{"id":2653,"date":"2022-03-29T09:29:00","date_gmt":"2022-03-29T09:29:00","guid":{"rendered":"https:\/\/leadsatscale.com\/?p=2653"},"modified":"2023-10-25T16:35:11","modified_gmt":"2023-10-25T16:35:11","slug":"b2b-saas-lead-generation","status":"publish","type":"post","link":"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/","title":{"rendered":"12 B2B SaaS Lead Generation Strategies That Get Results"},"content":{"rendered":"\r\n<p>Lead generation is central to B2B SaaS success and everyone seems to have their own magic elixir of lead generation strategies. But what strategies really get results? Well, that\u2019s exactly what we\u2019re going to be talking through today.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>If you\u2019ve been looking for some solid B2B SaaS lead generation techniques that actually work then you\u2019ve come to the right place. Today we\u2019ll be sharing 12 B2B <strong><em>SaaS Lead Generation Strategies<\/em><\/strong> that get results. Ready to dive in?\u00a0<\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_65 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#12_B2B_SaaS_Lead_Generation_Strategies_That_Get_Results\" title=\"12 B2B SaaS Lead Generation Strategies That Get Results\">12 B2B SaaS Lead Generation Strategies That Get Results<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Track_KPIs\" title=\"Track KPIs\u00a0\">Track KPIs\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Get_your_customers_to_bring_leads_to_you\" title=\"Get your customers to bring leads to you\">Get your customers to bring leads to you<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Engage_in_social_selling\" title=\"Engage in social selling\">Engage in social selling<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Maintain_consistent_branding_through_content\" title=\"Maintain consistent branding through content\u00a0\">Maintain consistent branding through content\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Create_SMART_er_Goals\" title=\"Create SMART (er) Goals\u00a0\">Create SMART (er) Goals\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Solidify_your_buyer_persona\" title=\"Solidify your buyer persona\">Solidify your buyer persona<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Map_out_your_B2B_customer_journey_from_start_to_finish\" title=\"Map out your B2B customer journey from start to finish\">Map out your B2B customer journey from start to finish<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Segment_your_audience\" title=\"Segment your audience\">Segment your audience<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Reach_out_to_the_decision_makers\" title=\"Reach out to the decision makers\">Reach out to the decision makers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Partner_with_non-competitors_in_your_space\" title=\"Partner with non-competitors in your space\">Partner with non-competitors in your space<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Get_the_right_tools\" title=\"Get the right tools\u00a0\">Get the right tools\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Track_and_follow_up\" title=\"Track and follow up\">Track and follow up<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/leadsatscale.com\/insights\/b2b-saas-lead-generation\/#Launch_your_lead_generation_strategy_to_success\" title=\"Launch your lead generation strategy to success!\">Launch your lead generation strategy to success!<\/a><\/li><\/ul><\/nav><\/div>\n\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"12_B2B_SaaS_Lead_Generation_Strategies_That_Get_Results\"><\/span>12 B2B SaaS Lead Generation Strategies That Get Results<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Track_KPIs\"><\/span>Track KPIs\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Key Performance Indicators (or KPIs for short) are data-driven business metrics that measure performance based on a range of targeted factors. By tracking and measuring your business KPIs, you\u2019ll be able to identify how much of an impact your <a href=\"https:\/\/leadsatscale.com\/insights\/b2b-sales-strategies-to-win-more-customers\/\">B2B sales strategies<\/a> are having and <a href=\"https:\/\/leadsatscale.com\/insights\/increase-b2b-lead-conversion-rate\/\">improve b2b lead conversion rates<\/a>. You might like to think of Key Performance Indicators as a 36-degree birds-eye-view over your business leads.<\/p>\r\n\r\n\r\n\r\n<p>Pick a few KPIs that align with your unique goals and monitor them regularly. If you\u2019re not quite sure which KPIs to start with, then listen up. When it comes to B2B lead generation there are a few KPIs that are an absolute must (start with these before adding new metrics into the mix).\u00a0 Remember there are lots of software programs out there that make it super easy to track and monitor KPIs.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Top B2B lead generation KPIs:<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li><strong>Organic traffic<\/strong> \u2013 number of people who visit your site via search\u00a0<\/li>\r\n\r\n\r\n\r\n<li><strong>Traffic-to-lead ratio<\/strong> \u2013 percentage of traffic to your website that converts into a lead\u00a0<\/li>\r\n\r\n\r\n\r\n<li><strong>Landing page conversions<\/strong> \u2013 amount of traffic on your landing page that converts into a lead<\/li>\r\n\r\n\r\n\r\n<li><strong>Clickthrough rate<\/strong> \u2013 number of people that click on a link on your landing page or email\u00a0<\/li>\r\n\r\n\r\n\r\n<li><strong>Bounce rate<\/strong> \u2013 number of people that leave your site right away (aka bounce back to Google)<\/li>\r\n\r\n\r\n\r\n<li><strong>Cost per lead<\/strong> \u2013 how much it costs to generate one new lead for your business<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Get_your_customers_to_bring_leads_to_you\"><\/span>Get your customers to bring leads to you<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>This might sound a bit far-fetched at first, but generating leads out of your existing customers is actually a super effective B2B SaaS lead generation technique. Hear me out. What we\u2019re talking about here is referral marketing. All you have to do is get your existing customers to refer their own business contacts to your business.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Oftentimes businesses offer referral schemes in which loyal customers can \u2018refer a friend\u2019 to take part in a free trial of your product or service, in return for a reward (e.g., access to premium features or a discount).<\/p>\r\n\r\n\r\n\r\n<p>Did you know that B2B referrals provide <a href=\"https:\/\/www.thinkimpact.com\/b2b-referral-statistics\/\">30% more leads that generate revenue<\/a> for a business than other marketing channels? Word of mouth is one of the biggest sources of sales for B2B businesses, making referral schemes a real must.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Engage_in_social_selling\"><\/span>Engage in social selling<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Social selling is a lead generation technique in which brands target prospects and establish a rapport with them through existing connections. Contrary to what the name might suggest, social selling is not the same as social media marketing or advertising. Instead, social selling is a way to build a personal rapport with potential leads via social media. It\u2019s a bit like cold calling, only via channels like Facebook or LinkedIn instead of a phone call.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>What\u2019s more, the evidence in favor of social selling is impressive to say the least. <a href=\"https:\/\/business.linkedin.com\/sales-solutions\/social-selling\" target=\"_blank\" rel=\"noreferrer noopener\">78% of social sellers<\/a> outsell their competitors. Why does it work? Well, social selling generates relationships first, then sales. This generates trust and nurtures leads.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Top social selling techniques include:<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Build credibility online with an establishes social media presence\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Monitor social media conversations to identify new prospects\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Customize messaging and offers to your target persona\/ platform\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Actively engage in social media groups and discussions\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Provide value through quality content, offers, and responsiveness<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Maintain_consistent_branding_through_content\"><\/span>Maintain consistent branding through content\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Consistency is hyper-important. Consistent branding creates authenticity and trust and trust is one of the most important factors when it comes to generating leads. In fact, <a href=\"https:\/\/www.oberlo.com\/blog\/branding-statistics\" target=\"_blank\" rel=\"noreferrer noopener\">81% of customers<\/a> say that they need to be able to trust a brand before buying from them. Consistent branding is key to brand recognition. Everything from tone of voice to web design needs to be taken into account. Did you know that using a signature color can increase brand recognition by as much as 80%? As well as unifying your brand design, try to find a unique voice that shines through in all of your content.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Create_SMART_er_Goals\"><\/span>Create SMART (er) Goals\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>One of the first things any brand should do before launching a lead generation initiative is to take a step back and think about overall goals. If you\u2019ve not heard of S.M.A.R.T. goals before, this is a great place to start.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>S.M.A.R.T stands for <strong><em>Specific, Measurable, Agreed, Realistic<\/em><\/strong>, and <strong><em>Time-Bound<\/em><\/strong>.\u00a0\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Use this acronym to help identify and shape some core goals for your business. All of your goals should adhere to these five SMART criteria. This will help focus your lead generation strategy and generate better, more targeted, results in the long-run.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\"><strong>Here&#8217;s an example of a SMART goal:<\/strong><\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">To generate 10% more leads by the end of 2022.<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\"><strong>This goal is<\/strong>:<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">Specific \u2713<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">Measurable \u2713<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">Agreed (make sure to run it past your team first) \u2713<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">Realistic (not too over ambitious) \u2713<\/p>\r\n\r\n\r\n\r\n<p class=\"has-text-align-center\">Time-bound \u2713<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Solidify_your_buyer_persona\"><\/span>Solidify your buyer persona<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>It\u2019s important that your lead generation strategies are targeted towards a specific target consumer. Start by building up a realistic buyer persona. This is the \u2018person\u2019 who you will be marketing your brand to, so you\u2019ll need to position all of your content to meet their needs and expectations. Identify your customers\u2019 key pain points, goals, buying behaviors, concerns, interests, and needs. Then reach out to prospective customers with resources, information, and offers that speak to these things. This way you\u2019ll have a much better chance of generating genuine interest that converts into a sale.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Map_out_your_B2B_customer_journey_from_start_to_finish\"><\/span>Map out your B2B customer journey from start to finish<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Once you\u2019re clear about your buyer persona, <a href=\"https:\/\/leadsatscale.com\/insights\/b2b-customer-buying-journey\/\">map out their buyer journey<\/a> from start to finish. Since we\u2019re talking about B2B SaaS lead generation, that means mapping out the buying process for a business client. Think about how you are going to solve their problems and meet their needs head on.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Research shows that up to <a href=\"https:\/\/www.forbes.com\/sites\/allbusiness\/2019\/05\/24\/b2b-sales-tips\/\">64% of B2B buyers<\/a> want to work with vendors who can demonstrate knowledge of their company and offer targeted insights into their pain points. Aim to target any potential pain points at every step in the buyer journey from the awareness stage, through to the consideration stage, and the final decision stage.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Segment_your_audience\"><\/span>Segment your audience<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Now it\u2019s time to segment your audience. You\u2019ve got a clear buyer persona in mind, but it\u2019s important to remember that not every customer is the same. You may have multiple \u2018ideal\u2019 prospects. In this case it\u2019s important to cater to all of their needs in individualized ways.<\/p>\r\n\r\n\r\n\r\n<p>Segmenting your audience means filtering out prospects based on targeted data. Depending on your business that could be anything from geographical data, to behavioral data.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Other segmentation factors to consider include:<\/p>\r\n\r\n\r\n\r\n<ul>\r\n<li>Industry verticals\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Online activities\u00a0<\/li>\r\n\r\n\r\n\r\n<li>Company size\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Reach_out_to_the_decision_makers\"><\/span>Reach out to the decision makers<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>This one\u2019s super important. When it comes to B2B lead generation it&#8217;s imperative that you reach out to the decision makers themselves. Every business will have a few key decision makers who have the final call when it comes to buying into a new business software.\u00a0<\/p>\r\n\r\n\r\n\r\n<p>Typically, businesses adopt one of three decision-making structures. Some will have a single decision maker (e.g. a CEO or special projects director). Some will have a main decision maker but run all purchases by a board of representatives before making a final investment. Finally, some businesses will adopt a different approach involving multiple decision makers, in which case you\u2019ll need to ensure that your outreach speaks to each of the individuals involved in the decision-making process individually.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Partner_with_non-competitors_in_your_space\"><\/span>Partner with non-competitors in your space<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Partnering up with other businesses in your space is a very smart move when it comes to lead generation. So long as these partners aren\u2019t competitors, you\u2019ll be able to build relationships with vendors in your space, pool customer data and offer combined solutions that generate more leads.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Get_the_right_tools\"><\/span>Get the right tools\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>We\u2019re very lucky today that there are some fantastic tools out there to help generate leads in a more streamlined and targeted way. Getting your tech stack right will go a long way in improving your lead generation results. Email marketing and subscription management software, for example, will help you monitor and optimize your marketing channels with targeted data insights. It\u2019s also possible to outsource to an <a href=\"https:\/\/leadsatscale.com\/\">outbound lead generation service for B2B SaaS<\/a>.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Track_and_follow_up\"><\/span>Track and follow up<span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p>Last, but not least, don\u2019t forget to follow up with your customers. Lead generation isn\u2019t just about selling, it\u2019s about <a href=\"https:\/\/leadsatscale.com\/insights\/b2b-lead-nurturing-best-practices\/\">lead nurturing<\/a>. The B2B sales cycle, in particular, is often longer than, say, ecommerce. Your prospects might not make a final decision right away. After initial contact, ensure that you follow up on each prospect&#8217;s potential interest with value-laden and personalized messaging.\u00a0<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading has-text-align-center\"><span class=\"ez-toc-section\" id=\"Launch_your_lead_generation_strategy_to_success\"><\/span>Launch your lead generation strategy to success!<span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p>So, there we have it. You\u2019re ready to launch your lead generation strategy to success. Remember that the key to successful B2B lead generation is to home in on your goals, identify your prospects, and deliver consistently high-value, targeted, and personalized content. By following these 12 B2B SaaS lead generation tips you\u2019ll be sure to see success in no time at all!<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Lead generation is central to B2B SaaS success and everyone seems to have their own magic elixir of lead generation strategies. But what strategies really get results? <\/p>\n","protected":false},"author":2,"featured_media":3648,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>12 B2B SaaS Lead Generation Strategies &amp; Tips That Get Results<\/title>\n<meta name=\"description\" content=\"If you are looking for some B2B SaaS lead generation techniques that actually work then you\u2019ve come to the right place. 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