, difficulties, and objectives. A psychological phenomenon known as social proof causes people to base their conclusions on the behavior or viewpoints of others.
Lead generation teams can benefit from personalization and social selling by:
- Build rapport and trust with potential customers by demonstrating that you are aware of their needs and goals.
- Offer pertinent value propositions and solutions to stand out from the competitors.
- Utilize recommendations, endorsements, testimonials, and reviews to sway prospects’ decisions.
- Provide pertinent information, insights, and criticism to nurture B2B prospects throughout the buying process.
Personalization and social selling will probably become crucial for B2B lead generation teams that want to draw in, engage, and turn prospects into customers. You must make investments in CRM platforms, content marketing platforms, and social media technologies to equip your employees to deliver personalized and social experiences to position your sales organization for this trend.
How Hunt Grow Consulting Helps in Lead Generation and Inside Sales
Hunt Grow Consulting team provides sales consulting services to startups and SMEs. Through its data-driven and tailored Lead Gen and SCaaS advice offering, we assess business pain points and turn them into achievable possibilities.
Our B2B sales expert assists with lead generation and inside sales by providing the following services:
- Sales Strategy & Planning: Assist B2B companies in defining their target market, value proposition, sales metrics, and goals.
- Sales Process Optimization: Our B2B sales experts use best practices and tools to assist clients in streamlining their sales process, from prospecting to closing.
- Sales Technology & Automation: Our B2B sales professionals assist clients in leveraging up-to-date technology and automation tools to improve sales effectiveness and efficiency.
- Sales lead management: Our sales professionals streamline sales processes, enabling sales teams to focus on sales-ready leads.
- Sales Performance Measurement: HGC offers insights and recommendations for enhancement, allowing clients to make data-driven decisions and continuously improve their sales performance.
Contact our team to learn more about Hunt Grow Consulting and how they can help you with lead generation and inside sales.
Final Thoughts
As technology, buyer behavior, and market dynamics change, lead generation and inside sales are also rapidly evolving. In the near future, sales roles will combine remote and in-person interactions, AI and analytics will empower inside sales, and lead generation will rely on tailored and social tactics. B2B sales company that wish to stay ahead of the competition must modify their strategy, procedures, and capabilities.
