SaaS Lead Generation Guide: Strategies to Fuel Your Sales Funnel
It is no hidden truth that Software as a Service (SaaS) companies are changing the norms of how businesses function, providing innovative solutions that ensure steady workflows and enhanced productivity. But with the ever-evolving market dynamics and heat between rival companies, it has become a necessity more than a choice to stand out from the crowd and reach the right audience. Whether you are a niche expert or just entered into the B2B industry, expanding your clientele is a must for growth. While finding the right solution to your problems could be as difficult as finding a needle in a haystack, SaaS lead generation becomes the guiding light in achieving this goal.Types of B2B Leads
Before diving directly into the pool of SaaS lead generation strategies, let’s sharpen skills on the types of B2B leads so that you do not miss out on even a single detail. B2B leads are parted in three categories:
· Information Qualified Leads (IQL)
· Marketing Qualified Leads (MQL)
· Sales Qualified Leads (SQL)
Information Qualified Leads (IQL)
IQLs are leads that are on a quest to find solutions to their pain points and probably do not have a clue about your company. They are yet to catch interest in your products/services. IQLs mostly come while filling forms when attempting to download assets they find valuable on your website, like whitepapers, eBooks, case studies, etc.
You can send follow-up emails with content related to their (IQLs’) queries and, after a while, mail them with exciting propositions, for example, a free demo of your products/services.
Marketing Qualified Leads (MQL)
Leads that are at the ending stages of their research are MQLs. You can differentiate MQLs from IQLs by observing the way they interact with your website. MQLs usually spend more quality time than IQLs. The more a lead tries to access information on your website, the more they are closer to becoming an MQL.
These potential leads have gained interest in your services but are still hesitating to discuss terms, conditions, and numbers. This is a good time for you to send them follow-up emails with information on your products/services and explain how you can solve their problems. This becomes the leading light for them to connect with you.
Sales Qualified Leads (SQL)
Finally, the leads willing to talk with your sales team are Sales Qualified Leads. These leads have been drawn towards your offers for a while and are prepared to make a purchase. You must connect with them within a short span. But before getting in touch, do your homework on them and get information on their demographics, job titles, company, and most importantly, how your offering binds to their needs. You can leverage this information to map out a skeleton of the conversation and dig deeper when you actually dial them up.
Now that you know what IQLs, SQLs, and MQLs are, you are all set with the right knowledge to learn the step-by-step instructions to create a high-quality B2B SaaS lead generation strategy.
Outline the Entire Lead Generation Roadmap
Carving a strategy that works for your business is the first thing you must do to lean towards success. Wondering what you need to do? Let us show you…
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Originally published: SaaS Lead Generation Guide: Strategies to Fuel Your Sales Funnel
