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Lead Generation Automation for B2B Companies: How to Automate Your Sales Process

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Published on
September 20, 2022

Are you looking for ways to automate your sales process?

If so, you're not alone. Many businesses are looking for ways to automate their lead generation and sales processes, and there are a number of great tools out there that can help.

In this blog post, we'll discuss some of the best Lead Generation Automation tools out there, and we'll show you how to use them to improve your sales process. So what are you waiting for? Let's get started!

When it comes to B2B lead generation, we've all heard stories of strategies that were huge successes while others were dismal failures.

The secret to success is a little more complicated than that.

The key to your audience's engagement with you and how they come to learn about you (and other pieces of content) lies in understanding who they are, what platforms they're active on.

In this post, we'll go through a number of ways to create automated lead generation for your B2B business.


Lead Generation Automation for B2B Companies: How to Automate Your Sales Process

1. Make your content search engine friendly

Almost every B2B organization uses content marketing to reach its target audience. However, 90% of those that are successful do it by putting the audience's demand for information first and their personal aim second.

Your content marketing approach should complement your search engine optimization efforts. The trick to automated lead creation from content is to optimize your content for search intent.

You must understand what your target audience wants to know. Only then should you begin to generate high-value content that will continue to bring you traffic and leads over time.

Make your content search engine and lead generation friendly:

Narrow down your keywords: The first thing you should do is make a list of the keywords you want to be connected with or rank for.

This can be accomplished through Google's Keyword Planner, Google Trends, or other keyword research tools. If you're just getting started, see our article on how to master keyword research.

Determine keyword intent: Google the keywords you've chosen.

Make a spreadsheet and begin noting the apparent purpose behind each keyword as indicated by its search results.

Are the folks browsing for these terms looking to learn more or make a purchase? What stage of the buying cycle are they in?

Align keywords with your sales funnel: After identifying keywords that represent the two search intents – educate and purchase – map them onto your funnel.

Those that come under 'inform' are top-of-the-funnel users, while those who go under 'buy' are considerably closer to the bottom.

Optimize your entire content portfolio: Begin with a brief evaluation of your material.

Determine which components were designed for a specific point of your sales cycle. To make these pieces of material more search engine friendly, use the keyword list you prepared previously.

Produce SEO-friendly content: During the audit, identify the weaknesses in your content strategy.

Take note of which components are lacking, what search intents they serve and generate content to capitalize on those chances.

Regardless, each piece you create should be informative and assist the user in making an informed purchase decision. If you want to scale your content creation and get results faster, use a content generation tool.

2. Make lead magnets

Continuing on from our previous statement, creating lead magnets is an excellent approach to speed up lead generation.

A lead magnet is a type of incentive that businesses offer to potential consumers in exchange for their contact information.

Downloadable content like eBooks, industry studies, whitepapers, checklists, videos, or even free consultations is the most frequent lead magnets utilized in B2B marketing and sales methods.

Here's an example of a lead magnet provided by OptinMonster. They clearly state the benefits of reading the eBook.

What you chose to offer will, of course, be determined by your target market.

There are four factors that influence a lead magnet's conversion rate:

It addresses a real issue: Your lead magnet should address a search intent or a problem for which your target market is actively looking for a solution.

Customers will not download anything unless it benefits their lives in some manner.

It should lead to the achievement of a goal: The lead magnet you provide should not only address your target market's problems. It should also be able to suggest a workable solution.

It should be simple to consume: Even if you have a lot to say, a lead magnet is most effective when it's simple to take in.

It should be simple to comprehend: You may have a lot more to say, but a lead magnet actually works when it is simple to comprehend.

The key elements should be simple to understand and apply. The goal is to keep your potential buyers engaged.

It should be useful and demonstrate your knowledge: Your lead magnet should have more research, hard-hitting facts, and examples than your articles.

It should provide a lot of value to prospects and demonstrate that you comprehend what I'm talking about or delivering with the product.

Simply, you must design something so appealing that people will be willing to give you their contact information in order to obtain it.

Lead Generation Automation for B2B Companies: How to Automate Your Sales Process

3. Provide value in your LinkedIn Newsfeed and Facebook Groups

The only way to build an automated lead generation strategy is to make 'helping your target market' a routine - whether on social media, with your own socia
l profiles or in forums where you belong.

Share the most recent industry news and statistics, as well as any market figures that you're privy to.

Participate in industry debates as they develop, express your views on them honestly and without being overly salesy, and respond to queries.

Support your audience in a genuine way, and you'll see them flock to you. Continue reading if you're not sure how to use LinkedIn or Facebook to produce automated leads.

4. Visit your customers where they are

Being engaged on Facebook and LinkedIn is insufficient. Put yourself in the shoes of the prospect with whom you want to speak, and go where they are.

Assume you are this prospect. Where do you look for solutions when you're stuck? Which route do you use when you wish to solicit advice from industry professionals? What platform do you use the most to share or interact with content?

In practice, this could entail becoming more involved on Slack forums, Quora, Reddit, Product Hunt, review sites, internet forums, or a whole plethora of other venues.

The goal here, though, is not to bombard your prospects with product advertisements. Its purpose is to provide value, initiate a dialogue, and engage them.

You never know which discussion will lead to a product demonstration or a partnership.

5. Provide a referral programme

Referrals can boost conversions by up to four times. They can increase your profit margin by 25%. You must, however, structure and execute a referral campaign in an organized manner.

Dropbox increased its revenue by 3900% thanks to a simple referral scheme.

It is evident that you should concentrate your efforts on gaining a better understanding of your present consumers and what can encourage them to promote your product to others in their network.

They're more likely to be aware of your referral program, and they can simply join it.

Running and tracking the performance of a referral program gets increasingly difficult as your customer base grows.

These kinds of programs give you lots of everything you could want to run an affiliate, influencer, or referral campaign.

The systems handle everything from tailored referral links for your clients to share to tight tracking and rewarding.

When developing your referral program, consider how your customers already connect with your brand.

It foreshadows how they will interact with the program and what will keep them interested.

An effective referral program is an excellent way to automate lead generating.

6. Increase word-of-mouth promotion

You could believe that word-of-mouth marketing is the same as conducting a referral program.

The reality is that the two strategies are comparable, but not identical. A consumer does not need to be encouraged by a reward in the first case. Simply communicating positively with your firm is sufficient.

You may boost word-of-mouth advertising for your product by simply collecting what your clients have to say about you: from the tweets they send to the evaluations, ratings, and testimonials they leave – bring it all together.

Conclusion: Lead generating that is automated

Lead Generation Automation for B2B Companies: How to Automate Your Sales Process

To grow in a target market, a company must accomplish a number of things. While testing different marketing methods is essential nowadays, it is equally critical to maintain a healthy pipeline at all times.

That is when it becomes critical to systematize lead generation by utilizing a combination of approaches that will yield long-term results.

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