61% of B2B Marketers say that generating traffic and leads is their top challenge. With all of the constant advertisements, videos, blogs, and other content competing for a potential leads attention on the internet, it’s no wonder today’s marketers struggle to bring in high quality leads. Leads are the backbone to any business, and without a steady stream of them coming in, your sales team will have a harder time closing deals, and your marketing teams ABM strategy won’t be that successful, ultimately resulting in loss of revenue. But, if you can manage your leads in a structured and systematic way, you can increase the number of leads you generate, and convert.
Here are 5 best practices to help pack your pipeline with the best quality leads:
Define Your Lead:
The first step to generating more leads is determining what the ideal lead is for your company. Are you trying to attract leads in a certain industry? Are you looking for a specific persona? Or maybe both? Either way, drill down on your current customers and figure out what the top characteristics are to help determine your perfect buyer. Once you targeted a particular type of lead, understand their problems, and interests, what channels they prefer to communicate through, and what role they play in the buying process. Lastly, communicate to your entire sales and marketing team which persona’s you are targeting.
Clean & Dedupe Your Data:
Before you begin bringing new leads into your CRM or MAS, you’ll want to make sure your data is clean and duplicate free. Storing duplicates in your CRM is costly ($100 per dupe to be exact), and can cause you to lose 550 hours or $32,000 per sales rep by using it. The best way to avoid a dirty database entirely is by using technologies like RingLead DMS Cleanse and Duplicate Prevention which will clean out and prevent all future duplicates from entering your CRM. Having a duplicate free database means your sales and marketing teams won’t be wasting time calling, emailing, or targeting the same people, multiple times. You will also be able to determine the effectiveness of your sales and marketing campaigns using accurate and up-to-date data.
Target With The Right Content:
Now that you’ve defined the perfect leads and cleaned up your database, you are ready to start driving home some new leads by attracting them with the right content. Your content should be based upon the pain points of your ideal lead and provide solutions to their problems. Content can come in the form of blog posts, Ebooks, white papers, powerpoints, or anything that would be of value to your leads, and should have a clear call to action to engage readers and viewers. Companies that blog generate 67% more leads than companies that don’t because it gives them the opportunity to showcase their company’s strengths, and to learn more about their customers needs.
Reduce Your Web Forms:
Good news! You were able to capture a leads attention with your awesome content, but, now they are faced with a webform with a ton of fields to fill out. Over 73% of leads that start filling out a webform abandon it after only filling out the first few fields. If you can reduce your web forms to only 4 or 5 fields, and help the lead fill in the information, you will significantly increase the likelihood a lead submits a form. RingLead Intelligent Forms can help you reduce the number of fields on your webform to increase lead generation, without sacrificing quality, by helping to pre-populate fields, providing drop down menus with easy, clickable, options, and enriching the record with additional contact and firmographic information.
Enrich Your Leads:
Speaking of enrichment, you will want to enrich your leads once they are submitted so you have a complete buyer profile to help drive sales and marketing engagement. Enriched leads can help you qualify the right leads faster, and segment based on persona, geography, industry or revenue, resulting in intensified account-based marketing strategies. RingLead DMS Enrichment can enrich leads in real-time with over 100+ contact and firmographic data points like direct dials, mobile numbers, email addresses, revenue and employee count, optimizing your data with actionable intelligence.
RingLead’s cloud-based, fully scalable, DMS platform gives you the ability to capture, clean, protect and enrich all of the data in your system in real time. Get a FREE data analysis of your CRM or MAS today by clicking the button below to find out just how many duplicates are stopping you from a successful lead generation and conversion.