the who, what, how and where of b2b lead research

The Who, What, How and Where of B2B Lead Research

How to Spice Up and Dial In Your Lead Research

How Does Lead Research Help?

How Does Lead Research Help?

B2B business owners know that more leads isn’t the answer.

How Does Lead Research Help?

B2B business owners know that more leads isn’t the answer.

More qualified sales leads are the ones with a higher likelihood of progressing to sales.

How Does Lead Research Help?

How Does Lead Research Help?

42% of sales representatives say they don’t feel they have the right information about leads before making sales calls.

So What Should Good Lead Research Tell You?

So What Should Good Lead Research Tell You?

1. WHO YOUR AUDIENCE IS.

So What Should Good Lead Research Tell You?

1. WHO YOUR AUDIENCE IS.

2. WHAT THEY WANT.

So What Should Good Lead Research Tell You?

1. WHO YOUR AUDIENCE IS.

2. WHAT THEY WANT.

3. HOW THEY WANT SOLUTIONS AND INFO PRESENTED.

So What Should Good Lead Research Tell You?

1. WHO YOUR AUDIENCE IS.

2. WHAT THEY WANT.

3. HOW THEY WANT SOLUTIONS AND INFO PRESENTED.

4. WHERE THEY WANT TO SEE IT.

1. Who Is Your Audience?

Image Credit: Agency Access

1. Who Is Your Audience?

This involves finding your target market, which will also include demographic information, buying behavior, identifying decision-makers, etc.

Image Credit: Agency Access

What Do They Want?

What Do They Want?

What urgent needs makes your targets so desirable as a target audience?

How Do They Want Solutions and Information Presented?

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

Some kind of online offer?

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

Some kind of online offer? An informative article? (non-

promotional)

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

Some kind of online offer? An informative article? (non-

promotional) A top ten list of best practices?

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

Some kind of online offer? An informative article? (non-

promotional) A top ten list of best practices? A publication like an ebook?

How Do They Want Solutions and Information Presented?

An ad on TV, radio, or in a magazine?

Some kind of online offer? An informative article? (non-

promotional) A top ten list of best practices? A publication like an ebook? An infographic?

Where Do They Want to See It?

Where Do They Want to See It?

On TV?

Where Do They Want to See It?

On TV? On YouTube?

Where Do They Want to See It?

On TV? On YouTube? In their favorite magazine?

Where Do They Want to See It?

On TV? On YouTube? In their favorite magazine? On social media?

Where Do They Want to See It?

On TV? On YouTube? In their favorite magazine? On social media? On a company blog?

Once You Can Answer These Questions . . .

Once You Can Answer These Questions . . .

Done right, B2B lead research helps companies identify their most effective marketing techniques and how to attract the most qualified leads.