Mainly a lead generation strategy includes tactics that attract interested prospects and convert them into leads.
A lead is a potential customer who has shown interest in your brand by taking some action. They have shared their contact details or otherwise implied that they may want to do business with you.
A data-driven lead generation process is to increase the number of leads that move to the next stage. It is like, better top-of-the-funnel data is the key to generating better quality leads at the outset.
Data-driven lead generation focuses on leveraging sales and marketing data to focus on the quality of leads over quantity.
What is lead generation?
Lead generation can be defined as the process of attracting prospects and converting them into someone who has an interest in your company's products and services. Modern brands make use of various lead generation strategies like Blogging, Email marketing, and many more.
As leads are so misunderstood you can easily replace the word "lead" with sales leads, qualified sales opportunity, sales-ready opportunity, marketing qualified opportunity, suspect, prospect, opportunity, pipeline, and many more.
What is lead generation and how it works?
Mainly it is a process of attracting and converting prospects into potential buying customers. Marketing tactics are used to attract customers' attention and also convert them into leads. Lead generation companies help businesses become more efficient by delivering warmed-up and qualified leads directly to them.
Why is lead generation important?
Lead generation is a process that builds visibility, credibility, trust, and interest from specific people or potential leads. So by focusing on lead generation, it can help drive traffic from high-quality prospects. With high-quality prospects comes high-value customers.
Ways to make your lead generation more data-driven
If your data can get you in the minds of your target customers and prospects then it’s worth every bit of effort. It is just a set of numbers that will end up a statistic. Here are some ways for a more data-driven lead generation process and they are-
Try to provide a clean and consistent database
Your company database is the core of information and it needs to be organized and updated regularly. The first step is to harmonize all your records and integrate data like customer and prospect data, marketing or sales data are need to keep safe under proper heads.
Merge the scattered information, remove duplicate records and fields and cleanse your data to part ways with anomalies, inconsistencies, and redundancies.
Use reliable data
At present buying leads is not the best option. To have good quality leads, you need to have reliable data which can give you the real story of your prospect. For this, you have to understand whom you are serving and identify the best acquisition channels to collect the most valid data.
It helps to track anonymous users visiting your website, gathering feedback from your customers, monitoring trends of loyal customers, or using social logins to access a prospect’s profile.
Always research-backed customer profiling
Customer data can give valuable insights into your buyer persona, which in turn serves as a roadmap to discover your prospective customer’s preferences, interests, goals, challenges, and personal story too. Understanding their behavior can help you match your product with a qualified lead which is great.
Once you have a full view of your prospects, you can use data analytics to identify common traits. It can guide you on how to group prospects. With the segmented list, you will be able to deliver the right message at the right time to the right audience.
After that need data-driven lead scoring and nurturing
Based on data about how a prospect is interacting with your brand, whether the interaction has increased or decreased, you can change lead scores and use these scores to make your marketing message more relevant.
The pitch has to be different because sending the same message to a highly scored lead and a disinterested one won’t be a good decision.
Need a clear feature
Knowing where your prospects come from is important to channelize your marketing efforts to the touch-points that are working. Data-driven applications can effectively track which content best drives your audience’s interest. Identifying them can help you focus more on them.
Always prioritize the preparation on sales
You need to have data from all your systems such as lead management, email marketing, website analytics, and customer care under one roof. It helps to track how a prospect is moving across the funnel.
Having all behavioral data in one place can help to easily assess their sales readiness, and action can be taken right away.
Data can help you identify which stage of the funnel a prospect is in. If a potential customer who was in the middle of the funnel has moved to the decision-making stage, sales should move in to convert him.
Try to improve engagement, which is very necessary
Using data analysis, one can easily understand your prospect's pain points. You can efficiently answer their queries and customize the right content for them to keep them engaged. This could lead them to make faster buying decisions.
Best lead generation tools for great leads
These tools will help you better understand your customers and prospects so you can develop relationships with your customers.
Leadfeeder- Leadfeeder tells you what companies visit your website, even if they never fill out a form or contact you. Leadfeeder also finds contact information for employees at the company using Leadfeeder Discover. This allows you to follow up with visitors who never inquired about your product or time your outreach to potential leads in your sales pipeline. To try out Leadeeder, all you need to do is install the Leadfeeder Tracker.
Prospect.io- Prospecti.io is a modern-day sales automation platform that's fully integrated with Salesforce, Pipedrive, Close.io, and HubSpot. The Prospect.io Chrome extension helps you find prospects in one click and launch cold email campaigns straight from your browser in seconds. Looking for new leads takes time and effort. With Prospect.io, you can focus on what matters.
Hoovers- Hoovers is a sales acceleration tool that helps businesses leverage data and analytics so you can build your lists and connect with prospects faster. Features include informed conversations, automated workflow software, real-time notifications, and personalized buyer intent data.
Hunter.io- Hunter.io helps you find emails by typing in the person’s name and their company. You can also browse for all emails at a specific company. You can use the tool for free for up to 25 email searches and 50 email verifications per month which is great.
Voila, Norbert- Voila Norbert is a sales tool that helps you find email addresses. Simply enter the name of the person you’d like to see an email for, along with the company they work for, and Voila Norbert will automatically find the email address.
Reply.io- The new Reply Chrome extension helps you find prospect emails on LinkedIn in seconds and also keeping your pipeline full. A valuable addition to Reply’s sales engagement platform, this extension also allows you to instantly add new contacts to multichannel sequences, access and manage your tasks, and make direct calls.
Skrapp- Skrapp is a tool specifically for finding someone’s LinkedIn email. Skrapp has Chrome Extension which will show a "Find Email" button on a person’s LinkedIn profile. You can then click this button, and Skrapp will find that person’s email when possible. The tool can be used for free to find up to 150 emails/month.
AeroLeads- AeroLeads makes it easier than ever to find contact information for prospects. Simply sign up, add their Chrome plugin, search LinkedIn, CrunchBase, AngelList, and many more. Their software will search and find contact information, including email, company URL, job title, and more.
Datanyze- Datanyze helps B2B sales teams connect with prospects by providing contact information, company details, and help you warm up cold calls and email outreach. With the help of these tools, you will know who to contact and know how to start the conversation so you can build relationships and also drive revenue.
HubSpot Sales- HubSpot Sales is a division of Hubspot’s complete marketing and sales platform. One of the best features of HubSpot Sales is the ability to track email opens. HubSpot Sales features a Gmail extension that will allow you to decide which emails to track. When a prospect opens an email, you will receive an update.
Best lead generation strategies to merge with data analytics
Lead generation is the pillar of business prosperity. It is the main part of any business. You can have a wonderful product or provide excellent services, but no one will know about it.
Spreading a word about your product is essential for its development. Marketers strive to find new and effective ways to ensure the infinite flow of target leads. Here are some lead generation ways that help you to boost your sales by leveraging data analytics.
Need to define relevant social media platforms
Based on the buyer's perspective, you can assume what they are interested in. Conduct research and make a list of possible platforms where you might find your leads. It can be forums, thematic spaces, groups, and many more. Start from the establishment of your presence according to the platform rules.
Then go to sharing information about your business and track conversion rate. Take a look at competitors at this platform and pay attention to the engagement of other participants. This platform needs to meet your expectations, try to launch paid advertising, and evaluate its effectiveness.
Try to add a lead magnet on your website
The main goal of the lead magnet is to get the lead’s email. Mainly lead magnets are designed as a pop-up that appears when leads visit a website. You can also embed this form right on the page statically.
Data analytics is great for conversion rate optimization by enhancing your lead magnets. Data analytics is great for conversion rate optimization by enhancing your lead magnets. You can use various data-driven split-testing techniques to see which one works best.
Try to create webinars
If you have enough resources, then make a free webinar. Define the topic which would be interesting for your targeted audience and spread the word about it.
Make a registration form where visitors should leave their email to receive the link when the webinar starts. It helps to collect the list of warm leads.
Always try to record podcasts
Like webinars, podcasts allow you to show your expertise and gain more warm leads. By creating podcasts, you build trust and provide your customers with valid information. Before the start, create a plan for your podcasts, define the frequency of new episodes and inform your listeners about the date and topic.
The topics you choose should be notable and closely related to your professional area, so you could easily drive the discussion. Invite external experts to make the conversation more fascinating.
How can you use data to make your lead generation more effective?
Data is truly king in today’s content-driven world. Businesses rely on it to support marketing strategies, target their customers, make smarter business decisions, and predict future outcomes. One of the best things about becoming a data-driven business is that it can make incredible improvements from the top to the bottom of the sales funnel and lead generation is no exception here.
Using data to research and reach your audience, identify prospects, and generate leads is a no-brainer for any B2B organization today. However, this is by no means an easy task. Without a doubt, data needs to play a key role in your company’s lead generation strategy.
Social media platforms, lead magnets, webinars, guest posts, and podcasts are not the complete list of lead generation methods that rely on data analytics. Combine them to get better results and to find out which one shows effective results.
Every lead generation specialist has secret methods that help to attract relevant leads for the business. A data-driven lead generation approach is the only way for modern businesses to go if they want to stay competitive. The main thing to making it truly effective is knowing not just how to gather this data, but also to apply it.