Webinar

Define your lead marketing objective

Before starting any sales or marketing approach, it is essential to define an objective clearly. The objectives can be different depending on the strategy in place:

Increase the total number of leads

Improve the conversion rate of visitors into leads

Improve the conversion rate of leads into MQLs

4 marketing actions to implement to reach the objective

There are simple marketing actions you can take to achieve your goals and increase your number of leads.

Simple means :

Controlled budget

Not very time-consuming

Few actors involved

Multiplying LinkedIn actions

LinkedIn has become THE acquisition channel for quality leads! There are many possible actions: free, paid, automated, etc...

The main actions are as follows:

Retrieve information about your targets: LinkedIn is the most complete and up-to-date database on the market.

Communicate in a personalised way with a network: publications, groups, discussions, many things are possible to generate leads thanks to a tool like LinkedIn

Get new contacts: thanks to ads, it is possible to reach a wider audience and acquire new leads

Retargeting is widely used in B2C, but it is gradually becoming more widespread for B2B companies, particularly those with an online sales process.

Retargeting has several advantages:

Embedding a brand in the minds of leads

Multiplying interactions

Provide sales with more qualified leads

Don't wait for your marketing leads

For this, 2 concepts can be implemented:

Lead nurturing: maintaining or strengthening a marketing relationship with prospects who are not sufficiently mature

Lead scoring: scoring prospects to determine which ones are further along in their buying cycle

The most effective way to qualify a lead is still to call

Aligning Marketing & Sales

Last but not least! The marketing team and the sales team must be aligned to ensure the best possible handling of marketing leads.

Marketing must be able to know and follow the future of marketing leads in order to optimise actions.

Unsuccessful leads should be referred to the marketing team for further work.