Lead generation and building B2B sales leads is not an exact science, nor does it come with a specific approach. While all businesses’ goals and customer demographics will be different, it is safe to say that most will look to some catch-all solutions to drive revenue. Is sales intelligence the way forward in building more engaging, high-quality B2B leads?
B2B Lead Problems
It is not unreasonable to expect that most businesses will have a methodology for generating B2B leads. Statistics from as recently as last year suggest more than half of marketing budgets pump into lead-building. What’s more, over four-fifths of marketers believe lead scoping to be the most important aspect of their jobs.
However, other statistics are less hopeful. Data, ultimately, is a driving issue – in terms of quality, in all respects. Research suggests that around 42% of people working in B2B markets believe that poor data is driving their generation strategies backwards. Therefore, a need to refine this data – and to enhance its quality – has emerged.
What is Sales Intelligence?
Sales intelligence appears to be a contemporary solution to B2B sales leads woes. Essentially, this concept applies to a series of platforms and software which work together. Their aim is ensuring that sales teams have access to data which is genuinely useful in building worthwhile leads. What’s more, the data deriving from sales intelligence strategies will also likely help to engage more with customers and clients.
That is because sales intelligence strategies funnel data via marketing. Marketing and sales often work quite separately to one another. However, it is a modern move to blend the two areas together to work from the same page.
This, in theory, should allow deeper data scoping from marketing to help sales professionals understand their clients better. The better quality the data, the more likely it is that sales will be able to connect on big leads. That is, of course, in theory.
How Sales Intelligence Can Actually Help with B2B Sales Leads
So, let’s apply these two concepts together. Traditionally, sales professionals may use simple assets or lines through which they can start conversations. They may only need to know a client’s field of expertise, location, and income, for example.
However, sales intelligence can – and will – drill deeper. Sales teams can find out, for example, what a company’s main interests are. Who they generally sell to, what their expected expenses are, and what their goals may be over the next five years. All of this data is easy to come by thanks to the right software and marketing expertise.
With better quality data, sales will be able to have clearer, more engaging conversations. Prospective leads will feel more valued by the process, and, will, hopefully, feel more empowered to negotiate.
Exploring the Process
Services such as Fundz may help investors and startups find B2B sales leads efficiently and easily. Finding the perfect links on either side of lead negotiation is getting easier. Sales intelligence, it seems, maybe the answer to all businesses currently striking out more than winning contracts.
SOURCES
https://blog.zoominfo.com/b2b-lead-generation-statistics/ (MAIN SOURCE FOR STATISTICS)
https://www.winmo.com/sales/2020-guide-to-sales-intelligence/
