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Scaling Leads, Scaling Revenue: B2B Lead Generation.
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Project overview
Inflo.Ai, a B2B AI-driven content marketing platform, excelled in converting prospects during sales calls but faced challenges in consistently sourcing qualified leads. To address this, I was tasked with spearheading a revitalised lead generation strategy.
Objective
The primary objective was to establish a sustainable, scalable lead generation system that would consistently funnel qualified leads into the sales pipeline.
Methodology.
My approach involved several key phases:
Audit and Insights Gathering:
Conducted a comprehensive review of past lead generation efforts and gathered insights through discovery calls with current users to understand their needs, goals, and decision-making processes.
Strategic Development:
Performed competitor analyses and audited existing SEM and SEO strategies to refine our approach.
Innovative Campaigns:
Launched targeted ad campaigns on LinkedIn, Google Search, and Google Display, focusing on precise audience segmentation and messaging.
Content Marketing:
Developed a portfolio of on-demand webinars, downloadable infodecks, and whitepapers, while also securing visibility in podcasts, listicles, and relevant media outlets.Sales Support: Enhanced the sales team's cold outreach campaigns on email and LinkedIn, streamlining processes to improve efficiency and effectiveness.
1,938
leads & conversions across all campaigns (MQLs)
224%
avg. ROI
54
closed - won deals
Results
The comprehensive approach led to notable improvements:
- Lead Quality and Quantity: Significant increase in the volume and quality of leads, ensuring a steady supply of potential clients.
- Conversion Rates: Enhanced conversion rates from lead to customer, driven by better targeting and refined messaging.
- Operational Efficiency: Streamlined lead generation and outreach processes resulted in reduced time investment and higher ROI.
Conclusion
The strategic overhaul of inflo.Ai’s lead generation efforts not only increased the number of qualified leads but also improved the efficiency of the sales process.
This case study demonstrates the effectiveness of a holistic approach to lead generation in the B2B marketing space, leveraging both innovative digital marketing techniques and strategic sales support to drive business growth.
