You know the story: your product
is the perfect fit for your lead, but it’s not the right time. Or you’ve had
several promising touchpoints, but the handshake never comes. Somehow, your
winning approach to converting new leads is running out of steam.
These are all signs your B2B marketing funnel needs help.
If this is resonating right now, you need to step back and ask: is my B2B marketing funnel still working as it should?
To help
you answer that question, we listed 4 clear signs that your B2B marketing
funnel needs help.
4
warning signs to look for in your B2B marketing funnel
1. You are not receiving many inbound leads:
This can
happen for a variety of reasons: your website traffic and social engagement are
low. Your SEO strategy might need improvement. Your content is not resonating
with your target audience. You don't have enough valuable information about
your target audience. Ultimately, not capturing enough qualified leads means
you don’t have anyone to convert into revenue.
2. The leads you do have are low (or no) intent
Not all
leads are equal. Some are more likely to become a customer than others.
Understanding buyer intent helps you focus on those leads who are in the market
for a new solution. Without multiple touchpoints and advanced analytics though,
it’s hard to classify leads by intent.
3. You have little insight into your leads’ behaviours and needs
You know who
your target audience is, but do you understand their needs? Priorities? How
they operate? Having this knowledge is essential to make your B2B marketing
funnel more efficient. It also helps you refine your approach to focus on
tactics that resonate with them.
4. Sales calls go nowhere
You may
have a good number of leads, but they remain stuck at the same stage of the
funnel forever. Understanding your lead's intent is essential to improve the
accuracy of your targeting. Being familiar with their journey is how you can
establish meaningful connections.
How to
end the lead drought
Ok, now
you’ve recognised that your B2B marketing funnel is not working as it should
and why, what are the next steps?
A lot of
the pain points we covered have one thing in common: a lack of understanding of buyer
intent. A recent study by
Ehrenberg-Bass found only 5 percent of B2B buyers are ever in
the market for a new product or service in a given quarter.
Being
able to identify that 5 percent is critical to sales success. Which leads to
the question: how can you identify them?
Intent data
looks at online behaviour and profiling information to spot those leads. We
works with clients to refine our intent data further and find you leads
you are in the market for what you sell and how you sell it.
This kind
of accurate targeting fills your pipeline with meaningful opportunities and
improves your conversion rate. In other words, intent-only data turns your lead
drought into an opportunity oasis.
For
advice on how to take those leads and nurture them into revenue, just reach
out.