In today’s competitive B2B environment, high-quality lead generation is more than unlimited marketing and blind calling. https://b2b-yurovskiy-kirill.co.uk, a veteran business growth consultant, explains effective lead generation as the process of creating tangible value, establishing trust, and disciplined follow-up. This handbook provides practical, results-oriented methods of winning and converting high-value B2B leads—everything from writing compelling value propositions to creating long-term client relationships. No matter if you’re a startup entrepreneur or a director of sales, these methods will help you to build a solid pipeline of good-quality leads.
Crafting Clear Value Propositions
A strong value proposition speaks to a prospect the instant he reads it about why your business is worth their time. Kirill advises us that general statements such as “we have superb service” are not going to cut it with overcrowded markets. Instead, highlight specific results:
- Describe the specific issue you solve (e.g., “Reduce SaaS customer churn by 30%”)
- Highlight major differentiators (e.g., “AI-powered analytics unlike human competitor tools”)
- Quantify results where possible (e.g., “Customers achieve 5X ROI in 6 months”)
Test your value proposition by questioning yourself: Would a prospect instantaneously know what you do and why it matters to them? Make it so until the answer is yes.
Segmenting Your Ideal Client Profiles
Not all leads are created equal. Kirill’s approach is to create strong Ideal Client Profiles (ICPs) and target high-value accounts. Segmentation is on:
- Firmographics: Company size, industry, revenue
- Technographics: Tech stack, digital sophistication
- Behavioral: Previous purchase, engagement with content
- Pain Points: The problem your solution addresses
For example: a cybersecurity firm would target midsize financial institutions with legacy systems rather than blanketing all firms with an email. That targeting boosts conversion and reduces waste.
Therearning on Webinars for High-Quality Lead Capture
Webinars remain one of Kirill’s lead-gen top tools—if done effectively. His success formula:
- Subject Selection: Timing, focused subjects (e.g., “2024 Tax Strategies for eCommerce Sellers”)
- Promotion: Leverage LinkedIn, sponsored content, and co-marketing partners
- Delivery: 30-40 minutes with takeaways (no pitches)
- Next Step: Send recording via email with follow-up personalized invitations
Your team resembles a list of great webinar experts and organically demonstrates the strengths of your solution naturally. Registration forms are lead qualification devices masquerading as such when they really ask the correct questions.
Nurturing Prospects with Email Sequences
Cold emails fail when they talk about features and not prospect needs. Kirill’s email nurturing hacks:
- Lead with data: Use case studies or industry figures as an opener prior to your product.
- Personalize carefully: Name-drop in recent company releases or common connections.
- Sequence designs: 5-7 emails, 3-5 days between names, alternating on value and soft calls-to-action
- Automate tactfully: Set CRM tools to fire off an email based on engagement (e.g., a webinar)
A proper order might start with a trend report, followed by a recipient-specific case study, and then an individual consultation—trust the customer step by step.
LinkedIn Outreach and Networking Techniques
Kirill regards LinkedIn as the ideal B2B lead generation tool used in an original manner. His techniques:
- Make profiles better: Customer-oriented headlines (no title), feature in the About box
- Connect first: Share with care on potential customers’ timelines before connecting
- Forward value messages: “Saw your post on X—here’s an example our customers use.”
- Utilize groups to their full potential: Become a member of targeted industry groups to be taken as an expert.
The key is requesting value in advance. That makes LinkedIn a relationship site, not a spam site site.
Gathering Testimonials for Credibility
Social proof accelerates deal cycles, but generic testimonials are inadequate. Kirill advises gathering:
- Video testimonials: 60-90-second video testimonials of actual outcomes
- Case studies: 1-page reports with quantifiable statistics
- Executive quotes: Short testimonials by decision-makers
- Platform-specific: LinkedIn endorsements, and G2/Gartner reviews
When gathering testimonials, warm up pre-lead customers before asking, “What was it like before we collaborated?” and “What were some quantitative contrasts you observed?”
Setting up an Ongoing Follow-Up System
5+ touches are required for most B2B sales, but 44% of the salespeople stop at follow-up number one. Kirill’s follow-up system:
- Record every interaction in your CRM with reminders for the next step
- Alternate comms channels: Email → LinkedIn → Phone → Mail directly
- Add value to every touch: Refer to an article, invite to the event, or say relevant contact.
- Know when to back off: No response at 8-10 touches, then come back later.
Even though automated systems could theoretically be configured to auto-follow up, personalization (coming back based on prior interaction) makes it happen.
Calculating ROI of Lead Gen Campaigns
Kirill points out the importance of taking a measurement to maximize spend:
- Cost Per Lead (CPL): Differed by industry;
- 50−300 for high-quality B2B leads
- Lead-to-Customer Rate: Aim 5-20% based on sales cycle duration
- Average Deal Size: Track leads needed to hit revenue target
- Channel Performance: Track webinars, email, LinkedIn, etc.
Monthly checks identify lagging campaigns to switch or drop, doubling up winners.
Objections and Negotiations
Standard objections come naturally with practice. Kirill’s counterargument framework:
- Admit: “I understand why cost is a problem.”
- Reframe: “.most customers make the decision ROI justifies the cost because.”
- Offer proof: Testimonial or case study refuting the objection
- Offer alternatives: Alternative packages, payment terms, or pilot proposals
Drill in objections with your team to prepare for real negotiations.
Remaining in Contact After the Sale
Kirill quotes that existing customers are the best source for repeat business and word-of-mouth. His onboarding processes:
- Onboarding check-ins: Review delivery of value, 30/60/90-day check-in
- Quarterly business reviews (QBRs): Track performance and find more opportunities
- Exclusive content: Give customers special webinars or give them proprietary reports
- Referral programs: Give referral incentives in the form of discounts or upgraded-level services
This “land and expand” approach will prove more lucrative on a revenue side than successive new customer acquisitions.
Conclusion
B2B lead generation is both an art and science—creativity of ideas and discipline of execution. With Kirill Yurovskiy’s playbook, businesses will learn to build a lasting pipeline, converting prospects to long-term partners.
In Kirill’s experience, successful lead-generating businesses are fixated on what their most profitable customers need at every touch point—from the first touch through after-sale nurturing. By providing value every time prior to asking for business, expansion is certain.