Could anybody share examples of how they have adapted their lead generation strategies to better align with customer behavior?
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CSO in Miscellaneous2 months ago
We have really leaned into enhacing our TechStack with intent data applications to help us prioritize and better tailor our prospecting efforts (B2B.) Tools like Clearbit and Zoominfo (there are many and none are perfect) can help show prospect activity and intent. Pair that data with SDRs who zero in on high intent, active prospects. Then agreegating that data across all actions in a tool like SiSense or Tableau tells us buyer behavior patterns that can then help us apply better strategies across the entire funnel. We aren't nearly where we want to be yet but getting there day by day!
We've had success with in person and virtual micro events.
We segment our invitations. We invite some of our raving fans for a client appreciation and thought leadership participation. We invite prospective customers for networking and thought leadership.
We act as moderators and connectors to get the conversations going.
Invariably, our cusomers share what they love about our software and how they are using it. Peer to peer referral happens in the room!
We see prospective customers engaging with our webinars, podcasts and white papers; our outreach is then "warm"and we have better response rates , pipeline creation and closed won deals.