Every day, sales and marketing teams must prospect for B2B leads. Creating more leads increases your chances of increasing sales revenue.

Many businesses are constantly challenged to develop new lead generation strategies in a highly competitive market.

A clear understanding of MQLs and SQLs, as well as a smooth transition of leads from marketing to sales, are essential to achieving your revenue target. Those who miss the ball risk losing their leads.

This article will teach you how to generate qualified leads for your business using both modern and traditional sales methods which include:

• Deploy Marketing Automation
• Use Focused Segmentation and Personalization
• Put Forms to Work
• Produce Content for all the Stages of the Buying Cycle
• Smart Prospecting

1. Deploy Marketing Automation

Marketing automation collects data and uses it to optimize your lead generation campaigns and lead qualification.

Approximately 70% of buyers fully describe their needs before contacting a vendor, and 44% identify specific solutions. As a result, you’ll need to actively engage prospects to influence sales. Unless you intervene, they may choose a competitor without consulting you.

Intent Data can help you discover what your prospects are interested in. To fill out a form after landing on your website, use HubSpot CRM’s tracking tools. This data can help you plan your next steps.

Not all automation tools are created equal. Marketing automation often comes second to a CRM platform in sales technology investments. It’s still a big investment. Use marketing automation tools wisely.

2. Use Focused Segmentation and Personalization

Marketers have traditionally used demographic, psychographic, and behavioral data to define target segmentation. But not all data types will work here. Other data sources, like firmographic and technographic data, can reveal a lot about a customer.

This type of firmographic segmentation aids marketing and sales managers in better targeting promotional efforts. Concentrate on companies that match your ideal prospect profile.

Technographic segmentation helps B2B marketers. Technographic data can be used to build prospect profiles, identify pain points, and improve personalized marketing efforts. Regardless of industry, technology stack is the engine that drives many organizations forward.

3. Put Forms to Work

A registration form on your website generates qualified leads. Visitors can use contact forms to request an ebook, an appointment, or a demo. However, how you present your contact form on your site influences whether or not users want to “submit” it.

With a signup form, you can invite potential customers to contact you for more information. Ask for only basic information like name and email address. Depending on your buying cycle and their confidence, you may want to ask for a phone number, but each extra field reduces your form conversion rate.

As a marketer, you can’t deny that more data helps you learn more about your prospects and improve interactions. Data enrichment allows you to get more information about your leads without adding new fields to your contact form.

4. Produce Content for all the Stages of the Buying Cycle

Now more than ever, it’s critical to fully understand your buyer persona and their journey so you can create content that helps them while establishing you as an authority in your field.

Using Buyer Intent Data, you can create content that your ideal customers want at each stage of the buying cycle. While many SEO tools can help you identify popular keywords and topics, adding Intent Data will help you improve your messaging at each stage of the funnel.

You can get more qualified leads by creating the right content at the right time.

5. Smart Prospecting

In today’s world, consumers have unprecedented access to information and can research every possible feature and benefit before making a purchase. Marketers and salespeople are using data-driven prospecting instead of cold calling. Personalize your follow-ups with data or use behavioral analytics to find the most loyal leads. Customization and relevance matter.

Some sales teams have adapted quickly to digital selling while others have not. It happens every time a major shift in sales occurs. Now digital selling is following the same trend as email automation.

Prospecting relies on data. You need reliable B2B data to reach the right decision-makers at the right time.

For example, if you use email marketing, combining traditional marketing with modern automation is by far the best way to increase revenue.