Skip to main content

Greetings and welcome to The Marketing Blender. We are continuing our exploration of lead generation, specifically focusing on the reasons why B2B lead generation might not be yielding the desired results. If you want to watch our in-depth discussion on our podcast, click the video below. Otherwise, read on…

B2B Lead Gen: Pursuing the Path Your Buyers Take 

One of the most frequent hurdles we observe in B2B lead generation is the oversight of a fundamental piece of advice: follow the path your buyers tread. Historically, companies have often presumed that their target audience frequents trade shows, leading them to invest in booth spaces and hope for buyer interactions. But more often than not, your target audience might not attend these grand events. Sometimes, online presence, primarily through Google ads or organic SEO, may not necessarily be the ideal solution either. 

Your prospective B2B customers may have concealed meeting points. For instance, engineers, as specialized professionals, have specific online podcasts, niche magazines, or discussion forums that they patronize. These platforms present opportunities for us to insert our B2B marketing strategies or advertising content, potentially offering exposure that your competitors overlook.

Avoiding Excessive Narrowness When Generation B2B Leads

Many businesses confine their perspectives to their own preferences, failing to view their target audience as multifaceted human beings. In reality, your customers seek inspiration, meaningful conversations, informative content, and avenues for personal development. It is essential to broaden your horizons and explore places where your target audience derives value. By doing so, you can access opportunities that you might have otherwise missed.

Offering Meaningful Content For B2B

Another common issue in lead generation is the lack of substantial content. While we frequently emphasize the importance of messaging, this aspect remains critical. It is vital to remember that in lead generation, your primary objective is to initiate a conversation, not to seal the deal. It is not advisable to delve into intricate details prematurely, proclaiming your uniqueness and qualifications. This approach may alienate potential leads rather than attract them, as it often comes across as a one-sided lecture. Instead, focus on presenting thought-provoking content that captures the audience’s attention and encourages them to participate in a dialogue.

Providing Clear Guidance

In the realm of brand awareness and demand generation, thought leadership plays a pivotal role. Nevertheless, it is essential to impart it effectively. Your messaging should center on what your prospective customers are eager to learn about, not what you wish to convey. This principle should be your guiding force when conducting webinars, workshops, or speaking engagements. It is essential to concentrate on addressing the most significant problems that your target audience faces rather than highlighting your expertise. Avoid the common trap of assuming that your knowledge is precisely what your audience desires; instead, prioritize what is valuable to B2B leads and their goals.

Offer a Defined Next Step

At every interaction point, it is crucial to provide a clear and tangible next step. Your audience should not be left with vague calls to action such as “learn more” or “click here.” Instead, grant them a reason to advance further, assuring that they comprehend the necessary course of action.

Concentrate on What Matters to Your B2B Customers

Furthermore, concentrate on what truly matters to your customers. In the business world, value is subjective and defined by the customer, not the business. Regardless of your business’s size or longevity, your success hinges on how well you can deliver something that your b2b customers deem valuable. Your product or service should be positioned as a solution that fulfills your customers’ requirements and addresses their problems effectively.

Diagnosing Your B2B Lead Generation Strategy

If you are struggling with B2B lead generation, it is crucial to identify the areas that require improvement. To diagnose your lead generation strategy effectively, examine the elements within your sales funnel. Recognize the points where potential leads might disengage and the causes of such disengagement. Through systematic testing and optimization, you can improve your messaging, targeting, creatives, and calls to action to address the underperforming areas.

What if B2B Lead Quality is Poor? 

Sometimes it’s not the volume of leads creating a problem, but a lack of qualified leads. If this is an issue, you can continue the conversation in this episode of The Marketing Blender Show.

How About: 5 Ways to Improve B2B Lead Quality!


Successful B2B lead generation centers on comprehending your audience, crafting compelling messaging, and providing value that aligns with your customers’ requirements and interests. By identifying and addressing these common pitfalls, and continually refining your lead generation strategy, you can optimize your efforts and achieve more effective B2B lead generation.

Remember to subscribe to our show to stay informed and receive further insights on marketing. We look forward to our continued journey of learning and growth. Onward and upward! Contact us today with any questions you may have about lead generation and how it can benefit your business. We’re here to help.