Refine Your Business Lead Lists In 5 Easy Steps

As a B2B business owner, you have to take a proactive approach to lead generation. Approximately 85% of B2B marketers prioritize lead generation as their top marketing goal. If you are not demonstrating the same commitment to lead generation, then you won’t be able to keep up with your competitors.

If you want to get the most out of your marketing efforts, then you will need to refine your business lead lists. However, that is often easier said than done. 

That is why Insights ABM, Dallas’ premier lead gen performance marketing company, has created this simple guide. In it, we’ll identify the ways you can refine your prospective client lists in five easy steps. We’ll even provide you with some proven tips for developing a greater number of leads!

Creating High-Quality Business Lead Lists

If your goal is to rejuvenate your lead generation efforts and create new prospective client lists, we recommend starting with your ideal customer personas. 

These personas serve as the guide for your other lead generation efforts. They need to be periodically evaluated and refined in order to ensure that your sales team is working with the most relevant information available. 

When you’re building new lists, we suggest that you:

1.  Identify Your Top Five Clients

Any new lead generation strategy should start by identifying your current top performers. List out the five clients that add the most value to your organization. Clients that make this list should be big spenders that are also pleasant to work with.

Be detailed. Describe the things that make these clients so valuable to your B2B company. 

2.  Define Your Least Productive Accounts

Next, you need to define your five least productive clients. This list should include clients that are hard to work with or purchase very little. 

While we do not necessarily suggest cutting ties with clients while attempting to grow your business, it is important to assess every account’s worth to your company. 

3.  Create Individual Profiles

Once you have composed your two client lists, make an individual profile for each ideal account. Describe the traits that you find favorable, as well as the qualities that you want to avoid when seeking new leads.

These profiles will be invaluable later in the lead generation process when it comes time to score prospective clients. 

4.  Classify Each Persona

The next step is to classify each of these client personas. You should classify them on criteria such as:

• Annual income
• Company size
• Number of employees
• Job title
• Overall business health (expanding or stagnating)
• Philosophy and core values

All of these factors can impact your relationship with these clients. That is why they must be addressed in your persona classification efforts.

5.  Review and Refine Your Work

The final step is to review your work. Thoroughly read through each new persona and ensure that they align with the long-term goals of your company. If necessary, go back and refine your personas until you are satisfied with the accuracy of each profile.

How to Develop More Leads

Now that you have crafted new personas, it is time to start actively developing fresh leads. There are several strategies at your disposal. You can:

• Create engaging content
• Get active on social media platforms
• Emphasize the value that you provide to clients
• Retarget market qualified leads
• Create a referral program
• Leverage webinars for networking

The most effective lead generation strategies use a multifaceted approach. That is why we recommend incorporating more than one tactic when you’re reworking your lead generation campaign. Doing this will maximize your ROI and help you to improve sales revenue.

The Premier Lead Gen Performance Marketing Company

While our guide is a great tool for revitalizing your lead generation efforts, when you truly want to change the way you relate to leads, the best option is to partner with a trusted agency like Insights ABM. We provide clients with custom solutions that produce results. Contact us today and let’s make your brand stand out!