Why Buyer Insight Is Critical to B2B Lead Generation?


B2B lead generation is a challenging task. Many B2B organizations have to work hard to improve lead generation rate. Understanding B2B buyer insight is crucial for developing effective lead generation strategies.

B2B organizations should try hard to find answers to questions like where your buyers are? What types of content they consume? What their main pain points are? What industry events they attend? Where they spend time on the web?Answers to these questions should be foundation of B2B lead generation strategies. If you are not aware of what type content your buyer are interested in,their pain points, gain points, then how can you develop effective content marketing strategy for lead generation. If your content is not relevant and engaging then your content marketing won't give you desired results. So buyer insights is the foundation of B2B lead generation strategies. If you spend lot of time on social media platforms and your target B2B buyers are not active on these social media platform then all your lead generation efforts like short sharable video, social media updates on LinkedIn and more can go waste because your target audience is not even reading your content.

According to the 2015 B2B Content Marketing Benchmarks, Budgets and Trends –North America Study published by Content Marketing Institute and MarketingProfs most of the marketers don't have documented content marketing strategy. This impacts the effectiveness of content marketing efforts. B2B marketers should map out different pieces of content based on time, content consumption at each level in B2B buyer's journey and then align this with content offers to optimize content marketing efforts.

Before designing B2B lead generation and content marketing strategies it is critical to have in depth understanding of your B2B buyer. B2B organization can start with internal and external reviews by asking questions to B2B customers and prospects like what was their first step in buying process?who was involved? What issues they were trying to solve and how long the buying process was?
Take this first step to create your effective lead generation and content marketing strategies.

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