Resource Library for Enterprise Lead Generation
Check out these resources to learn even more about enterprise lead generation:
- Lead Generation Guide
- How to Create a Lead Generation Website
- How to Generate Leads With Facebook
- How to Generate Leads on LinkedIn
- How to Generate Leads With SEO
- How to Generate Leads With PPC
- How to Generate Leads Without Cold Calling
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Or, to learn about the basics of enterprise lead generation, just keep reading!
What is enterprise lead generation?
If you want to grow your leads, gain more social proof for your business, and bring in more overall revenue, you might have to think about changing your strategy. One way to do this is by targeting some bigger prospects. This can be done through enterprise lead generation.
Enterprise lead generation is the process of gaining leads from enterprise prospects. Enterprise prospects are the big million or billion-dollar companies that have a large employee count, likely over 1000. When these leads convert, they usually sign on for large contracts, bringing in more revenue and enhancing the reputation and trust of your business.
Why is lead generation for enterprises important?
Lead generation for enterprises is important because of the benefits that enterprise leads can provide. If you have a product or service that is good for larger companies, you should have a strategy for lead generation for enterprises.
You shouldn’t target enterprises the same way you target your other leads and smaller companies because their needs are different. However, it is important to practice enterprise lead generation because the accounts are more valuable, brand equity and trust in your brand will increase, and you will see more recurring monthly revenue.
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How to generate enterprise leads
As mentioned before, enterprise lead generation must be done differently than your typical lead generation. When targeting enterprise-level companies, you need to remember that you are not just speaking to one person. The organization should be targeted as a whole entity. Keeping that in mind, here are a few steps to follow when generating enterprise leads.
Identify target accounts
A good place to start with enterprise lead generation is finding some strategic target accounts. Make sure you familiarize yourself with the companies in the market and their networks and affiliations.
It’s also helpful to get more specific and look at things like companies’ revenue and anything else that can help you craft a targeted message. Once you have done all the research and identified some target accounts, craft messages catered specifically to them.
Qualify enterprise leads that you already have
Ensure that you don’t already have any enterprises in your CRM database that you haven’t recognized. Enterprise lead can still come in your usual form from trials, demo requests, and any other channels that you are using for lead generation. You do not want to miss out on these opportunities!
Create appeal for different stakeholders
In enterprise lead generation, you have to appeal to many decision-makers within a company. You need all stakeholders within a company, from all departments, to understand the value your product or service offers.
This will require making different content for a variety of different people. You need to make sure that you are tweaking your messages to appeal to various decision-makers and nurturing your relationships with each stakeholder.
Demonstrate your value
Decision-makers within enterprises are always busy and have a lot to worry about. This means you need to demonstrate your value to them.
One way of doing this is through case studies. Case studies provide leads with real-life examples of how your product or service was of value to a company similar to theirs. Through these examples, case studies demonstrate the value that you can have for their company too.
Personalize their demo
Enterprises want to know how your product or service will help them specifically, rather than how it helps in general circumstances.
Enterprises have very specific goals, and they want to know if you can help them reach these goals. This is why personalization is key for enterprise lead generation. The more personal to their company you can get, the more value the lead will see.
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Generate more qualified enterprise leads with WebFX
As you already know, the lead generation process can be difficult. Enterprise lead generation is a whole new ballgame, and there are lots of extra details to consider and steps to take.
However, taking a different approach to lead generation for enterprises is essential for success.