For B2B marketing companies the lead generation process is very crucial since it helps to drive traffic to their websites.
This process helps to convert website visitors into prospective buyers by using the lead contact information such as email id, phone number, company name, demographic details, etc. provided by the prospect when they register for subscriptions. If you want to get more information about b2b marketing automation, you can visit this website.
Since the Internet is used for information research and gathering processes, buyers prefer to do their research in advance before approaching a company for assistance.
A B2B company can identify leads when they respond to an RFP or use the Contact Us online form. But, there may be leads that wish to remain anonymous and hence do not perform any activity on the webpage.
Earlier, B2B marketers used to conduct trade shows and other events for lead generation. But, today, online lead generation activities like webinars, blogs, and podcasts are used to engage and attract leads to the website. Some B2B organizations even tie-up with 3rd party content sites like TechCrunch, Technorati, etc., to capture form-fill data.
Identify the current buying stage of a prospect (awareness, research, trial, or intent to buy). Execute automated and personalized nurturing campaigns with prospects that have shown a buying interest. Aid teams like inside sales, sales, marketing, and web optimization to make the right offers at the right time.
Track real-time information on the decision-maker or influencer of the purchasing decision, in a manner that can be leveraged by an organization to convert its website, visitors, into opportunities that can be nurtured into business deals, thus enabling sales to clinch deals faster.