Consigue Más Leads con 16 Estrategias de Marketing B2B 🚀

Executive summary

The video outlines a playbook of 16 marketing actions to increase lead volume, reduce cost-per-lead, and improve lead quality. It’s organized into 4 blocks:

• Content
• Live events
• Inbound/relationship distribution
• Outbound + paid media, plus remarketing

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1) Content marketing (lead capture through usefulness)

Action 1 — Build and continuously feed a company blog

• Impact/KPIs (relative): companies with a blog tend to get more leads, lower cost per lead, and higher-quality leads.
• Operational guidance (example): for Kvitova, publish 3 posts/week = 12/month, aligned weekly to prospect-relevant topics.

Action 2 — Create lead magnets: ebooks / whitepapers / documentation

• Purpose: answer prospect questions to increase willingness to register and enter the database.
• Mechanism: use gated content in exchange for lead capture.

Action 3 — Launch a podcast

• Rationale: niche podcasting is growing; discussing sector-relevant topics attracts attention.
• Distribution: host across multiple platforms (examples mentioned: Apple Podcasts, Spreaker, and others).

Action 4 — Use client/prospect interviews

• Format: interview clients and potential clients.
• Outcomes: boosts engagement and improves understanding of prospect needs.

Action 5 — Create a YouTube channel with consistent video cadence

Use YouTube for:

• Top-of-funnel visibility (views)
• Conversion path via CTAs in descriptions/end cards to drive users to ebooks and gated lead capture

Also cross-promote podcast content on YouTube to gain views + listens.

Embedded growth loop (implied across Actions 1–5): Content assets (blog/podcast/YouTube) → drive traffic → CTAs to gated assets → database capture → retargeting/nurture (later remarketing actions).

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2) Live events (convert attention into registrations)

Action 6 — Webinars

Two formats:

1. Standard webinar: register to access
2. “Open online” live session: after the live/webcast, offer downloadable content + registration

Recommendation: test both to find which performs best.

Action 7 — Virtual or in-person conferences/events

• Lead-gen and qualification via:
  • Shared content distribution (attendees share with other companies)
  • Physical events: enable 1:1 conversations
  • Virtual events: attendees become leads “ready to work with” after the event

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3) Inbound + relationship marketing

Action 8 — Inbound marketing (content + dedicated qualification time)

The video emphasizes that inbound is not just publishing—it also requires dedicated time to qualify inbound leads.

Action 9 — Account Days marketing (target-account personalization)

Framework:

• Start from a list (example given: 500 companies)
• Identify contacts/decision-makers and their details
• Deliver account-specific relationship-building content

Goal: build familiarity for companies who “don’t know you yet,” enabling later conversion.

Action 10 — Public relations (PR)

Promote assets (ebooks, whitepapers, events, webinars) through:

• websites
• industry magazines
• thematic blogs

Outcome: indirect audience reach → registrations → database leads.

Action 11 — Partnerships and referrals

• Setup:
  • Partner with companies serving the same client set
  • Implement a system where partners register shared leads
• Tool example: PartnerStack (for managing referral leads)
• Economic model: partner earns a percentage if the referred lead becomes an opportunity.

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4) Outbound + paid acquisition

Action 12 — Outbound marketing (value-first, not “sell-first”)

• Positioning: outbound can work if it provides value (even if the team generally prefers inbound).
• Operating rule: outreach should offer useful content/invites (article, event, resource) and avoid hard selling on first contact.

Action 13 — LinkedIn “Sales Navigator” as a micro-CRM + engagement engine

Process:

• Subscribe to Sales Navigator
• Define target lead criteria (persona/segments)
• Engage via direct messages or comments

Goal: reach a specific lead type that’s “very specific and difficult to find.”

Action 14 — Google Ads (search + audience segmentation)

• Keyword strategy:
  • Buy product/intent-related keywords
  • In B2B, searches may be few/narrow → use carefully selected terms
• Segmentation examples:
  • Target by search intent
  • Target people researching competitors’ companies
• YouTube ads use-case: if a competitor has a strong organic YouTube channel, run campaigns targeting that channel for high-quality reach.

Action 15 — Facebook Ads (advanced professional targeting)

• Clarification: not only consumer audiences—Facebook supports professional segmentation.
• Example targeting interests:
  • Human Resources
  • Marketing
  • Healthcare professionals
• Success metric: focus on lead quality and conversion rate; the video notes costs may be more competitive (often higher cost than other platforms).

Action 16 — LinkedIn Ads

• Rationale: strong segmentation enables very good lead qualification.
• Tradeoff: price is expensive.
• Value case: paying more can be justified for highly specific buyers (example: Finance Director, automotive sector, >1,000 employees, specific countries).
• Also, LinkedIn can promote top-of-funnel content (blog/webinar/ebooks) to generate leads efficiently for that audience.

Action 17 — Remarketing everywhere (conversion recovery)

• Platforms mentioned:
  • Remarketing on LinkedIn
  • Remarketing on Google
  • Remarketing on Facebook
  • plus display/programmatic advertising
• Mechanism: re-engage visitors/leads who didn’t convert
• Timing example: run remarketing periodically when new content drops so earlier visitors return with renewed relevance
• Extra recommendation: in programmatic campaigns, test prospecting in addition to remarketing to generate extra YouTube leads (harder, but possible).

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Key metrics/KPIs and targets explicitly mentioned

• Relative KPIs (no exact numbers):
  • Blog content marketing: more leads, lower cost per lead, higher-quality leads
• Operational target (clear number):
  • Kvitova blog frequency: 3 posts/week (12/month)
• Example scaling variable:
  • Account Days: 500 target companies

The video does not provide explicit CAC/LTV/churn/revenue targets or numeric benchmarks beyond the items above.

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Actionable takeaways / “playbook” you can apply

• Build a content engine (blog + ebooks/whitepapers + podcast + YouTube) and connect it to a gated CTA path.
• Convert attention via registration gates (webinars and events), then follow up with assets (downloads + database capture).
• Don’t stop at inbound—allocate time to qualify inbound leads.
• Use account-based personalization starting from a defined target list (e.g., 500 accounts).
• Expand reach with PR and partnerships/referrals, using tracking/commission logic (e.g., PartnerStack).
• Use value-first outbound coverage gaps (Sales Navigator + value offers).
• Run paid acquisition with intent segmentation, then remarket to recover conversions.

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Presenters / sources mentioned

• Cyberclick (referenced as the presenter/company perspective: “as we always advocate at Cyberclick…”)
• Kvitova (example client)
• PartnerStack (referral-partner management platform example)
• LinkedIn Sales Navigator (outbound/targeting tool example)
• Podcast platforms mentioned: Apple Podcasts, Spreaker (and “dozens of platforms” generally)