Creating relevant content
Posted: Tue Dec 17, 2024 6:38 am
Creating valuable content is essential in B2B sales because it provides useful and insightful information for your prospects. This includes materials such as:
Blogs.
Case studies.
Guides.
Infographics.
Videos.
All these contents help you to:
Establish credibility.
Educate prospects about your products or services.
Building trust in your brand.
Stage 3: Prospecting and qualifying leads
At this stage, a proactive search is carried out for potential leads that fit the previously defined ideal customer profile. This involves the use of different strategies:
Database search.
Networking.
Use of social networks.
Participation in events.
Once the leads have been identified, they are scored to determine their level of interest.
Scoring is done by assigning a score or numerical value to each lead based on a set of predefined criteria . These vary depending on the company, the sector and the product or service offered.
Below are some of the most common forms of grading:
Demographic information : Basic information about the lead is evaluated to mobile number list determine if they fit the profile of an ideal customer. Pay attention to:
Geographic location.
Company size.
Industry.
Position held.
Website Engagement : Track the actions the lead has taken on the website to determine their level of interest. Observe:
Content downloads.
Visits to key pages.
Time on site, etc.
Email Activity : Perform a detailed analysis of how the lead interacts with the emails sent by the company. Use metrics such as opening rates, link clicks, among others.
Stage of the buying cycle : Evaluate what stage of the buying process the lead is in. For example, if they have shown interest in a product demo or requested a quote, they are likely further along.
Source and Origin Data : Depending on where the lead comes from (landing page, paid ads, referrals, etc.), it has different levels of relevance and interest.
Budget and Authority : Analyze whether the lead has the budget and authority to make purchasing decisions.
After evaluating these criteria, assign a score to each lead and classify them into different categories, such as:
Hot lead : Hot, high priority lead.
Warm lead : Warm lead, with potential but less urgent.
Cold lead : Cold lead, less promising at the moment.
These categories help the sales team focus their efforts on the most promising leads and increase the chances of conversion.
Blogs.
Case studies.
Guides.
Infographics.
Videos.
All these contents help you to:
Establish credibility.
Educate prospects about your products or services.
Building trust in your brand.
Stage 3: Prospecting and qualifying leads
At this stage, a proactive search is carried out for potential leads that fit the previously defined ideal customer profile. This involves the use of different strategies:
Database search.
Networking.
Use of social networks.
Participation in events.
Once the leads have been identified, they are scored to determine their level of interest.
Scoring is done by assigning a score or numerical value to each lead based on a set of predefined criteria . These vary depending on the company, the sector and the product or service offered.
Below are some of the most common forms of grading:
Demographic information : Basic information about the lead is evaluated to mobile number list determine if they fit the profile of an ideal customer. Pay attention to:
Geographic location.
Company size.
Industry.
Position held.
Website Engagement : Track the actions the lead has taken on the website to determine their level of interest. Observe:
Content downloads.
Visits to key pages.
Time on site, etc.
Email Activity : Perform a detailed analysis of how the lead interacts with the emails sent by the company. Use metrics such as opening rates, link clicks, among others.
Stage of the buying cycle : Evaluate what stage of the buying process the lead is in. For example, if they have shown interest in a product demo or requested a quote, they are likely further along.
Source and Origin Data : Depending on where the lead comes from (landing page, paid ads, referrals, etc.), it has different levels of relevance and interest.
Budget and Authority : Analyze whether the lead has the budget and authority to make purchasing decisions.
After evaluating these criteria, assign a score to each lead and classify them into different categories, such as:
Hot lead : Hot, high priority lead.
Warm lead : Warm lead, with potential but less urgent.
Cold lead : Cold lead, less promising at the moment.
These categories help the sales team focus their efforts on the most promising leads and increase the chances of conversion.