Ever wonder how chasing B2B leads can make you a paranormal investigator? The leads act like ghosts: for a moment they are interested, the next—poof! Disappearing into thin air. If you have been there well, don’t worry! You are not sailing in this boat alone. According to a recent study conducted by Sopro, 32% of leads go silent without explanation. In such situations, the businesses are left hanging in between.
Interestingly, the disappearing leads aren’t the only contributors that keep sales teams on the edge. There are layers of:
- Tighter budgets – 65%
- Ever-rising competition – 45%
- Never-ending indecisiveness – 35%

The most preferred channel buyers like to be contacted is email. Over time, emails are becoming oversaturated. The email-only campaign lead rates dropped by 29 per cent year-over-year. Imagine the flooded inboxes and the shortest attention spans that made you switch tabs within seconds. The real question is then: how to cut through this digital clutter to keep your businesses afloat?
The answer lies in high-quality leads through multi-channel. When businesses rethink their strategies, they can capture the attention of potential buyers at the right time at the right moment.
Understanding High-Quality Leads
The high-quality lead is the potential customer with a high likelihood of purchasing. These consumers align with your ideal consumer profile and prioritising them at the right moment can benefit your business growth.
The three characteristics that can make it easier for you to identify high-quality leads are:
1. Buyer Intent
Identifying buyers who intend to buy in the digital space can be difficult, but it is not impossible. While looking for them, you gain insights from their activities. These are the people in the decision-making phase who might tune into everything related to the product/service available to them.
SalesEra’s campaigns show that focusing on buyer intent and precise targeting can dramatically improve lead quality.
Key Metrics:
- Campaigns have driven five per cent to 90 per cent increases in profile visits across digital channels.
- For PPC campaigns, lead generation improvements ranged from 50 per cent to 90 per cent, showcasing the effectiveness of paid efforts.
In an offline setting, a consumer decides by analysing all the avenues from a retail shop browse to comparing competitor prices. In online settings, some indicators can help you target them:

Pro Tip: Adopt a lead scoring system to prioritise leads based on engagement and readiness to convert.
2. Target Audience Alignment
Ideal Customer Profile: Certain factors can help you determine the profile of a customer who can be targeted for your product and service. Let’s dive into these factors to understand IPC better.
- Industry & Company Size: The first lead is from the industry where your solution is relevant and the businesses that can integrate this solution without worrying about budgets.
- Job Role & Decision-Making Authority: Imagine you provide a CMS solution; the best people to target in the company are people with purchasing influence. Like the heads of the respective departments.
- Pain Points & Needs: They are the people whose problem is solved by your product/services.
- Location & Market: Leads around the region where your company is situated.
Remember! A close alignment of a lead from your IPC can have significantly higher conversion rates than a random prospect.
3. Readiness to Convert
When a lead is close to making a purchasing decision, that is referred to as readiness to conversion. The business focuses on high-quality leads when the consumer is in the later stages of a sales funnel and behaviours indicating actions. Here are a few signals to identify these potential people: Comparing vendors, Requesting final proposals, asking specific questions about pricing, implementation, or ROI, and Engaging with sales follow-ups and outreach responses.
Unlike early-stage leads, which are just gathering information, conversion-ready leads require less nurturing and are more likely to close in a shorter time frame.
Key Metrics for Evaluating Lead Quality
Businesses often use data-driven metrics to effectively identify and track high-quality leads. Common methods are: lead scoring system and engagement rates.
Lead Scoring Systems
Based on pre-defined factors, each lead is assigned a numerical value. For example:
- Leads downloading whitepapers (+10 points)
- Attends a webinar (+15 points)
- Requests a product demo (+25 points)
Customers who have done any of the aforementioned things or all of them will have higher scores than the person who visited the homepage. At this point, you get leads based on the interest and intent of the buyer. When a lead surpasses a threshold, it can be targeted for a sales follow-up. This way, as a business you can prioritise the potential conversion rates.
The pre-defined factors can be classified as follows:
- Demographics (job title, company size, industry)
- Behavioural Data (website visits, content downloads, email opens)
- Firmographics (business revenue, funding status, growth potential)
- Engagement Levels (social media interactions, webinar attendance)
Engagement Rates
Another metric is the lead engagement level which indicates how actively prospects interact with your brand. This helps you as a business to evaluate their interest. The major places for engagement rates can be
- Email Open & Click Rates: Higher rates = Higher interest
- Time Spent on Website: The amount of time spent on your key pages can determine the leads at the research stages. Look for products and pricing pages to get more enhanced ideas.
- Response Rates to Sales Outreach: A serious lead will often be prompt in their replies via any form of communication.
Pro tip: A high level of engagement means the lead is not only aware of your brand but also actively considering it.
Channel-Specific Strategies for Lead Generation
1. Organic Search (SEO)
When you need organic leads, SEO plays a pivotal role as potential leads should be able to discover you online. Here are a few things to keep in mind while working with SEO for high-quality lead generation:
- Optimise for Keyword Intent: Use high-intent keywords that align with your buyer behaviour.
- Easy-to-navigate design: Ensure seamless navigation and mobile responsiveness.
- High-Value Content: Create blogs, infographics, and resources that solve your audience’s pain points.
At SalesEra, through SEO campaigns, the organic traffic grew between 10 per cent and 90 per cent. Here are some keyword generator tools we recommend.
2. Paid Advertising (PPC and Social Ads)
While organic traffic will always play a crucial role, paid advertising can be used for specific audiences to generate high-quality leads. The targeted campaign through Google or Facebook can help you get insights about your prospective consumer quickly and at a desired scale.
Key Strategies:
- Pay-Per-Click (PPC): Google Ads enables businesses to appear at the top of search results for targeted keywords. Balance cost-per-click (CPC) with conversion rates.
- Retargeting Ads: Use cookies to target users who have previously visited your website but didn’t convert.
- Lookalike Audiences: Use insights to find similar prospects and engage them through your social media channels.
- Display Ads: Place visual ads on relevant websites to attract leads.
Tools to Leverage: Google Ads, Facebook Business Manager, and AdEspresso.
3. Content Marketing
Nobody can deny the transformative ways content marketing contributes to informing, engaging and at times retaining your target audiences. One of the most effective ways to generate high-quality leads is through high-quality content that will eventually attract high-quality intents for your business.
Investing your time in crafting, curating, and constructing content based on your audience’s interests, problems, pain points, and questions can drive traffic to your website through blogs or newsletters. At SalesEra, the use of gated content, blogs and whitepapers resulted in an 80% increase in lead generation.
Key Strategies:
- Create value-driven content like eBooks and case studies.
- Use gated content to capture high-intent leads.
- Regularly update evergreen content for sustained traffic.
- Tools to Leverage: WordPress, HubSpot, and Canva for creating and publishing content.
4. Social Media Channels: Leveraging Online Communities
Real-time engagement through social media can be a strategic and tactical tool that can engage with audiences and generate high-quality leads. The unparalleled opportunities through them can help you access and target billions of users through different platforms at the same time.
Key Strategies:
LinkedIn: A goldmine for B2B lead generation, LinkedIn allows businesses to connect with decision-makers through:
- LinkedIn Sales Navigator: Through this feature, you as a business can filter out prospective customers based on industry and company size to generate high leads.
- Leadership: LinkedIn is the only platform where B2B audiences can engage with each other. Through this, as a business, you can share industry insights, case studies, and research that shows your credibility.
- Outbound Messaging: A personalised invite goes a long way whether you are following up on current customers or reaching out to potential ones.
- LinkedIn Ads: Reaching out to interested users through sponsored content, InMails Ads, and lead gen forms.
Instagram and Facebook Ads: One of the advantages of using Meta is that the advertising platforms give businesses sophisticated targeting options for their customers based on demographics, interests, and behaviours. This feature makes it easier to reach potential customers through:
- Lookalike Audiences: Expand your reach by targeting users who share similar characteristics with your existing customer base.
- Lead Generation Forms: Both Instagram and Facebook offer in-platform lead generation forms, allowing users to submit their details without leaving the platform.
YouTube Shorts: Tapping Into the Virality Factor
One of the distinctive features is the algorithm-driven content discovery that makes it a valuable high-quality lead generation for younger audiences.
Short-Form Educational Content: What drives you as authentic or positions your brand as an authority is using business-relevant experience to create exclusive content. The potential leads will be attracted towards:
- Quick tips based on your interactions
- Industry insights through your research
- Behind-the-scenes stories of your campaigns and clients
Need help with optimising your social media channels? Contact the best social media marketing service in the India SalesEra. Let’s grow together.
5. Networking, Events, and Referral Programs: Leveraging Personal Connections for Lead Generation
Fostering personal relationships can never go out of fashion. As a business, one of the powerful forces that most people focus on to generate high-quality leads is personal connections. A direct networking event that personalises customers’ experiences beyond products/services or leverages existing customers as brand advocates. The best way to maximise the reach and conversion potential is to combine the strengths of face-to-face interactions and word-of-mouth marketing.
Key Strategies:
1. Industry Events & Conferences:
- Trade shows, conferences, and networking events are the bridging platforms for your business to connect with potential leads.
- Panel discussions and workshops can give people insights into your business perspective, approach, and plans to make informed decisions and convince them of your potential.
- Follow-ups with new connections to nurture relationships.
2. Webinars & Virtual Events:
In-person events seem non-feasible, but hosting webinars, virtual summits, attending podcasts as guest speakers or online Q&A sessions on your social media platforms can increase engagement.
3. Referral Programs: Leveraging Word-of-Mouth
For building credibility, showcase customer success stories and testimonials. Customer referral links and automated tracking encourage seamless sharing. When you encourage existing customers to refer their friends, family, or colleagues, it helps in high-lead generation through channels:
- Increasing engagement with current customers
- Targeting prospective customers through the current channel
Tools to Leverage:
- Event & Networking Platforms: Eventbrite, LinkedIn Events
- Referral Program Tools: ReferralCandy, Ambassador
Ready to Take the Next Step?
By adopting the insights shared, your business can experience exponential growth in attracting high-quality leads. Need help? Explore top digital advertising companies in India, SalesEra’s offerings, and elevate your marketing strategies today.
written by Prerna Kala