B2B Marketing Ideas: Understanding Lead Generation Tactics
Lead generation is a complicated, and often confusing, animal. It is difficult to track in B2B campaigns and that makes it hard to tell which channel is working best. Here are some factors about lead generation you should know:
Awareness VS Direct Advertising
Awareness advertising builds brand recognition within your sales base. Direct advertising promotes specific messages to targeted markets or individual prospects. Both are important to grow sales because they enhance each other. But you need to realize that awareness advertising effectiveness takes time to kick in, while the results of direct advertising can be more immediate.
Differentiation in lead generation is critical
It’s a fact that your competitors are trying to grab the same leads as you. This is why differentiating your company from the competition is so important. You need to give prospects reasons to choose you that go beyond the services you provide or products you make.
Target your clients
The most successful B2B lead generation campaigns I’ve created, almost always targets on one market. This will let you focus on each market’s concerns and needs, while proving you are an expert in that market and can solve its unique challenges. Of course, this doesn’t mean that you can’t have multiple target market campaigns going at once.