B2B Marketing Services

Marketing Strategy

At The Lead Agency, we build B2B marketing strategies to concentrate your resources and activities on the opportunities that provide the greatest return on effort and that match the goals of your business. We help identify and cement customer value, create relevant differentiation for your business and  generate interest in your offerings.

Our strategies focus on integrating a range of lead generation and nurturing activities that compliment your existing sales activities to generate new levels of demand and help grow your business.

Branding/Value Propositions

A good customer value proposition differentiates your product from competitors and provide compelling reasons why a prospect should choose your product or service. A robust value proposition enables you to communicate more effectively and gain a customer’s attention and approval to help build sales faster and more profitably.

Through a detailed methodology that takes into account information and research from customers, staff and senior management, The Lead Agency develops compelling value propositions that become the backbone of successful customer acquisition campaigns.

Targeted B2B brand campaigns

The Lead Agency specialises in automating B2B marketing conversations: developing targeted and efficient communication strategies to compliment and support your sales division’s efforts to turn browsers and prospects into buyers.

With over 80% of sales in the B2B space occurring after the fifth contact, it’s important to build a consistent and relevant communication platform with your audiences: whether they are prospects, lapsed customers, distribution channels or advocates. The Lead Agency creates a range of communication touch-points that are relevant to the customer lifecycle and their buying process to help generate more leads and better quality leads.

Lead Generation/Management

Managed leads (leads that are nurtured, scored and followed-up on) produce a 20% increase in sales opportunities versus non-nurtured leads according to a 2013 DemandGen Report. Lead nurturing builds relationships with potential clients even if they are not currently looking to buy your product or service. It raises your company’s profile making it more likely that your customer or prospect will choose your product or service when it is time to buy.

At The Lead Agency we enable you to build relationship of trust with your prospects as a strategy to move them further along your sales funnel. We create automated sales and B2B marketing processes to make sure you’re taking advantage of all the leads and prospects in your pipeline and not wasting any potential customers.

Content Development and Distribution

Inbound marketing is becoming an increasingly significant part of any marketing strategy. Quality content creation (and curation) is a critical component of successful marketing activities. There are three key concepts:

• Make it valuable: Your customers and prospects must want to read, share and act on it.
• Speak to your buyer personas: Your company has a variety of different prospects and it is important to communicate in a relevant way to these different types of prospects. This makes your content more thoughtful, and your readers more engaged.
• Establish thought leadership: In any space, you need to be the leader in order get the stakeholders on the other end of the table to consider your proposal.

At The Lead Agency we create and publish a range of articles, news items, whitepapers, how-to-guides and other communication tools relevant to your audiences to keep in touch with your customers and prospects with engaging material.

We know that it’s critical to plan and generate quality content for a range of marketing mediums: websites, blogs, newsletters and social media channels to ensure that you can continue to regularly communicate with your prospects and customers.

Marketing/Sales Efficiencies

The greatest marketing program in the world is only effective if your sales team have the time and dedication to follow up the enquiries and convert the demand that has been generated into actual sales. If you then take into account that sales already have their own activities, their own pipeline, sales targets to meet and considerable reporting and administration to maintain, then a new marketing campaign is another task that has to be included in the daily routine.

At The Lead Agency, we recognise that sales departments often are already overworked and don’t have the time to make the necessary calls to prospects and customers. However, with a strategic customer and lead management program, we can reduce the number of contacts your sales team need to make to prime a prospect and reduce their administration time, allowing them to focus on sales.