B2B Lead Generation (Capturing interested businesses):
Posted: Thu May 22, 2025 10:38 am
Tactics: Un-gated whitepapers and industry reports, educational webinars (without an immediate sales pitch), LinkedIn thought leadership posts, participation in industry forums, strategic PR in business publications, co-marketing with non-competing businesses, podcasts discussing business pain points.
Example: A SaaS company offering project australia phone number list management software publishes comprehensive guides on "Overcoming Project Delays in Remote Teams" (un-gated), hosts a panel discussion webinar with industry experts on "Future of Work Collaboration," and regularly shares insights on LinkedIn about efficient team management. This helps build a reputation and makes businesses aware of their problems and potential solutions.
Goal: Convert interested businesses or specific stakeholders into identifiable leads.
Tactics: Gated content (e.g., "Download Our ROI Calculator," "Case Study: How Company X Saved Y%"), "Request a Demo" forms, "Get a Free Consultation" offers, free trial sign-ups, event registration (for sales-focused events), personalized outbound email/LinkedIn outreach to companies who have shown intent signals (e.g., visited key product pages).
Example: The SaaS company then targets businesses that downloaded their guide or attended their webinar with an offer for a "Free 30-Minute Consultation to Optimize Your Project Workflow" or a "Live Demo of Our Project Management Software." They also use intent data to identify companies actively researching project management solutions and send personalized outreach.
The Relationship: Funnel and Flywheel
Demand Generation is the "Top of the Funnel": It casts a wide net, creates awareness, and generates initial interest. Without demand generation, your lead generation efforts will struggle because people won't know who you are or why they should care.
Lead Generation is the "Middle and Bottom of the Funnel": It takes the interest generated by demand generation and converts it into actionable leads. It focuses on getting contact details and qualifying those leads.
Example: A SaaS company offering project australia phone number list management software publishes comprehensive guides on "Overcoming Project Delays in Remote Teams" (un-gated), hosts a panel discussion webinar with industry experts on "Future of Work Collaboration," and regularly shares insights on LinkedIn about efficient team management. This helps build a reputation and makes businesses aware of their problems and potential solutions.
Goal: Convert interested businesses or specific stakeholders into identifiable leads.
Tactics: Gated content (e.g., "Download Our ROI Calculator," "Case Study: How Company X Saved Y%"), "Request a Demo" forms, "Get a Free Consultation" offers, free trial sign-ups, event registration (for sales-focused events), personalized outbound email/LinkedIn outreach to companies who have shown intent signals (e.g., visited key product pages).
Example: The SaaS company then targets businesses that downloaded their guide or attended their webinar with an offer for a "Free 30-Minute Consultation to Optimize Your Project Workflow" or a "Live Demo of Our Project Management Software." They also use intent data to identify companies actively researching project management solutions and send personalized outreach.
The Relationship: Funnel and Flywheel
Demand Generation is the "Top of the Funnel": It casts a wide net, creates awareness, and generates initial interest. Without demand generation, your lead generation efforts will struggle because people won't know who you are or why they should care.
Lead Generation is the "Middle and Bottom of the Funnel": It takes the interest generated by demand generation and converts it into actionable leads. It focuses on getting contact details and qualifying those leads.