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The Four Phases of Effective B2B Lead Generation

By December 9, 2015November 29th, 2022No Comments3 min read

Data Analysis

Big data and data analytics have revolutionised today’s marketplace and have compelled businesses to rethink their processes and procedures. Lead generation is the foundation on which most B2B businesses operate and when it comes to online lead generation, businesses must act smart and use the data available to them wisely.

According to a research conducted by Forrester, B2B buyer’s journey has been significantly impacted by the huge volumes of data available online to the customer. Just five years back, the sales department of any company brought 70 percent of the total business, while 30 percent of the leads were generated by the marketing efforts. The situation is a complete opposite now. Today, 70 percent of the customers get to know about your business through online data, while only 30 percent leads are generated by the sales activity.

This drastic change is an alarming sign for businesses that solely rely on traditional sales techniques. They must update their practices to make their business visible to the online users, and this can only be achieved by using what Forbes term as the king of the digital world – data.

So we thought wo would list the simple ways, using which companies can overhaul their buying process, and get more customers. We have divided buying journey into four phases – explore, evaluate, purchase, and experience, and are listing data-driven B2B lead generation methods for each phase.


This is the phase where your prospects are actively searching for a solution to a problem they are facing. This discovery phase provides you access to a large pool of potential clients. However, the leads are not refined and you must guide them through the sales funnel using smart B2B lead generation techniques.

What you can do?

  • Use website analytics to gather user information.
  • Use the aggregate data to get an idea about your target market.
  • Use this information to identify potential customers and build a B2B database


This is the stage that can make or break your business’ bottom-line. You must use targeted lead generation techniques to keep the users engage and to convince them to move to the next stage of the sales funnel.

What you can do?

  • Use telemarketing to connect with potential customers.
  • Get assistance from a professional appointment setting company to increase your conversion rate.


You can see your efforts turning into results at this stage. Leads are converting into buyers and you can determine the effectiveness of all your B2B lead generation efforts. This is the step where you can transform your first-time customers into lifetime customers.

What you can do?

  • Offer post-sales support.
  • Build your reputation as a customer-centric business to get more referrals.


Your future conversion rate and your business’ sustainability depend on your ability to keep your customers engaged and entertained. For future customer acquisition, you must build smart lead generation strategies for this particular stage of your buying journey.

What you can do?

  • Capture telemarketing data.
  • Use the data to update your B2B database.

The Lead Generation Company

Using these 3 simple tips, you can improve your B2B lead generation activity and results. To learn more about B2B lead generation, contact The Lead Generation Company.

To know more about our products and services, contact us today on 0333 344 3470, email

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Twitter: @theleadgencomp