If you’re struggling to generate B2B leads that turn into opportunities, you’re not alone. For tech companies, it’s one of the toughest parts of the job. Tech marketers face a tough path—long buying cycles, tight windows of attention, and high expectations.
What works is a strategy that connects the dots across every stage. We have chosen our top 5 proven techniques designed to help tech companies reach the right people and move them through the funnel, with fewer dead ends.
1. Use intent data to reach buyers already in-market
The fastest way to waste budget is by targeting people who aren’t ready to buy. Intent data marketing helps you focus on those actively researching solutions in your space.
If a prospect is reading about cloud security or compliance tools, that’s your chance to show up. Tech companies that use intent data generate B2B leads that are more qualified, more relevant, and further along in the journey.
2. Build a full-funnel strategy, not a one-shot campaign
Don’t stop at top-of-funnel. Strong B2B lead generation strategies work across the entire buyer journey. Start with brand-building content, then follow up with gated assets, nurture emails, and retargeting. Your audience is desperate to hear from you!
This gives tech buyers what they need at every stage, from initial curiosity to final decision, so you stay relevant the whole way through.
Not sure where your funnel’s falling short? Here’s how to tighten up your lead generation strategy.
3. Get serious about MQL to SQL conversion
A big lead list means nothing if it stalls out. That’s where many tech companies struggle: MQLs don’t convert.
The fix starts with alignment. Sales and marketing need to agree on what a qualified lead looks like and how to move it forward. That means better scoring, smarter follow-up, and messaging that reflects where the buyer is, not just what they clicked on.
Once a lead is handed to sales, timely and consistent follow-up is key. Feedback should flow back to marketing so both teams can learn what’s working. When there’s structure, there’s accountability, and better conversion.
4. Use custom content to build trust
Generic content gets ignored. If you want to generate B2B leads that convert, speak to the challenges with realistic solutions.
Create content tailored to roles and industries. Think “How Mid-Market CTOs Are Approaching AI Investment” instead of “Top Tech Trends 2025.”
The more specific, the better.
5. Don’t just collect B2B leads, nurture them
Good B2B lead gen doesn’t stop with a download. Use behavior-based segmentation to send follow-ups that match the buyer’s interest and timing.
Tech companies that nurture leads thoughtfully are more likely to see movement, and more likely to stay top of mind when it counts.
High lead volume, low conversions?
If you’re generating B2B leads but they’re not moving, the challenge likely isn’t volume, it’s momentum. A stronger strategy helps you engage real buyers, build trust at every stage, and convert interest into action.
The right partner can make every lead count.
