5 Out-of-the-Box Lead Generation Tactics

5 Out-of-the-Box Lead Generation Tactics [GUEST POST]

In the world of B2B marketing, lead generation matters a lot—yet, it’s also one of our biggest challenges. Consider these statistics:

  • 63% of marketers say generating traffic and leads is their top challenge (source).
  • 80% of marketers say their lead generation efforts are only slightly or somewhat effective (source).
  • Lack of resources such as staff, funding, and time remains the biggest obstacle to successful lead generation efforts for 61% of B2B marketers (BrightTALK, 2015).

The truth is, lead generation is often easier said than done. And, to make matters worse, the more traditional lead generation tactics of the past just don’t produce the same results as they used to. So, if your campaigns need help and you’re looking for more innovative tactics to add to your lead generation program, keep reading! Today we share five of our favorite less conventional ways to generate leads.

Related: Ways to Improve The Quality of Your Leads

#1 Social listening

#1 Social listening

Although typically not associated with lead generation, social listening is something most marketers are already familiar with. For those who aren’t,  social listening is exactly what it sounds like—the process of listening to online conversations between customers or prospects in an effort to gain valuable brand and industry insights.

Traditionally, marketers have utilized this practice in an effort to develop a deeper understanding of their target audience. However, when executed effectively, social listening can also help uncover new, potential prospects that your team can nurture into leads through meaningful interaction.

It’s important to note that social listening requires a lot more effort than simply checking your notifications or @ mentions. Consider this: On Twitter alone, 30% of the Tweets about your company don’t include your Twitter handle. In fact, only 9% of Tweets that impact your company are actually directed at your brand (source). This means most conversations about your brand are happening without you!

If you’re not implementing correct social listening practices and actively digging for relevant conversations, you could be missing out on key opportunities to connect with potential buyers and generate leads.

To get the most from your efforts, leverage tools like Google Alerts or a social media management tool, to help track industry-related keywords and phrases. Some ideas you should pay close attention to include:

  • Customer pain points/complaints
  • Competitors’ brand names and products
  • Job titles related to the ones you serve
  • Common questions regarding your product or service

After doing your research and experimenting with keyword variations, you may find a particular set of keywords that regularly yields an audience of people just looking for a product like yours. Then, direct users to your website, a sales rep, or some other type of offer.  The key here is to use messaging that sounds natural and fits into the flow of the conversations that are already taking place between potential customers.

The latest social media tools have predictive learning functionality that makes this process simple and efficient. Even if your current technology stack isn’t equipped for this type of outreach, it’s still worth your time and effort to conduct some of these tasks manually. Give it a shot!

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

#2 Influencer marketing

#2 Influencer marketing

Consider this: Word of mouth recommendation still ranks as one of the most trusted sources of advertising, and as a result, is able to generate nearly 2x the amount of sales as traditional paid advertising (source). What’s more, retention rates are often higher for customers obtained through word of mouth marketing – specifically, 37% higher than any other form of marketing (source).

While effective, word of mouth marketing isn’t often cited as a staple in the marketing community. The reason for this is simple: There has never been a natural way for marketers to incorporate the tactic into their everyday initiatives. Until now, that is. Enter influencer marketing.

For those who aren’t familiar, influencer marketing is a strategy that requires brands to enlist the help of influencers to achieve vital business goals. In essence, influencer marketing is just word-of-mouth marketing, amplified. Let us explain.

After years of experience, social media influencers quickly became some of the most admired individuals in their respective fields. They’re seen as authority figures in the eyes of your customers. An influencer’s community trusts their judgment—and when they ask their audience to take action, the audience will often respond enthusiastically.

Unsurprisingly, this innate ability to persuade an audience can have a huge impact on your company’s most vital objectives – including lead generation. However, in order to drive optimal results from your influencer marketing initiatives, your team must enlist the help of the right influencers.

While there is no exact formula to tell you which influencers to work with, there are a few key characteristics that can help you evaluate a potential match. Here are a few factors to keep in mind:

  • Relevance: Above all, it’s important that the influencer you choose to work with is relevant, or aligns nicely to your brand. Your audience should never find the partnership odd.
  • Reach: Remember, the point of influencer marketing is to broadcast your brand to new, potential leads. This isn’t possible unless the influencer in question has a large and loyal fan base.
  • Resonance: Top influencers are able to connect and engage with their followers in meaningful ways. Just remember, bigger audiences aren’t always better. According to a recent study, influencers with the most engaged audiences have between 10,000 and 100,000 followers, not the millions (source).

After you’ve identified and reached out to a set of target influencers, it’s time to consider your campaign. Traditional influencer marketing aims to generate brand awareness— not necessarily lead generation. For this reason, you must be strategic about the messaging you use and the campaigns you create. Here’s our advice—always have a clear, singular call-to-action. There should be no doubt in the audience’s mind what the influencer wants them to do.

Learn more about running a successful influencer marketing campaign here:  Influencer Marketing 101.

#3 Content syndication

#3 Content syndication

Your marketing team spends a significant amount of time and effort developing content. From blog posts and whitepapers to eBooks and infographics, your team likely has access to a comprehensive library of content designed to convert prospects into customers. But, once a piece is published and promoted, it’s lifecycle is relatively short.

Content syndication, the practice of allowing other publications to repost your content, extends the reach of your marketing materials and promotes it to a larger audience of potential buyers. But, the benefit of content syndication for lead generation is two-fold.

Not only does it expand your reach and put more leads into the top of your sales funnel, but it can also drastically improve your web presence. Here’s how: When another website syndicates your content, it allows you to build up high-quality backlinks to your website. This, in turn, increases your search rankings and generates more organic traffic to your website.

To get the most out of content syndication, you must select platforms and websites that have a strong readership within your target market. Otherwise, your content will seem irrelevant and won’t produce the results you’re hoping for.

Related: 6 Ways to Use Blog as a Lead Generation Machine

#4 Interactive content

#4 Interactive content

By now, content marketing has proven to be an effective lead generation strategy. Hint: According to one recent study, content marketing generates over three times as many leads and costs 62% less than traditional marketing methods (source).

But, because over 90% of organizations utilize a content marketing strategy, today’s buyers are faced with an overload of content. Therefore, content must be truly engaging in order to gain any kind of traction online. The solution? Interactive content.

At its core, interactive content is content tailored to facilitate back-and-forth engagement with your prospect. Unlike traditional, static content types, interactive content is inherently participatory and provides your prospects with an immersive and compelling experience. And here’s the good news:

  • Interactive content generates 2x more conversions than passive content. (source)
  • Interactive content can convert prospects into leads two times better than its static counterpart. (source)

If you’re not sure where to start, try one of these suggestions:

  • Quizzes: Unlike traditional marketing materials, users get something at the end of a quiz—their results! Bargain for your prospects contact information by gating quiz results with a simple contact form.  It’s important to note, that, in order for this technique to generate high-quality leads, your quiz content must be related to your product or industry. For example, if your company sells HR software, it wouldn’t make sense to promote a quiz about Disney princesses.
  • Contests/Giveaways: People love free stuff–and, a lot of times, they don’t mind providing you with a little information in order to obtain it. With that said, contests and giveaways are often the most effective (and simple) way to incorporate interactive content into your marketing strategy.  As with quizzes, don’t offer something too generic, like a cruise. You’ll get a lot of irrelevant entrants. Using the same HR company as an example, it might make more sense to give away tickets to an industry event, a free year of a product, or an autographed book by an industry professional.
  • Assessments: This third content type also gives away something free—but in the form of a consultation or assessment. This is an effective way to generate leads for two reasons—it allows you to collect the contact information of a highly relevant audience and it also solidifies that person’s need for your product. Allow us to explain: The same HR company from previous examples offers an assessment of companies time-tracking mechanisms. In doing so, they’re able to point out flaws in prospects’ current systems and demonstrate how their product can improve their business.

12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]

#5 Exit Intent Pop-ups

#5 Exit Intent Pop-ups

Generally speaking, in terms of web experience, pop-ups are frowned upon. And if you frequent a website that uses them, you probably know why– they’re annoying. Despite their bad reputation, pop-ups can actually be an effective marketing tool.  According to one study, Opt-in pop-ups result in 1,000% increase in conversions (source).

While we don’t recommend hiding a pop-up around every corner—we do suggest that you experiment with exit intent pop-ups. Exit intent pop-ups are just what they sound like—pop-ups that appear when a user attempts to leave your website. While still somewhat annoying, these types of pop-ups are less intrusive than the typical pop-up and can drive huge results.

When combined with a compelling CTA and contact form, exit intent popups grab your audience’s attention and can effectively convert them into leads. In fact, one company recently reported a 600% increase in leads after implementing an exit-intent pop up (source). Here are a few quick tips to make the most out of your exit intent pop-ups:

  • Facilitate a sense of urgency with a timely offer
  • Keep your message concise
  • Keep your form short
  • Use an attention-grabbing design

Related: The Anatomy of an Effective Landing Page for APAC Businesses [INFOGRAPHIC]

Key Takeaways

In today’s crowded marketing landscape, it takes something innovative to stand out from the crowd. Rather than relying on the same old lead generation techniques, it’s time to think outside the box and do something a little more innovative. Just a few small tweaks to your existing strategy can be the difference between hitting your lead generation goals and missing the mark.

Test out the strategies outlined above and let us know what works for you!

Lead Generation Hacks for IT Companies in Singapore

Lead Generation Hacks for IT Companies in Singapore

Tricks or hacks are cunning ways to outwit someone or something and are most commonly applied, but not limited to, practical and online games, but there are clever life hacks too like heating two bowls of dishes in one microwave or using binder clips to fix broken keyboard stands. Clever, indeed!

In business, in companies particularly, tricks or hacks or conventionally referred to as strategies, are skillfully learnt and applied to business processes in carrying out plans to achieve goals like profitability, customer service, retention, efficiency, growth and at utmost goal, Customer Acquisition which mainly starts with a lead generation program. Both quality and quantity of leads are dependent on the how (processes) and where (sources) the leads were generated. Thus, driving IT companies to discover and craft more lead generation hacks that would help the business grow. Take a look at some of them from Jeffbullas:

#1: Make use of the email signature space

A come on message about a latest post with a link to your blog is a sure bet to gain attention. Just make sure that your content includes an option for the recipient to receive future posts. Level up on your CTAs by including links that would lead to landing pages of Q&As, subscription or appointment requests.

#2: Bylines that sell

Share buttons will surely keep your post active but the action mustn’t stop there. Create a convincing byline that will move the reader to opt-in for future posts. Thus, you earn another active email address while increasing the chances of generating leads. Here’s a fine example of a Call-to-action we place at one of our blog post.

Callbox B2B Lead Generation Kit Free Ebook CTA

Related: How does Multi National Company Expand their Business in Asia

#3: White spaces on your rails look neat

Set sticky widgets that roll with the content as the reader scrolls down for more information. This will serve as a constant reminder to them to click a landing page for an offer or a free guide. On either side, attach a photo that clearly represents you or your business. Oracle nailed it.

photo that clearly represents you or your business

#4: Post product videos on landing pages

It’s true that most internet users today are what we call visual learners – they understand a story, product’s use or a service’s process better when presented through a video. A 2-minute video of a walkthrough on how to play Pokemon Go would perk up your viewer to play the game right away.

By having a video placed on your landing pages, you’ll be giving the visitor an option for a quick scan of your service. Not all will be delighted to read a four-paragraph landing page but a well-crafted and cogent marketing video might do the work for you. 

Additional hacks:

  • Locate online groups of your target customers and engage with them for maybe 1-15 minutes a day and start posting witty questions or fyi’s, once or twice a day and eventually drive them to landing pages with CTAs like offers and subscription. See more of this lead generation hack from Noah Kagan of
  • Never use the word SPAM if you want to increase conversion rates. For whatever reason, the word just has something that readers do not like. Learn more about this from Mike Aagard, author for on A/B testing conversion forms
  • Access Quora and search for topic keywords to get into relatable feeds.
  • Join the 60 million users of Slideshare and gain potential leads from visitors who find your slide presentation interesting and usable.

Before your dip your foot on your marketing ventures, be sure to know your lead generation numbers! 

Small but not Pitiful Top Lead Generation Boosters for SMEs

Small but not Pitiful: Top Lead Generation Boosters for SMEs

Don’t be too pessimistic. Small and medium enterprises can gain leverage in their respective industries despite the existence of large corporations. The only problem is that some of these enterprises lack a thorough understanding of the importance of B2B lead generation processes.

Resources are not much of a factor here. Considering that social media has made possible the free movement of information, creation of compelling content and unique ideas for customer engagement matters the most.

Then again, SMEs are at a loss on how best to approach lead generation and come up with strategies that pose a high ROI. Using social media is less easy and simple than most marketers think. It makes use of processes, considers analytics that put into account past and present market trends, and emphasizes the need to make the most out of one’s financial inputs.

This only drives home the fact that lead management is a complex, highly specialized task. On top of these complexities, one is also hard pressed to find better solutions with regards to generating high quality B2B leads, complicating the desire to hike up revenue generation.

It’s a tough thing for SMEs to encounter these problems, but again there’s no need to be pessimistic here as long as these lead generation boosters exist.

Expert insights through videos.

Information is central to customer awareness. In their search for solutions to certain problems, your prospects base their decisions on the way you present your offers. For startup businesses, webinars and video-based campaigns are excellent lead generation devices. They enable you to engage your customers indirectly and allow you to present your take of the industry through the visual medium.


Digital books are also great marketing tools that your prospects can use as reference material. And because information is he underlying principle behind an effective B2B lead generation tactic, it is imperative that you produce your eBooks with a desire to impart knowledge in the form of tutorials and case studies. They are also advantageous in terms of effective lead nurturing.


Often, the best ideas come from the very people to whom you focus your marketing efforts. Many successful campaigns were possible through the use of crowdsourcing techniques that can provide your campaign with value. Especially through Twitter, effective calls to action that encourages your audience to contribute might just improve your lead generation as well as lead nurturing campaign.

It’s a big world out there. But for SMEs possessing a good balance of creativity and ingenuity in terms of generating and managing B2B leads, big benefits are possible.

The Seven Deadly Sins Of Lead Generation

The Seven Deadly Sins Of Lead Generation

Starting your own business can be the most exciting chapter of your life. Finally, you can be your own boss, managing people under you, and exploring lead generation possibilities that can help improve your bottom line. It all seems rosy, right? But once you put things into practice, well, you might discover some things that can give you problems. Make a mistake, and all your efforts can unravel. That can affect your ability to generate sales leads. So what kind of errors can you commit in your B2B leads efforts?

For easy reference, we could classify them according to the seven cardinal sins, since these can reflect the kind of negative actions you might make:

  1. Greed – maximizing profits is good, but too much of a good thing is bad. Never take on business leads that may give you profits now, but can prove to be a headache to your business later on. Greed compels marketers to chase short-term rewards, without regards to what the future has in store.
  2. Gluttony – trying to collect all the sales leads that you want may result to a glut in your pipeline, slowing performance down, as well as failing to deliver promised services to your clients. Remember, there is a limit to how many accounts you can handle. Too many, and you will not be able to serve all.
  3. Lust – being the business owner presents a lot of temptations, like buying a few luxuries here and there. While rewarding yourself is fine, spending on extras can reduce the available funds that might be needed for your appointment setting campaign. This is very risky for business.
  4. Sloth – just because you are the business owner does not mean you can just sit back and relax. Truth to be told, this position is exactly where the most work is required. Besides, you have to take the lead for your employees to follow, right? You have to push yourself, even if it means joining your telemarketing team so as to reach your quota.
  5. Pride – ego is not that bad, especially if you want to create a strong image for your business. But if you let all go out of hand, you will fail to see the truth. Sometimes, you just have to swallow the bitter pill and admit that maybe, your current business set-up is not the best.
  6. Wrath – showing passion for your business is great, but it must not devolve into an emotional train wreck. People who get carried away by their passion tend to think irrationally, often going into destructive actions that, ultimately, destroy their business.
  7. Envy – comparing your business to others can be useful in setting benchmarks to reach, but if it begins to get into your nerves, then you are probably doing it the wrong way. People who let envy get the better of them often use their time and resources to sabotage their competition, neglecting their own potentials to grow and prosper.

So, which of these lead generation sins are you guilty of?

A girl using a telescope and a boy pushes a chess piece

Beating Your Sales Leads Competitors In Singapore

Having problems with your competitors in Singapore? Worry not, since that is just part of everyday life in business. Lead generation is not a smooth sailing activity. You will get tossed around by the fickle tastes of the market, not to mention getting rammed by other players in the field. Still, if you know the basics of effectively getting qualified B2B leads, then you will succeed in the long run. With a little creativity, ingenuity, as well as intuition, you can beat the others in generating sales leads. You just need to:

  • Focus on your strengths – this is your defensive point when convincing prospects that you are a much better deal than your competitors. If others sell cheaper goods, you offer more quality ones.
  • Stay small – this is one good way to control your costs, as well as minimize wastage of resources. This forces you to concentrate on the essentials, maximizing your value.
  • Look for large clients – yes, getting such a deal is near impossible for start-ups or untested providers, but if your telemarketing team can show these prospects that you can deliver what they need, then it would mean a more profitable deal for you.
  • Know your limits – you cannot take all the deals you want. At some point, you will be overwhelmed with orders. You need to know where to stop taking deals, as well as figure out if the profits from the deal will cover your initial cost.

These are the four most important points you need to follow to be more competitive generating sales leads in Singapore.