Why Your B2B Lead Gen is a Dumpster Fire (And How to Put It Out)
Struggling to fill your sales pipeline with actual human beings who want to talk to you? You’re not alone. Most B2B companies chase leads the same way my dog chases squirrels: fast, chaotic, and with absolutely no plan for what happens if they actually catch one.
If your lead gen feels more like throwing spaghetti at the wall than building revenue, you might be guilty of a few classic mistakes. Let’s break them down.
Mistake 1: You Don’t Actually Know Who You’re Selling To
If your “target audience” is basically “anyone with Wi-Fi,” then congratulations — you’ve already lost.
Fix it: Create an Ideal Customer Profile. Industry, company size, pain points, decision-makers — get specific. The narrower your ICP, the fatter your pipeline.
Mistake 2: Your Content is Boring (and Useless)
No one cares about your “cutting-edge synergy solution.” If your content doesn’t solve real-world problems, it’s just corporate white noise.
Fix it: Stop talking about yourself and start talking about your prospect’s problems. Be the person who understands their pain, not the one handing them another brochure.
Mistake 3: You’re Hanging Out in the Wrong Places
If you’re trying to find CFOs on TikTok, I have bad news. Not every platform is for you.
Fix it: Figure out where your ICP actually lives. For most B2B, that’s LinkedIn, email, or industry forums. If your buyer persona doesn’t use Snapchat filters, neither should your strategy.
Mistake 4: You Ghost Your Leads
Leads are not fine wine — they don’t get better with age. If you wait two weeks to follow up, your “hot lead” is already signing with your competitor.
Fix it: Respond fast, then keep showing up. Automate the first touch, but don’t stop there. Nurture like your revenue depends on it (because, well, it does).
Final Thoughts
B2B lead generation isn’t about volume. It’s about relevance, persistence, and actually caring about the person on the other end of the Zoom call.
Stop chasing squirrels. Start building systems. And please — for the love of your SDR team — follow up faster.