Understanding the Modern Lead Generation Buyer’s Needs

According to Forbes, the B2B industry is expected to grow to $31 billion by 2031, a remarkable growth from $7.4 in 2022! Companies seek new B2B strategies to maximize revenue and stay ahead of the competition. Often, they seek assistance from B2B lead generation experts to find their ideal customer profiles, nurture them, and move them down the B2B marketing funnel. But is the process as easy as it sounds? No, it requires an in-depth knowledge of the market and the expertise to foresee challenges and maneuver the entire process of generating leads to the ultimate destination- your target audience. 

The B2B landscape is continuously evolving, and so are the modern B2B buyers. They want experts to go the extra mile and exceed their expectations. As lead generation experts, we find their doubts well-founded and their preferences relatable. Let’s understand what the modern B2B buyer wants and how an experienced B2B marketing consultant fills the gap between their current processes and their goals. 

What does the modern lead generation buyer need?

·         Data-driven process: Today, companies understand the power data wields and how data-led decision–making can help generate high-quality leads.  Data is the source that feeds the B2B marketing funnel with highly qualified leads that can be converted into customers. Intent-based data, actionable insights, and analytics with data-infused CRMs help obtain a comprehensive view of the customer journey and understand their needs, preferences, problems, and the solutions they seek. It allows them to tailor their engagement strategy and achieve more success with conversion rates. Data gives the process a direction and paves the way for an engagement process that is more inclined toward conversion. So, buyers need a B2B vendor that relies on data in inbound and outbound B2B marketing. They realize that the process of generating leads can become more specific and laser-targeted, with data backing every move, helping them connect with their ideal customer profiles (ICPs).

·         Access to the latest technology: More and more B2B buyers want a tech-driven process. They want to leverage the newest technology that makes the process more result-oriented and cost-saving. Forbes has revealed that 47% of companies say AI tools have improved their process. Whether you use AI in email marketing, content syndication, or telemarketing, it enhances the process and prepares your B2B lead generation efforts for success. Buyers want optimum utilization of AI and get maximum benefit with improved targeting and personalization.

Similarly, they need updated databases. Most sales professionals say outdated databases are one of the biggest hurdles in achieving their goals. Data enrichment is necessary so that marketers can rely on accurate and updated data to increase conversion rates. 

·         Build customer trust: Buyers also look beyond sales in every conversation. Though lead generation and acquisition are crucial goals that companies want to achieve and critical to the existence of the business, along the way, they want to build a great relationship with their customers. But how do they achieve that? B2B marketers leverage a multi-channel approach to engage in meaningful conversations with prospects, inform, educate, and build goodwill in the market. Businesses can build thought leadership via ABM-content syndication, and leverage the power of one-on-one human conversations with customers and prospects with telemarketing. They can also achieve this goal by using  email marketing to maintain a continuous relationship and nurture leads with regular communication via engaging content. A reputed B2B marketing will adopt a comprehensive approach and help the business build thought leadership and win customers’ trust. 

Conclusion

Lead generation buyers’ demands are evolving, and they need a vendor who can understand their target audience well, foresee challenges, and ensure a steady pipeline of highly qualified leads. Navigating the complex and ever-evolving B2B market requires a leader with the experience to mitigate risks and overcome challenges to find your target audience.

About Markable Solutions

Markable Solutions is a leading B2B marketing consultant that serves a large number of businesses worldwide. We understand the turmoil B2B buyers go through with changing market trends and intense competition in the market. We help them achieve their goals using a multi-channel approach via email marketing, content syndication, telemarketing, and account-based marketing to ensure sustainable success with highly qualified leads. Are you ready to scale new heights with a tech-driven process? If yes, let’s start with a discovery call, and our experts will walk you through our B2B strategy. Book a free consultation here.