Customers often ask me about the forecast for the number of leads. It’s a tough question, as many indicators are independent of a B2B lead generation agency. Every experienced Sales Development Representative knows that much depends on these indicators:
1. Time of Reaction
Imagine your customers send 5 RFIs. The companies that receive the RFI and respond promptly will have the highest probability of being shortlisted and chosen as the final provider of a solution. When your customer seeks a solution, he wants an answer as soon as possible. The same situation applies when you undertake outbound activities; the time of reaction from “yes, let’s meet” to the meeting should be as short as possible, as it builds trust.
2. Marketing Materials
Many companies don’t prioritize their communication. They just want to sell their product. Buyer behavior has changed nowadays. Any customer who seriously wants to buy something will first educate themselves before deciding to come for a demo. That’s why a content strategy, videos, and a well-described website are so important. With a well-designed customer journey, your chances of success are higher. Good brochures, company history, and a proper story are essential to generating a lot of leads. If your marketing materials provide good answers to pain points, it’s more likely that your potential customers will say, “Let’s meet!”
3. Case Studies
The main role of case studies is to build your credibility with your customers and to build trust. Each case study should tell a good story with positive results of your cooperation. Use the STAR methodology to create an effective case study – Situation, Task, Action, and Result.
- Situation: Describe the customer’s situation at the start of your cooperation.
- Task: Outline your tasks, KPIs, and goals set by the customer.
- Action: Specify the actions taken to accomplish the tasks. Discuss any processes implemented and their link to your success.
- Result: Share the outcomes of your actions and how the customer’s situation has changed since the start of the cooperation.
When you have several case studies, it’s beneficial to match them with the similarities of your current company. If your client is from the SME segment, send them a case study related to a customer from the same segment and ideally from the same industry.
4. Website
Your website should maintain the same communication as your marketing materials. Clarity and ease of understanding are important; customers should quickly grasp what you do and how they can benefit. Your site should contain ample information about your company, including areas for prospects in different stages of the sales funnel.
5. Company Description
It’s crucial to concisely answer in 3-4 sentences the question of what you do. Potential customers try to position your company in a particular niche and specialty. Describing your niche in detail and designing landing pages for specific niches helps customers understand how you can assist them.
6. Product Description
Your product description should answer three simple questions: What is it? How does it work? Why should your customer use it? Simplicity is key. For instance, our company saves you time and minimizes your risk in acquiring first customers or business partners. We will validate the market for you at a reasonable price without requiring a significant effort on your part.
7. Competitors
If you occupy a good niche, you will likely have local competitors—a positive signal indicating you have a market fit. Understanding how to position and segment your product is crucial. Consider differentiating on functionalities, business model, price, targeted KPIs, or buyer persona to build effective communication.
8. Market Value Proposition and Added Value
This point is arguably the most important on this list. Without a proper market value proposition and clear added value, lead generation activities will fall flat. It is pivotal to understand why customers choose your solution. Your sales narrative should consistently highlight your market value proposition and the added value you provide.
9. Pain Points
Pain points are closely connected to market value proposition and added value. Creating or finding pain points is crucial as pain typically motivates purchases more than potential profits. Understand your customers’ problems and how your solution can alleviate these pains.
10. Market Position and Market Share
This is important; using arguments about market position and market share builds trust, especially with a limited marketing budget. Most customers and business partners seek reliability and do not want to be a company’s first customer. Thus, focusing on building trust and credibility is essential.
Contact us for a free call if you need more information, especially if you’re considering entering the Polish market. We would be more than happy to assist you.
I am dedicated to facilitating your entry into the Polish market. At Architecture of Sales, my team and I are committed to enhancing your visibility and boosting sales in Poland through the following strategies:
- Market Validation Activities - We conduct comprehensive market research, analysis, SWOT assessments, competitor evaluations, and direct customer interviews to validate your market approach.
- Lead Generation - Utilizing both outbound and inbound methods, including various Sales Development Representative (SDR) prospecting techniques, we generate high-quality leads to drive your sales pipeline.
- Sales and Marketing Support - Acting as your local sales and marketing department, we adeptly represent your brand to customers, providing comprehensive support to strengthen your market position.
- Business Partner Identification - Whether identifying a local partner or developing an effective affiliate program, we assist in establishing valuable collaborations to optimize your market presence.
While our primary focus is on B2B SaaS companies, we are also open to collaborating with hardware-selling enterprises. For instance, we have successfully sold SaaS solutions, including ERP systems, to diverse sectors such as manufacturing, construction, retail, IT, HR, and EHS management.
