'Fill your funnel at the touch of a button' or 'Never acquire again with our great platform'. Magic formulas for lead generation that naturally sound like music to your ears.

They will undoubtedly appear on your LinkedIn timeline; invitations from online marketing agencies that promise quick results. But just like in the category '10 kilos lighter in 2 weeks', the result is usually disappointing. Anyone who wants long-term success in B2B acquisition must have patience, because quick sprints will not cut it.

'Yet many find the hunt for new leads difficult, often because they do not know exactly how successful B2B acquisition works'

Sales get started yourself

But how and who will pick it up? Marketing often has the knowledge and resources to specifically approach and qualify leads, after which sales can actively contact the list of prospects. Yet in practice it often works differently. Maybe your marketing department is not that big or lacks knowledge. There is a good chance that sales will then be able to start generating leads themselves. Something that can certainly work out well with the right tools. Yet many find the hunt for new leads difficult, something that stems from the lack of knowledge of how successful B2B acquisition actually works. Then cold call or email again? Please, potential customers really don't want that anymore. It doesn't work and I think it only causes irritation.

social selling

Nowadays, all arrows are focused on social selling as a serious channel for generating new leads. But not via impersonal, automated invitations without a clear call-to-action. These are often just as annoying as those cold emails and phone calls. Furthermore, social media platforms are not fans of automated tools. For example, LinkedIn states very clearly in their terms and conditions that this is not allowed; your account may even be deleted!

'The word social selling says it all: make it social and personal'

Personal and creative

Also take some time to think about yourself. Do you think it looks professional when you receive automated messages on your timeline? So don't start a first impression with a standard message, but provide a personal note, something creative and tailor-made. People are not a number! The word social selling says it all: make it social and personal. So it is good to always post from your own profile and not via the company account. Be sure to be inspired by experts in the sales profession. My blog inspiration this time was sales expert @Harro Willemsen. Hopefully we can help you on your way again. And one last tip: be sure to take stock of what works and what doesn't in your approach. Does a blog or an infographic score well? Are your videos often viewed or are case stories a success? Repeat your successes or that nice entrance or conclusion. As long as it is nice and personal and you have thought about it carefully, your chance of scoring new leads is many times greater!

Would you like to know more about social selling and other skills and technologies for a modern sales team? Download us Benchmark Sales of the Future.