Why is AI So Important for B2B Lead Generation?

No matter the vertical you are in, customer experience is paramount. Today’s B2B consumer cares nearly as much about the service they get from a business as they do about the product or service they are buying. The expectations are set for a fully personalized experience at all online touch points – including your lead generation website.

Artificial intelligence (AI) can help companies create the experience leads and prospects want and expect. More and more marketers are utilizing the power of AI to sell, and the trend is just beginning. According to data from Salesforce, the use of AI in marketing has skyrocketed from just 29% in 2018 to a staggering 84% in 2020. Here’s a look at how AI is being used to drive and close leads:

1. Access Massive Datasets 24/7

We all know that lead scoring is a tedious and time-consuming process, but it is a necessary evil. AI enables marketers to access massive datasets 24/7, looking at the most important factors and every detail that marketers just don’t have time to do on their own. And, AI does a better job, picking up on finer details that an overworked marketing professional cannot. AI scoring is far more accurate, enabling marketers to use the data to target leads much better.

Even better, AI only improves with time due to machine learning that studies computer algorithms and makes improvements automatically through experience and data analysis.

2. Reduce Bounce and Increase Engagement

This is marketers sore spot: bounce rates. All marketers want a low bounce rate because it’s an indication of interest in your content, your products, and your brand. A high bounce rate indicates low interest, which isn’t something anyone in marketing and sales wants to see.

The best way to mitigate a high bounce rate is to take measures to increase engagement. We know that the longer a prospect stays on your website, the more likely they are to convert to a lead and self-nurture. Keep in mind, the average buyer consumes at least 13 pieces of content from a single site before making a decision. Self-nurturing websites let prospects binge relevant content until they’re ready to provide their e-mail address and other information.

We also know that in order to get a lead to provide contact information, takes work, even when the content on our site is compelling. AI uses your content to create an engaging customer experience using multiple algorithms to study the behavior of each prospect that visits your site. AI then provides personalized content recommendations to let prospects do their own research while being guided down the sales funnel – all without having to fill out a form or talk to a salesperson yet. AI streamlines the sales process, encouraging prospects to stay on your site longer and to learn more about the opportunity, consuming more content with each subsequent visit to your site. 

3. Make Better Insights

Most marketers are in the fortunate position of having lots of data on prospects. However, it takes time and know-how to properly sort through that mountain of information. AI gathers and analyzes all of that data and draws better insight than any marketer could working alone.

4. Create Adaptive Content Hubs

Most blogs require visitors to scroll through an organized list of blog posts based on categories you have selected in order to access the content they want. AI enables you to organize your blogs by any vertical or pain point you choose. Once a prospect starts browsing your blog, your algorithms study the prospect’s behavior and provide personalized selections from your blog content.

5. Collect Accurate Data

It takes a good strategy to segment prospects, score leads, and develop content. But all that work can go down the drain if you are not collecting high-quality data. When your data is incomplete or incorrect, it throws a wrench in your marketing efforts. AI is your security that you are collecting accurate, usable data from the get-go, right when the lead enters your system. It does this by scanning public sources to verify company, job title, and other contact information. 

Adding an AI engine to your site puts you in a prime position to benefit from high-level personalization for your lead gen. AI also assists you with the task of nurturing your leads. Implementing tech-driven tools like adaptive content hubs and self-nurturing landing pages help ensure your content is working hard and smart for you.