Ultimate Guide to Enhancing B2B Sales Leads Quality in 2023
Enhance Leads Quality in 2022

Generating high-quality leads is the biggest challenge for B2B marketers. It is crucial that enterprises take actionable steps to enhance their leads quality and hit the sales targets with ease.

Generating high-quality leads is the biggest challenge for B2B marketers. It is crucial that enterprises take actionable steps to enhance their leads quality and hit the sales targets with ease.

Lead generation is one of the key goals and a key metric to gauge the effectiveness and ROI of B2B demand generation campaigns

Lead generation is one of the key goals and a key metric to gauge the effectiveness and ROI of B2B demand generation campaigns

It is also one of the most uphill tasks for B2B marketers where quality of prospects matters more than the quantum

It is also one of the most uphill tasks for B2B marketers where quality of prospects matters more than the quantum

Act on organizational values to attract meaningful leads

Generating sales leads is one thing and generating leads with whom the company wants to work with is completely different. The foundation of a successful B2B lead generation campaign rests on attracting the type of clients the organization wants to work with. Keeping the organization’s progressive values at the center of every demand generation campaign will attract like-minded people.

Before designing the campaign structure, enterprises must be steadfast in their beliefs and make their mission the first priority. Distributed across all strategies from digital marketing to B2B telesales services, the mindset will act as a magnet to generate more meaningful B2B sales leads.

Build strict criteria for sales leads

While prospecting, marketers must begin by zeroing in on accounts that would be perfect for their offerings. They shouldn’t settle for generic and broadly outlined criteria and should get more detailed and granular with their definition of a qualified lead. This will ensure that they are only contacting leads that are a perfect fit and avoid wasting hours talking to prospects who don’t show intent to buy from them.

To help overcome this challenge, companies can leverage updated and accurate B2B corporate data from data companies like Denave. Our proprietary data platform allows companies to find leads based on criteria such as:

• Technographic data

• Demographic data

• Firmographic data

• Intent data

High-quality, GDPR-compliant data will help enterprises take out the guesswork from their lead generation processes and see better conversion results.

Build a relationship with prospects before they are ready to buy

Inbound lead generation is a systemic process of providing prospects with critical information and problem-solving communication to funnel them into the sales pipeline. Before anything else, B2B demand generation teams should understand the needs of their prospects and create content that answers their queries and resolves their pain points.

A composite mix of digital marketing and B2B telemarketing services is the need of the hour to source and qualify high-value leads. Tactics like social media marketing, email marketing, and paid advertising supported by telesales processes will help shore up visibility and generate trust among customers.

Build a lead scoring system

For organizations struggling with poor lead quality, investing in a sound lead scoring system is critical to reviving their dipping ROI. It should be incorporated at the very start of the campaigns and should be continued all the way until the sale is concluded.

Almost every company, big or small, integrates CRMs in their demand generation processes which have lead scoring systems in-built. The lead scoring system allows sales reps to assign a numeric value for each lead based on their purchase intent. This helps them prioritize leads and engage with accounts that are showing better intent to buy. It also enables the B2B demand generation teams to identify which prospects are a good fit for their products/services.