Are you ready to expand your tech company abroad? B2B lead generation is the essential first step in cultivating consumer interest in your product or service in a new market or vertical. But success is not achieved in stale lists anymore. A quality B2B lead generation strategy begins with a measurable understanding of your unique value proposition. Then direct marketing services becomes about adapting it to local languages, messaging and markets. Next strategic lead gen researchers go hunting for the right profiles within accounts, and begin qualifying them in a GDPR-compliant way. And that’s just the beginning. From there, you need someone who understands your technology and can move prospects down the pipeline.
We offer you this B2B lead generation guide to help you understand what is lead generation nowadays and how to expand your lead gen strategy and bring it abroad, so your tech gets in front of more qualified buyers faster. And then we take you further down that rabbit hole — or sales funnel — toward ‘sold’ with what is inside sales and how it fits in nicely with your B2B lead generation strategy.
What distinguishes modern lead generation from the same old? Is there a difference between B2B lead generation and B2B direct marketing services? In just two minutes, this video is a solid introduction to the secrets of successful lead gen. Our CRO Gavin explains just what is lead generation, how to continuously stimulate and validate interest in your product, and how to make it mathematical, systemic, and multichannel so you can generate higher quality tech leads.
Watch: What is lead generation?
A modern lead generation strategy is not built on cold calling. It commences in domain-specific research, followed by compelling content marketing that clarifies the value proposition, and then is guided through the sales funnel by a business development representative or BDR. All direct marketing services must be tailored to both local and varying vertical audiences and is not only direct contact, but an act of ongoing brand awareness across social media, newsletters, WhatsApp, and so much more. Most importantly, it is always grounded in lead conversion metrics, allowing for continuous improvement. Read this, our most popular blog post, to really dive into why great B2B lead generation doesn’t come down to one person, but a cohesive, metrics-driven team working to close.
Read more about three-pronged lead gen
How do you build a successful lead generation strategy that is compliant and successful anywhere in the world? When does your broad-reaching tech demand a wide lead funnel and when does it require more hand-holding and account-based marketing? In just three minutes get a perfect primer for how to build a lead gen funnel that converts — locally. Most importantly, it gives you a quick primer on how to do it while staying compliant to local data privacy laws.
Watch: How to build a lead gen strategy
What used to be associated with bulk cold calling of eager buyers is now as much about building a relationship. If you’re on LinkedIn that might be surprising — you know how inundated the tech industry is with half-hearted lead generation strategy. It’s unfortunate but pushes you to try to be more authentic to be heard above the cacophony. You need to constantly measure and iterate on any lead gen plan. And you need to be sure you are reaching out to the right contacts with a persuasive multichannel approach.
In this post you will learn:
Reliable. Stable. We all want predictable revenue. How does a modern tech company achieve this? Through careful recruitment and training of a numbers-focused sales team. And very metrics-focused B2B lead generation.
During this hour-long livestream our CEO Rick has a conversation with author of Predictable Revenue and From Impossible to Inevitable Aaron Ross about how to make both those things happen. Because no international expansion strategy can be enacted without reliable revenue and replicable processes. This hour-long recording is a deep-dive into generating predictable revenue, performing customer segmentation, understanding B2B direct marketing services, and measuring metrics to manage predictability. Both Aaron and Rick will also talk about how to stand out from the noise and zero in on what’s working (and not) in European outbound lead generation.
Watch for more Predictable Revenue tricks
Even if your intention is global expansion, that doesn’t mean targeting a whole continent like it’s a single country is the right move to make. And it doesn’t mean just casting a huge net over a broad range of prospects, verticals, and new markets. Your international expansion has to be planned out ahead, measured and adapted to each target. B2B direct marketing services need to be domain and location specific.
Anyone in tech knows if you can’t measure it, you can’t improve it. Rick talks you through what to measure back home to then strategically bring your business abroad, and to understand what to take with you and what to use to make a new B2B lead generation strategy, tailoring your messaging to your new audience.
In this post, learn how to:
Yes, life seems less and less predictable, but some trends continue. We can’t make a lot of predictions for 2022, but we can make some solid ones that the most flexible and metrics-based B2B lead generation strategies will succeed. We talked to our lead generation partner Tim about how to apply hybrid working to lead gen and sales, and how to collect intent data that works. Finally we make some pretty solid predictions on what’s not going to happen in 2022. We predict hybrid lead generation and an increased emphasis on data. And, most importantly, more than ever, humans are looking to connect with more humans.
Check out more lead gen trends
As our CRO Gavin puts it: “We need lead generators to educate the market as to why they should be talking to us, and that requires a multichannel approach.”
In this post our partners just offer 11 quick ways to make a big impact on your B2B lead generation strategy and move things down that sales funnel. Click to learn how to be a more empathetic listener, with a camera on, ready to make a personal impression. Read on to see how, at the same time, to be methodical and metrics-focused. And finally learn where to dedicate your time and when you should probably just walk away.
Plus get to know who you could be working with, gaining insights from our network of European lead generators and business development managers.
Check out all 11 lead generation tips
A solid lead generation strategy can stand on its own. Or it can be logically paired with an inside sales strategy to close smaller deals. In just three minutes get the lowdown on what is inside sales and how to use it to always be closing — even when you can’t fly to meet your clients
Inside sales is the epitome of successful remote sales and sales engineering. It’s a more cost and time efficient way of closing reasonably sized deals. Although that will vary by sectors or verticals. Watch this three minute intro to understand how inside sales works, how it benefits from sales coaching, how it works with B2B lead generation and direct marketing services, and how it’s really well-suited for sales outsourcing, especially when you are looking to take your tech company abroad.
Watch: What is inside sales?
While B2B lead generation services are often offered stand-alone, they are perfectly paired with inside sales services. As Gavin puts it: “Inside sales is the ability to close mid-value deals faster without the cost and time associated with going to customers.” Dive into the sundry benefits of inside sales and how it can drive sustainable revenue. And learn how it’s best served with a side of lead generation services, as the perfect one-two punch.
So are you ready to vamp up your lead generation strategy? Just remember a modern lead generation strategy doesn’t just go in one direction. B2B direct marketing services are a continuous process of cross-medium branding recognition, followed by real conversations with verified prospects. And, like any successful business expansion, a B2B lead generation strategy must be constantly measured, reviewed and revamped. Continuous improvement isn’t just for code anymore.
Do you still need help developing your international lead gen strategy? Or perhaps you need the right local partners to help internationalize your existing one? Our network of local tech sales and business development reps across Europe are here to help!
Learn more how to close deals with inside sales
Are you ready to take on 2022? A good first step is learning how to create a strong lead generation strategy in Europe. Unless you are a well-established international brand, you will need to create a multi-channel lead generation strategy that is translated for the local audience, in the local language, communicating for the local culture.
A successful European lead generation strategy understands that times are changing and so are your customer expectations. You must have a strong metrics-backed multi-channel lead generation strategy that not only hits your target personas, but makes it easy to pivot when some actions miss.
Get ready to hone your European lead gen strategy
The future of lead generation in 2022 will continue in its move toward the truly individual experience. Every connection with a prospective client nowadays has to feel personal. That will be a mix of one-on-one touchpoints and sharing what meets that persona. APIs and AI will automate more personalized customer experiences. Outsourced lead generation and content will be customized by sector and role, and it will be constantly measured and improved.
In this conversation with our partner Tim Perlerin, we look at what lead gen will be in the new year. And we talk about the power of the warm handover, where you aren't just passing on qualified leads, but making a meaningful introduction, usually over Zoom.
Look back: Did the future of lead gen come to fruition?
Like all things, you can only improve what you measure. Modern lead generation takes that to heart. A modern multi-channel lead generation strategy brings together the traditional not-so-cold callers, with buyer persona hunters and content mavens. And more content, more data. Our lead gen partner Tim Perlerin is back to share how to leverage APIs to give instant feedback to SDRs, so they can constantly measure, iterate, pivot and improve lead generation outreach.
Learn more lead gen data management tips
Looking for MQLs in Europe? You need to understand the difference between B2B direct marketing and B2B lead generation. B2B lead gen is all about those 12-plus points of contact before you start selling. It combines social media and content marketing, inbound marketing and traditional outreach and qualification. B2B marketing, on the other hand, drills down even more to the individual level. Both are essential to your tech company building a brand abroad.
See if you can spot the difference
This piece only focuses on our bread and butter of B2B lead generation in Europe, which is important as you are dealing with a savvy audience and have to comply with GDPR privacy requirements. Don't forget that Europe is made of 50 countries and cultures and almost as many languages. You cannot approach it as one-size-fits-all. And what about remote work? Does that work in Europe?
Learn more about European lead gen now
We work in outsourcing so surely we've been confused with offshore telesales, telemarketing and cold calling. Don't worry, we're not offended. The two get confused but are in reality very different. Those are mostly numbers games while outbound lead generation starts with more refined, qualified data sets and content personalized to the ideal customer profile. While the first is cheaper, an outbound lead generation strategy is what will actually get your product in front of your qualified prospects faster.
Click and find out which works better
We all want better inbound leads. It's not rocket science but there is a lot of math involved. In this post, we break down:
Maybe? But the traditional mass-market B2C cold calling does not work for savvy enterprise tech buyers. This piece helps you warm up the cold bit and be more creative than kicking off with an old-school phone call. (Really, who answers unknown numbers, nowadays?) Most importantly, it explains one of our favorite topics – how to identify, develop and nurture your Ideal Customer Profile or ICP. And how to turn this unknown entity into a marketing qualified lead, a sales qualified lead, and, eventually, a customer and brand advocate.
Find out what works... and what doesn't.
Let's face it. Phone is dead and LinkedIn is king, at least at the start of the B2B lead generation process. As we mentioned before, you don't kick off a qualification process by picking up the phone to close a deal – you likely have 10 to 12 points of memorable contact first, much of which is done via the business social network. And you can't inundate because the LinkedIn algorithm is set up to promote one post and about three hashtags a day. But you can find other ways to engage in a meaningful way that makes LinkedIn lead generation a wonderful source of qualified leads.
Learn more how to optimize your LinkedIn lead generation
What's the difference between B2C and B2B lead generation? In the world of inbound lead generation, just about everything! The B2B sales cycle is typically much longer and involves more decision makers. B2C lead gen casts a wider net while B2B lead gen zeros in on your ideal customer profile. And of course the media you're reaching out over differs dramatically. Of course there are some things that are rather similar...
The lead gen battle continues...
This article kicks off by explaining what lead generation is and the four different roles that are needed to deliver it. Then it gets into the who, what, when, how and why you should or shouldn't go about outsourcing lead generation. How do you know you're ready to outsource? When is it right to keep it inhouse? What about inside sales, how does that fit in? So many questions with so many answers!
Dive into the 5 Ws of Lead Gen
There was a recent time when the tech industry – which at this point is almost all industries – had really high turnover. Especially in some departments like marketing and IT. That meant leads changed a lot. Learn from our CRO Gavin about how to optimize your lead generation to not only reach the right prospect within a company, but to turn prospects moving into double the prospects!
Are you ready to optimize your lead gen?
Two hot terms for a hot industry. What's the difference between B2B lead scoring and intent data? Lead scoring is a simple way to help your prioritize which leads get what attention, while intent data is a more complex set of tools that tracks a lead's entire customer journey across the web. One is a lot more expensive than the other. One doesn't always meet GDPR standards. One is a lot more complicated.
Which one fits better for your growth?
OK, we'll admit it. Even our team uses these terms interchangeably. And they both usually include:
So what's the difference between B2B lead generation and demand generation? One could say lead gen is trees and demand gen is a kind of tree or that demand gen falls under the lead gen umbrella. But it's more nuanced than that.
Click and learn which one will generate better leads for your team
Schedule a call with our CEO Rick today.