PGR is on a mission to make it easier for B2B companies in the technology sector to find potential clients and convert them into sales, and that is why we want to highlight some trends in lead generation that you should pay attention to:
Personalizing offers with purchase propensity data
Propensity to purchase data is aggregated data that provides insight into where people (and businesses) are in their buying cycle.
Propensity-to-purchase data often supercharges the sales process by providing detailed insights into what potential customers are searching for so you can personalize your offering.
For example, there are platforms that collect data about who visits your website and what actions they take once there. You can see that a business has visited your website five times in the past few weeks and read a blog post with your tips, checked out your service page, and looked at your business pricing.
In this example, we could conclude that this is a company interested in your product or service. Salespeople can use this information to create a highly personalized plan.
Better alignment between sales and marketing
Lack of alignment between sales and marketing is more dangerous to achieving business goals than long, boring meetings. And this has a lot to do with lead generation : While salespeople ask marketing for quality tools and weapons, they may be using different metrics and not explaining to their colleagues the challenges they face. Better alignment between both departments starts with good communication that allows for establishing common goals, challenges and metrics.
When sales and marketing departments are aligned, we gain in happiness, including customer happiness, and revenue increases.
Customer Data Centric improves customer retention
Customer Data Centric sounds like a buzzword, like so many others..., but in reality, it hides a vital concept for our lead capture strategy. Customer Data Centric means focusing on the customer's desires and needs above all else.
In an environment where competition is becoming more and more intense and where the Internet has more weight, it is essential to concentrate actions on those clients of greater value and leave aside actions that target everyone.
The average customer receives around 5,000 impacts a day: our YouTube videos, our emails, our social networks, even some of our friends have become walking, talking advertisements.
In this environment, strategies such as account-based marketing , which turns the sales funnel on its head and instead of targeting everyone, targets specific companies that want to convert, become critically important.
Brands focused on customer needs will be more focused on the right leads than on the large pool of potential customers in their database. Lead qualification and personalized marketing (and sales) strategies will be more important than ever.
Video content
"Video killed the radio star" , but could it also kill the blog post?
Experts predict that by 2022, 82% of all internet traffic will be devoted to video content and most importantly: video is not just for dances and recipes.
