Multi-Channel B2B Lead Generation: 8 Steps to Success
Building an effective B2B lead generation campaign isn’t easy, but it’s worth getting right. Here’s how to set yours up in 8 proven steps.
Looking for a full-funnel strategy to generate more B2B leads?
You’ll need to target your ideal customer with precision, maintaining a consistent multi-channel messaging strategy from the top of the funnel to the bottom (including post-funnel).
After reading this guide, you’ll know:
Where your customers are.
How to determine the cost for each online traffic acquisition channel.
How to maximize performance.
And actionable ways to scale your marketing and revenue growth.
1. Define Your Target Audience
The first step to B2B lead generation is identifying a clear target audience. But how do you know who to target? Well, the good news is that you likely have all of the data already.
By using Google Analytics (or another analytics solution), you can find all the characteristics of your highest converters.
Are you wondering what your competitors are up to? Don’t worry – Google Analytics and other similar tools pull prime conversion data from those in similar market positions.
When it comes to B2B lead generation strategies, however, keep an open mind. Just because you see a tactic from a competitor, don’t assume they’re always implementing it appropriately or have the exact target market you do.
Once you review your analytical data, you’ll confidently know:
Who your highest converting customer is.
Where they convert from (which channel).
Where your current competitors are investing.
- Test Your B2B Lead Generation Strategy Against Competition
Step two comes next, which requires you to dive into competitor research to uncover where your competitors are investing.
The good news is, you can find out everything your competitors are doing using tools like Google Analytics Benchmark Reports, SimilarWeb, Semrush, SpyFu, and Pathmatics.