Digital lead management & demand generation

Digitalization has changed the way we buy—so we need to change the way we sell

Digitalization has changed the way we buy—so we need to change the way we sell

There is an ongoing paradigm shift in B2B sales. Manual practices are rapidly being complemented with digital and data-driven processes. Many organizations are searching for increased reach and scalability across markets in an efficient way.​ This creates the need for a new approach that affects every step of the process where growth, speed, automation and efficiency are core drivers.
Digital lead management & Demand Generation

Background

Digital lead management & demand generation

Digital lead management is the systematic process of capturing, tracking, and nurturing potential customers throughout their buyer journey in a digitalized world. It is crucial for B2B companies today as it enables efficient lead generation, effective lead qualification, and personalized engagement. By leveraging digital tools and analytics, companies can optimize their sales efforts, improve conversion rates, and drive business growth. Ultimately, digital lead management empowers businesses to adapt and thrive in the rapidly evolving digital landscape.
Digital lead management is the systematic process of capturing, tracking, and nurturing potential customers throughout their buyer journey in a digitalized world. It is crucial for B2B companies today as it enables efficient lead generation, effective lead qualification, and personalized engagement. By leveraging digital tools and analytics, companies can optimize their sales efforts, improve conversion rates, and drive business growth. Ultimately, digital lead management empowers businesses to adapt and thrive in the rapidly evolving digital landscape.

Challenges

Why do B2B organisations struggle to generate and convert their leads

Identify the right target audience

B2B companies need to accurately identify and define their target audience in order to generate relevant leads. This involves understanding their specific needs, pain points, and demographics. Without a clear understanding of the target audience, lead generation efforts may result in low-quality leads.

Lead qualification and scoring

B2B companies often receive a large volume of leads, but not all of them are qualified or ready for sales engagement. Implementing effective lead qualification and scoring processes can be challenging. It requires establishing criteria and systems to determine lead quality and prioritize leads based on their likelihood to convert into customers.

Data quality and management

Managing and maintaining accurate and up-to-date data can be a significant challenge. B2B companies often acquire leads from multiple sources, and integrating, cleaning, and de-duplicating data can be complex. Without proper data management practices, lead information may be inconsistent or incomplete, leading to ineffective lead nurturing and wasted resources.

Lead nurturing and engagement

B2B sales cycles are typically longer and involve multiple decision-makers. Lead nurturing becomes crucial in maintaining engagement and building relationships with prospects over time. Creating personalized and relevant content, delivering it through appropriate channels, and keeping leads engaged throughout their buyer's journey can be demanding.

Multi-channel marketing and attribution

B2B companies need to engage with prospects across multiple digital channels such as email, social media, search engines, and content marketing. However, attributing the impact of each channel on lead generation and conversion can be challenging. Understanding which channels and campaigns are driving the most valuable leads requires sophisticated tracking and analytics capabilities.

Alignment between marketing and sales teams

Effective collaboration and alignment between marketing and sales teams is essential for successful lead management. Often, there can be a disconnect between these two departments regarding lead quality, lead handoff, and lead follow-up. Bridging this gap requires clear communication, shared goals, and streamlined processes.

Measuring and optimizing revenue

B2B companies need to measure the revenue generated by digital lead management and demand generation efforts. However, accurately tracking and attributing revenue to specific marketing activities can be complex. Determining which marketing strategies are most effective and optimizing campaigns accordingly is a continuous challenge.

Let's talk!

Let's talk!

Hannes Bünger

Growth co-lead

Services

By leveraging the power of content, optimizing your sales processes, and embracing a data-driven approach, we help you generate high-quality leads that drive growth and success to our customers.
By leveraging the power of content, optimizing your sales processes, and embracing a data-driven approach, we help you generate high-quality leads that drive growth and success to our customers.
Value proposition
Value-based pricing and offer bundling
Site architecture & UX strategy
UX & UI
Website personalization
Content strategy & production
Sales process optimization
SEO
Tech procurement
Services_Silhouette_Right

The process

How we work with digital lead management

We believe in empowering our clients to lead their own transformation. Our Growth projects are designed to deliver sustainable results and foster autonomy, even after we’ve wrapped up. We work collaboratively with our clients and follow an iterative process, allowing us to adapt and evolve our approach based on valuable insights gained during the project. Below, we’ve outlined the typical steps involved in working with us in a Growth project.
We believe in empowering our clients to lead their own transformation. Our Growth projects are designed to deliver sustainable results and foster autonomy, even after we’ve wrapped up. We work collaboratively with our clients and follow an iterative process, allowing us to adapt and evolve our approach based on valuable insights gained during the project. Below, we’ve outlined the typical steps involved in working with us in a Growth project.
01
Pre-study
We assess your current state and level of maturity. We establish the project scope, business objectives & strategies, as well as identify the necessary business and IT capabilities & data requirements. With a clear understanding of the gaps, we develop a business case, create a roadmap & prepare for the implementation phase.
02
Implementation
In the implementation phase, we procure and deploy MarTech solutions as necessary. We establish and align processes and launch targeted campaigns and new use cases in accordance with the predefined scope and business objectives determined during the pre-study phase.
03
Analytics & reporting
We define relevant key performance indicators, build customized dashboards, and analyze campaign results to uncover insights and determine the next steps.
04
Optimization
During the optimization phase, we utilize the insights gathered from the previous phase to perform A/B testing and implement fine-tuned tweaks to target groups, messaging, features, and more. Our goal is to ensure that we continuously meet or exceed the established targets and that we reach our business objectives.
01
Pre-study
We assess your current state and level of maturity. We establish the project scope, business objectives & strategies, as well as identify the necessary business and IT capabilities & data requirements. With a clear understanding of the gaps, we develop a business case, create a roadmap & prepare for the implementation phase.
02
Implementation
In the implementation phase, we procure and deploy MarTech solutions as necessary. We establish and align processes and launch targeted campaigns and new use cases in accordance with the predefined scope and business objectives determined during the pre-study phase.
03
Analytics & reporting
We define relevant key performance indicators, build customized dashboards, and analyze campaign results to uncover insights and determine the next steps.
04
Optimization
During the optimization phase, we utilize the insights gathered from the previous phase to perform A/B testing and implement fine-tuned tweaks to target groups, messaging, features, and more. Our goal is to ensure that we continuously meet or exceed the established targets and that we reach our business objectives.

Book a meeting with us

We are here to help, challenge, enhance your own capabilities and make sure to have fun during the process. Let’s meet up to discuss how we can crack the growth code for your business.

We are here to help, challenge, enhance your own capabilities and make sure to have fun during the process. Let’s meet up to discuss how we can crack the growth code for your business.

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