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B2B Marketing Strategies for Small Business Lead Generation

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B2B Marketing Strategies for Small Business Lead Generation

Whether you own a small business or are tasked with getting the word out about a small business (or both), you know that marketing is crucial for lead generation—and ultimately the success of your business.

Let’s dive into how you can reach your lead generation and revenue goals by optimizing your brand, website, search engine ranking, content and social media. 
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How to Follow Up with MQLs for Best Results

How to Follow Up with MQLs for Best Results

A marketing qualified lead (MQL) is a prospect who is more likely to turn into a sale than other leads but isn’t quite ready to buy yet. Each company’s lead scoring is different for qualifying an MQL, but it’s typically determined by data about the lead, such as company size, company spend, role, etc. MQLs are the first step in filtering all possible visitors to a smaller group of possible buyers. 

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The Dos and Don’ts of B2B SaaS Cross-Selling for Retention

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The Dos and Don’ts of B2B SaaS Cross-Selling for Retention

Cross-selling to your B2B SaaS customers is a great way to retain them; this is because cross-selling increases the lifetime value of the customer—and drives revenue for your business(!). That being said, there is a right way and a wrong way to cross-sell. But before we dive into that, let’s define what cross-selling is:

What is cross-selling?

Cross-selling is the strategy of encouraging a customer to also buy a product or service that is similar or related to a product or service they already have. As an example, one delicious, albeit greasy, cross-sale you might experience is ordering a hamburger at a fast food restaurant and being asked if you want fries with it.

Now that you have an understanding of cross-selling, let’s walk through dos and don’ts to help your B2B SaaS company boost revenue and retention.
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How to Use Lead Scoring to Deliver Hot Leads to Sales

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How to Use Lead Scoring to Deliver Hot Leads to Sales

How to Use Lead Scoring to Deliver Hot Leads to Sales

Every sales team loves prospects who are chomping at the bit to purchase their product or service. And every marketing team wants to be able to confidently deliver leads that easily turn into closed deals. Generating highly qualified leads makes everyone’s job easier.

But how do you qualify leads from your marketing efforts?

In order to quantify your marketing efforts and prove ROI, you need to be able to generate marketing-qualified leads (MQLs). MQLs are more likely to become customers based on their demographic information and their engagement with your marketing efforts. How do you know when a prospect has become an MQL? Lead scoring. More