Discover the top strategies for boosting B2B sales leads in 2024. From SEO tactics to social proof, learn how to elevate your lead generation game with these 10 actionable methods.

What is B2B lead generation?

B2B lead generation is basically about businesses selling to other businesses. It's the initial step in their marketing or sales process where they gather information about potential customers like their name, email, company, and job title. Then, they use this info to tailor sales pitches or ads to target them.

This differs from B2C lead generation, where businesses sell directly to individual consumers.

B2B companies typically rely on methods like SEO, email marketing, and social media to get leads, while B2C ones lean more towards traditional advertising and social media.

B2B lead generation strategies that actually work in 2024

The best way to generate more sales is to customize your lead generation strategy according to your industry, product, and target buyers. This is precisely why offering just one or two B2B lead generation strategies wouldn't suffice. 10 Ways to Get More B2B Sales Leads in 2024 are:

1. Run A/B tests on key pages 

With thousands of website visitors browsing their site for office wallpapers, WallMonkeys used a heat map tool to see where visitors' eyes landed first on their website. After receiving the results, the WallMonkey team was confident that they could increase B2B sales leads by tweaking their homepage.

Will changing your landing page image increase conversions?

Will a homepage redesign convert more visitors into leads?

A/B split testing is the only way to find out.

2. Use content campaigns to generate B2B sales leads

Snack Nation, an office snack supplier, faced a challenge with their SEO strategy as their target keyword had less than 100 monthly searches. This made it tough for them to boost B2B sales leads.

To reach a larger audience, including their ideal B2B leads, they decided to target a broader search term: "employee wellness." They crafted a comprehensive post on this topic, making sure it was truly exceptional to attract leads.

3. Earn your buyers' trust with social proof

Social proof plays a crucial role in many B2B lead generation strategies. Since buyers often seek reassurance before making a purchase, they rely on testimonials to guide their decision-making process.

By showcasing ample social proof on your website, you can establish trust more easily and ultimately drive more sales.

4. Build a free tool to generate B2B sales leads

HubSpot offers a free CRM.

Crazy Egg gives a free Heatmap tool.

Ubersuggest offers free SEO analytics reports.

5. Use Quora Q&As to generate more B2B sales leads

Leveraging content to educate buyers and address their pressing queries is a longstanding strategy. However, many B2B marketers encounter two key challenges:

1. Getting their content noticed by buyers.
2. Identifying the questions buyers are seeking answers to.

Platforms like Quora (or other forums) effectively tackle both of these hurdles.

6. Publish and promote more case studies

Including case studies in your content marketing strategy is crucial. B2B buyers tend to be analytical, risk-averse, and often require buy-in from multiple decision-makers focused on ROI before making a purchase.

7. Generate quick wins from landing page tweaks

When it comes to boosting B2B sales, your landing pages, which mark pivotal points in the buyer journey, are like abundant fruit trees waiting to be harvested.

Here are some quick steps to score B2B lead generation victories on your landing page:

1. Back up your copy  with social proof (let's amplify this point!).
2. Ensure your call-to-action (CTA) copy is tailored to your audience.
3. Elevate your headline to captivate potential buyers.
4. Implement live chat functionality to provide education and address objections in real-time.

8. Personalize your website with dynamic web pages

Website personalization isn't just a nice addition to B2B lead generation strategies anymore. It's essential.

To personalize the purchasing journey on your website, employ dynamic pages and content that adjust to your visitor's:

• Name
• Location
• Industry
• Company

Account-based marketing (ABM) efforts add a personal touch to the buyer's journey, crafting a profoundly customized experience.

9. Target high-value leads on LinkedIn

LinkedIn has emerged as the go-to platform for high-value B2B lead generation. Advertising on LinkedIn has yielded impressive results for many:

• Templafy secured 25 marketing qualified leads within a week, achieving a remarkable 475 percent ROI.
• Reed Exhibitions generated a significant portion (20 percent) of its SNSR risk and security expo's total revenue.
• Matmatch experienced a tenfold increase in its sales pipeline for suppliers on its engineering materials platform.

Although competition is fierce and cost-per-click rates are higher compared to other platforms, the advantage lies in the ability to precisely target your audience.

If you're considering advertising on LinkedIn, ensure that you offer:

• A premium B2B product or service. Higher lifetime value (LTV) often allows for the substantial budget required to thrive on LinkedIn.
• Exceptional, advanced educational content. LinkedIn members prioritize career growth and skill enhancement. Providing content that enriches their professional journey can lead to superior returns on your ads.

10. Run campaigns based on competitor keywords

If you notice your competitors gravitating towards specific websites for backlinks or consistently optimizing for particular keywords, it's significant.

It indicates they've identified successful keywords that generate leads.

You can leverage this insight using SEO research tools like Ahrefs and SEMrush. By targeting the same sites and keywords, you can drive more sales-ready traffic to your website.

Here's a quick tip: Before investing time and resources into optimizing for a specific keyword, conduct a small paid advertising campaign to gauge its effectiveness in attracting and converting your ideal B2B leads.