Marketing is from Mars, Sales is from Venus

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Marketing is from Mars, Sales is from Venus

Should there be any relationship that badly needs counseling this Valentine’s Day, it is the one between Marketing and Sales. These two separate branches have been going at each other as to who could provide more profit. Needless to say, both should remain equal despite what most people think that Marketing is from Mars and Sales is from Venus. Like in any given relationship, both should come together and try to align their differences in order to gain a long-lasting and fruitful connection.

Here are some ways to foment romance between your Sales and Marketing teams:

 

#1: Accept and move on

The most difficult yet very significant endeavor couples often face during the first stages of their journey is in trying to accept their differences and shortcomings. This stage marks the point where they could either make it or break it. Once they get through this stage, the journey will most likely be smooth sailing from there onwards. This holds true for both marketing and sales. While marketers call for awareness and salespersons push for more deals closed, both are actually geared towards one common goal – rake in more revenue.

Related: Marketing Trends in Asia: What to Look Forward This 2017

#2: Serve and support

Another essential ingredient that strengthens the bond between partners is the principle of give and take. Each should complement what the other person is lacking. In business, putting all the burden of selling into the hands of the sales team alone calls for a burnout.

This is where your marketing team can prove its worth and provide aid by means of effective marketing campaigns. What this does is it develops and nurtures prospect relationships over time, putting your sales team a step ahead the next time they should make a call.

Related:How to Make Current Customers in Singapore Renew Their Contract with Your Company

#3: Speak the same language

The key to a healthy relationship is to know what your partner really wants. Imagine when someone in marketing says they have brought in 100 leads, and your sales team takes this good news as all of the prospects are ready to buy.  

This could lead to some confusion. When this occurs, you will definitely find yourself amidst an endless debate, especially when things do not happen according to what one expects. If this is the case, each party should reconsider how to communicate with each other in order to get their message across more efficiently and accurately.

Related: Rebound After a Horrible Sales Call [Video]

#4: Meet regularly and keep talking

What makes commitments stronger and last longer is not with the things each partner could provide, but it is what both could do together which makes them earn the right to be called a sound couple to begin with. Once you have bridged the gap between your marketing and sales team, be sure to keep them working on the same page. Each party should always find time to come together and discuss about success and how to continue supporting each other to achieve future goals.

 

Conclusion

Long-term relationships require hard work. “Making it”does not happen overnight, or by accident. Same goes for bringing together sales and marketing. Each has their own defined roles, but definitely needs the other to end up generating more sales and revenue for your company.

Unlike with Romeo and Juliet, each party does not have to go into the extremes just to convey the message across and sustain the unrelenting beat of the core of your business.

 

Originally posted at Marketing is from Mars, Sales is from Venus

 

 

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Top Marketing Blog Posts in Callbox Singapore in 2016

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A very happy 2017! Another year means a recap of the year that has passed. Last year, we published different blogs from B2B telemarketing, cold calling, sales and marketing, marketing automation, social media campaigns, B2B marketing, Case Studies and more.

These are based on new learning from some of the webinars and seminars attended. As well as actual experiences of our bloggers.

We have gathered the top 5 most viewed, shared and read blogs of 2016 for you to look back and get inspired.

 


The Top 5 Most Viewed Posts in 2016


3 Sales Tips to Get your Reps Reach for the Numbers

3 Sales Tips to Get your Reps Reach for the Numbers

Not only having good sales reps is important but getting them to deliver the number of leads required for the company to increase its sales. This blog provide sales techniques that will help every salesperson within your team reach for the numbers required from them.

 

How Coke Beats Pepsi: Top-Of-Mind-Awareness in Marketing

How Coke Beats Pepsi: Top-Of-Mind-Awareness in Marketing

Being able to come up in someone’s mind and stay in their consciousness whenever they were asked about a certain product is what all companies are dreaming of. Here’s a blog post from April last year about Coke’s secret when it comes to their marketing strategies.

 

The BEST Answers for Frequently Asked Questions in Marketing Automation

The BEST Answers for Frequently Asked Questions in Marketing Automation

When answering a question, one must be careful what to say as some experts might read your post. In this post, Callbox answers some of the frequently asked questions about how their Pipeline Lead Nurture Tool can help your marketing automation.

 

Your Guide to a Successful International Social Media Campaign

Your Guide to a Successful International Social Media Campaign

Many people especially the younger ones look for news and other information through social media. Here’s your guide on how to create social media campaigns that works.

 

Why B2B Companies Should Prioritize Case Studies

Why B2B Companies Should Prioritize Case Studies

Most prospects rely on personal experience when choosing a product or a company to do business with. That is why more and more B2B marketers choose case studies to attract their audience. This blog post summarizes the value of case studies in B2B lead generation.


The Top 5 Most Shared Post of 2016


 

The Parts of the Best Events Telemarketing Script in Singapore

The Part of the Best Event Telemarketing Script in Singapore

Should you use a script or not? Whether you are doing profiling or inviting someone to an event, following a script is important. Read this blog post to find out why.

 

Make Your Lead Generation Efforts Work This Year of the Monkey

Make your Lead Generation Efforts Work This Year of the Monkey

Lead generation is a challenging task. But how do you make it work in the year of the monkey? In this post, Singaporean business owners use horoscope as their guide on how to  make their B2B lead generation efforts work and become successful.

 

GUIDE Coaching Bringing the best out of a B2B Telemarketer

GUIDE Coaching: Bringing the Best Out of a B2B Telemarketer

How to become a Sales Pro? Sales skills is a must. However, you can make one a sales pro through proper coaching. Find out how in this blog post.

 

Outbound Marketing Reaching out to your Target Market

Outbound Marketing: Reaching Out to your Target Market

Want to know how to attract the right audience? Find out the 5 different ways  how outbound marketing works.

 

Low Quality Leads Huge Potential Nightmare of Software Marketers

Low Quality Leads: Huge Potential Nightmares of Software Marketers

Quality over quantity. Find out why having low quality leads became a nightmare to software marketers.

 


The Top 5 Most Read by Decision Makers of 2016


Why Outsourcing Will Give You More Singapore B2B Leads

Why Outsourcing Telemarketing Will Give You More Singapore B2B Leads

Having second thoughts in outsourcing your telemarketing? Here are the 7 reasons why you should consider outsourcing your telemarketing to get more B2B leads.

 

Callbox on Money Mind Singapore: What a CEO Had Known About the Philippines

Callbox on Money Mind Singapore: What a CEO Had Known About the Philippines

Philippines: Asia’s fastest growing economy because of BPO industry. A story about how Callbox started even before the Philippines was acknowledge as the BPO Capital of the world.

 

Rebound After a Horrible Sales Call [Video]

Rebound After a Horrible Sales Call

How fast can you bounce back when you can’t find the right words to say during a sales call? Read more..

 

How Successful Singaporeans in Financial Industry Spend their Mornings

How Successful Singaporeans in Financial Industry Spend their Mornings

There’s no such thing as what we call an ideal morning routine that’s best for everyone. Successful people have a mindset that they are what they read and most of them spend 80% of their day reading. Read more..

How to Get Targeted Business List with the Help of Outsourced Lead Gen Company

How to Get Targeted Business List in Singapore with the Help of Outsourced Lead Gen Company?

Looking for ways to grow your business and increase your sales? Here’s how an outsourced lead generation company can help you find new customers. 

 

These blog posts serve as an inspiration to us for another year filled with new topics, experience and a motivation to do better this 2017. Hope you’ll get inspired too. Happy reading!

 

 

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Business Astrology: What to Expect in Asia in the Year of the Rooster

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What to Expect in Asia in the Year of the Rooster

Every start of the year, business owners would want to stay ahead of their competitors. However, sometimes things do not turn out as expected.

They often ask themselves such as;

  • How’s my business going to be?
  • Is it the right time to invest for an expansion?

Part of Chinese tradition, most of asian businessmen use astrology as their guide to answer all of these questions to give them an advantage

Here are some tips from  Vedic astrology to combat bad luck in business in the year of the rooster.

  1. First choose the right day of the week to launch your business.
  2. Good days in general for launching a business are Wednesday, or Saturday to make it last a long time.
  3. Make sure the Sun is strong.
  4. The best times of the year are when the Sun is in the sidereal sign of Aries from 14th April-14th May and Leo from 17th August -28th August.
  5. Jupiter can bring good fortune to any business if it is well placed in the 1st, 5th or 9th houses as it then aspects the ascendant.
  6. Avoid the days when the Sun is changing. For example April 12th 2016.
  7. Avoid the times between 18th October-17th November and 14th January – 13th February.
  8. The Sun is considered fallen in the sign of Libra and weak in Capricorn so, if you can, avoid these times for any launches or re-launches.
  9. Mercury, Saturn and the Moon rule business so they also need to be strong in the chart.
  10. That means that they must not be in their weak signs, or in difficult houses of the chart. It’s vital that the planet which signifies the type of the business is well placed.
  11. Choose a waxing moon. The day of the new moon is weak, the full moon is the most favourable time.
  12. The time to begin must reflect the charts of the people involved.
  13. Know which dasha (planetary period in the Vedic system) your business will start in. This is invaluable for accurate forecasting. A business can dramatically change its fortunes if an unfavourable planetary period starts after its launch.

Timing is everything. By deeply analyzing the position of the planets and their effects will give you a head start in making your business a success. And the chart of your business will tell you how successful it can become.

But what can we expect in the year of the rooster on the business side?

According to The Straits Times, based on the new survey result released last January 19, many small businesses in Singapore will increase to 29% when it comes to the number of employees in 2017.  


51% of respondents from the survey are expecting for their business to grow in the next 12 months. 


However, when it comes to innovation, revenue growth, social media and e-commerce, Singapore was ranked low. According to CPA Australia Asia-Pacific Small Business Survey, It shows that only 40% of small businesses forecast Singapore’s economy will grow in 2017.

Related: The New Year Resolution of A Singaporean Businessman

But what industries are expected to soar this 2017? According to ZUU Online, here are the 4 industry to invest in Singapore this year.

  • Consumer Staples
  • Constructions
  • Reinsurance Industry
  • Domestic Exports

And here’s more, a recap of business statistics from 2013 – 2016:

  • According to Nielsen’s Asia 2020 – Progressing, Prepared or Pessimistic report, more than three quarters of business leaders in APAC expect their business models to change over the next five years. And they are worried: 59% say it will be difficult.
  • Leggett says ecommerce is now the largest retail channel in Korea, while online retail sales are growing at 50% a year in Indonesia.

Infographic by- GO Globe

Astrology can help your business in many ways. How lucky you are this year of the lunar rooster doesn’t just depend on luck alone. Still, hard work and perseverance can help you go a long way. Positivity attracts more good energy. If you work passionately, you will achieve your dreams.

 

 

Bring in Huge Numbers of Potential Singaporean IT Clients in The Year of the Rooster

Related: Bring in Huge Numbers of Potential Singaporean IT Clients in The Year of the Rooster

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The New Year Resolution of A Singaporean Businessman

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The New Year’s Resolution of A Singaporean Businessman

Goodbye 2016! 2017 has started and it’s that time of the year where everybody is looking forward for a happier, stronger and a more successful year. Every year, people make their own list of New Year’s resolution. From finding a job to living a healthy lifestyle, every year means different things to people.

I used to make my own new year’s resolution but never followed through with them. Some people believe this practice is outdated. While others believe in it just like they still believe in Santa Claus. Sure, resolutions are hard to achieve but most of us use it to change a bad habit and develop a positive one to motivate ourselves to do better every year.

Even successful Singaporean businessman has their own list of the things they want to do to improve and become better than last year. And guess what? Most of them find it effective.

But why do we make New Year’s resolution?

New Year’s resolution is about being hopeful that everything you wish for this year will come true. For me, the success of our New Year’s resolutions starts with our mind.  I’ve decided to do it again this year. Here’s a list of my new year’s resolutions this 2017 that any present and new businessman can do too.

#1. Launch and Market That Product or Service!

There is no such thing as a “perfect” time to launch a product or service.

Many new entrepreneurs are afraid to fail. There are lots of reasons why launching a great product becomes unsuccessful. Not because you don’t have enough capital or you just have a bad business concept. One of the reasons why businesses fail is because nobody knows that your company exists. You could have the best idea in the world, but if people don’t know about you, you won’t get a sale.

So think of it this way, “Wherever you go, no matter the weather, bring your own sunshine.” Anthony J. D’Angelo

Just launch it! Make people aware of your company and see what happens.

Related: Like Dimsums in Hawker Centers: How To Make Your IT Products  Noticeable in Trade Shows

#2. Don’t Bother About What Others Think of You

Everyone has always something to say. At some point, people will judge you or your company. But don’t let criticism stop you from starting and running your own business the way you think you should.

As what Confucius says, “It does not matter how slowly you go as long as you do not stop.”

Think of criticism positively. Instead, think of it as something you can use to improve your business.

#3. Don’t Be Afraid to Outsource

Running your own business will get you burn out easily especially if you are the only one doing all the tasks by yourself. Don’t be afraid to delegate some of your responsibilities to others. Outsource and hire professionals to help you out with your list and marketing campaign. This will help you focus on more important stuff on how to run your business. 


 Read this How Successful Singaporeans in Financial Industry Spend their Mornings


 #4. Separate “You” (as a person) from “You” (as an entrepreneur).

Running a business requires your time 24/7. But being an entrepreneur, you are working on your passion so don’t fight it. But don’t forget about other things in your life, such as family and friends – that’s also important. Also, don’t forget to find time for yourself. Step away from everything and do things that make you happy outside of business. This will help you achieve a more balanced life.

Related: 6 Tips For Better Work-Life Balance

#5. Grow your Business Using Social Media

Starting a business is tough. But if you’re going to launch a product or service, get started and run a campaign on social media. Don’t be afraid to expand your resources. Facebook, Twitter, Instagram, Google Ads, email marketing, local papers, etc. are a good way of letting your market know about your product or service.

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

As a business owner, you have your own way of running your business the way you want it to be. Leverage every year by doing something better and amazing.  

“The more that you learn, the more places you’ll go.” Dr. Seuss

Cheers to 2017!

 

Photo Credit: saysomethingposters.comldssmile.com

 

 

 Marketing Trends in Asia: What to Look Forward This 2017

Marketing Trends in Asia: What to Look Forward This 2017

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Think Big: 5 Marketing Strategies for Small Businesses

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Think Big: 5 Marketing Strategies for Small Businesses

It’s such a spectacle how a little child can be so creatively imaginative in trying to fit an over-sized shoe, more so how his innocent mind perceives plain, natural things into extraordinary opportunities and exert his best efforts to engage and explore his environment. If playful kids have this cognitive ability, can small businesses do the same, or better?

Small businesses and startups can definitely do best if they possess similar mindset akin to little children: to focus on the possibilities of things and exert effort in engaging skills to opportunities and to THINK BIG!

Other than the most effective marketing strategies for small businesses known and practiced by many marketing experts, Inc.com suggests some marketing tactics for small businesses that will help them THINK BIG and GROW:

LARGE BUSINESSES AS PARTNERS

Many think that small entrepreneurs are easily swallowed by large companies via business acquisition – true. On the contrary, a growing number of giant industry leaders are seeing opportunities in nimble entrepreneurial firms by converging strategies on: customer acquisition, product innovation and best practices. Below are the keys to Successful Partnership with Large Companies:

    • Research to find the right business partner otherwise ill-conceived partnerships will leave company in worst shape.
    • Fundamentally Sound Business Practices should be in place before presenting a business-partnership proposal
    • Recognition Of Own Responsibilities should be kept in mind and that large companies expect returns for every financial/marketing help they extend.
    • Monitor Requirements Of Successful Partnerships and value commitment to achieve goals both for you and your corporate partner
    • Do Not Be Intimidated, just do business accordingly
    • Maintain Independence and reserve a sense of ownership of your turf by not relying too much on your corporate partner in exchange of financial help
    • Establish Clear And Open Lines Of Communication

LARGE BUSINESSES AS PRODUCT DISTRIBUTORS

Take advantage of distributors’ needs to sell their products as this will expedite business success for small businesses, but factors below are to be considered:

  • Competition – have a quality product that sell
  • Compatibility – find the right merchandiser for your product

Related: The Strategic Marketing of Using Events to Improve Customer Loyalty

LARGE BUSINESSES AS CUSTOMERS

Please corporate clients as how you do to individual clients or even more. Below are some key points to ponder:

  • Corporate customers may have different needs and priorities, be aware
  • Value commitment on non-negotiables like time and quality
  • Loss of a single corporate customer can have significant impact in your business
  • Expect more paper and safekeeping tasks   

Related: Make Prospects Feel Satisfied in Purchasing your Software Products

Small businesses see large companies as giant competitors and most of the time feel intimidated by their size and technological capabilities. But weren’t these big-timers once small startups too?

Aim to hit your targets by leveraging on the resources and opportunities that these large companies offer as your business partner, product distributors and as your customers ; like the little child in the picture who’s figuring out some strokes to wear the pair of shoes, apparently disregarding the trappings on the size differences between his feet and the shoes, but keeps a steady focus to just get his cute feet in and just let them explore the empty space inside.

After all, one day soon, he’ll grow big enough to wear big, fitting shoes for him.

 

 

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Marketing Trends in Asia: What to Look Forward This 2017

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Marketing Trends in Asia: What to Look Forward This 2017

This year, the Asian consumer culture changed rapidly making it important for B2Bs to adapt to such changes. And with the current marketing trends, it’s more than necessary to plan ahead so that everything is ready in the upcoming year. Also, businesses need to understand how to keep up to date with all the transformations going on in the market in order to meet the needs and demands of the consumers in 2017. Check out the expected business to business marketing trends in Asia below.

Daily Use of Messaging Platforms

The continuous growth of messaging applications today make it more relevant to use messaging platforms on a daily basis. Millions of active users each month rely on WeChat and LINE; the widely used messaging apps in Asia. As a result, businesses take advantage of these go-to channels when it comes to reaching their targeted customers online.

Line

Related: Callbox Visits The Lion City of Asia to Bring more Investments

Fast Fashion

Due to the continued rise in Asian households today, the standard yearly outlay growth on footwear and clothing has significantly increased to 9.5 percent. Across Asia, fast fashion stores expand as the average spending on clothes also continue to increase by 10 percent every year. In fact, China is expected to be accountable for the 1/3 portion of clothing demand in 2018.

Asia to overtake West in 2018

According to us.fashionnetwork.com, Asian apparel consumption should reach 920 billion dollars in 2018, as compared to 625 billion last year, placing it on the same level as North America and Western Europe. 


In Asia, fast fashion stores expand as the average spending on clothes also continue to increase by 10 percent every year. tweet!


 E-commerce Growth moves to Asia

After the introduction of e-commerce, the United States was the main influencer of its growth. And now that it has become a worldwide phenomenon, Asia is gaining huge growth particularly in China. In fact, the growth is expected to increase twice in 2019 with over one trillion dollars as additional sales. But in order to benefit from this trend, businesses need to expand globally through e-commerce marketing strategies. Here’s how to move your multi-national company expand their business in Asia.

Shoppable Personalized Videos

In 2015, shoppable videos were introduced in the market. And now, it has been amassing momentum among consumers in the Asian continent. This 2017, video creation will drastically change making YouTube and other provider more important than ever. It will help businesses in producing programmatically-generated personalized videos for consumers to use. As a result, e-commerce marketers can place their products on video-based ads on customer preferred platforms.

Here are just some fine examples of short clips we did:

Bottom Line

Business to business marketing rapidly grows along with various trends not just in Asia, but also to other parts of the globe. The quick accessibility and vast options available to consumers make it harder for providers to keep up with all the changes happening in the global market. Hence, it’s important to understand these trends in order to create a successful marketing plan for next year.

 

Are you ready to dominate 2017 with new B2B marketing strategies?

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The Many Ways of Selling your ERP Software Products

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The Many Ways of Selling your ERP Software Products

Some exciting and explosive flicks are lined up for 2017: fantasy action “Wonder Woman”, adventure “Kong: Skull Island”,  animation “The Boss Baby” and thriller “Annabelle 2”. Each flick was creatively filmed to bear unique plot and relatable story but as to who would take home the prestigious Oscar or bag the biggest ticket gross for 2017, is yet to be known.

ERP software companies, like film production companies, radically brainstorm for an ample period to come up with the most tactical marketing strategies that would boost sales and maximize marketing efforts. However, as to which one is most effective and deliver ROI to the business depends on how the whole process of a single strategy was holistically carried out.

So here’s a ticket to a list of award-winning marketing strategies to sell an ERP software:

Inbound Marketing

Inbound Marketing

Customers visit your website or come to your store when they are looking out for solutions. So you have to make sure that you have a very strong online presence that shows cogent content about your ERP solution in order to achieve higher chances of converting prospects into leads. But don’t just stop at counting website visits, queries and following up on prospects. Spare ample time and effort on nurturing customers like how Foradian technologies does:

  1. Giving the basic product as free & open source
  2. Interviewing happy customers and publishing in blogs
  3. Applying to various award competitions, winning the awards increase credibility & conversion
  4. Free demo with full documentation
  5. Celebrating success in social media

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

Outbound Marketing

Outbound Marketing

Some say Outbound Marketing is dead but a recent survey by Discover.org to 1,000 IT executives showed “forever” on the effectiveness of outbound marketing:

  • 60% said outbound calls or emails have led to an IT vendors being evaluated. tweet this!
  • 75% said they’ve decided to attend an event or take an appointment after having received a cold call or email. tweet this

According to Marketingprofs.com, most companies today bank on social selling like content marketing, blogging, search engine optimization and social engagement but the data from Discover.org proved that traditional outbound marketing tactics like cold calling and emails remain to be very effective strategies. These have evolved  through time and technology which at some point  have well worked when collaborated with inbound marketing. Below are best practices that have strongly founded Outbound marketing:

  1. Draft a script when cold calling or sending emails, make sure the tone is conversational. 
  2. Respect your prospect’s time by placing your calls at the time they are most convenient.
  3. Make it personal by building rapport and being mindful about your prospect or customer’s concerns and interests.

Here are some guides you could look into:

 

Digital Marketing

Digital Marketing

With the use of digital technologies like the internet, mobile phones, display advertising and other digital medium, marketing in general has become a very easy process for both B2B and B2C deals.

Many software companies believe and still use traditional marketing but quite a number took on the challenge to employ advanced and more aggressive marketing strategies like digital marketing due to reasons below from Hubspot:

  1. Increased website traffic

Data is the core reference for each key performance metric set by businesses to gauge success but digital marketing introduced a “farm-to-table-like” process in data gathering via digital analytics. Now you see how many people visited your website, clicked a link, downloaded a form or sent a query.

  1.  Content Performance and Lead Generation

Brochures used to be handed out from person to person but time and technology took this practice online. One can now release and distribute important information about his product and services via content marketing tactic supported by data gathered through CTAs.

Related: Dummies Guide for Content Marketing

  1.  Attribution Modelling

Track results real time, get to reach your prospects with the right message at the right time and be able to see trends in your prospects and customers’ buying habits. All these can be done/accessed via nurture tools which will save much time and efforts on lead conversion process.

Check out: Callbox Lead Nurture Tool

Don’t restrain your sales and marketing efforts from discovering other strategies in selling your ERP software. The traditional process may be working well for you but there maybe something else or new to look forward to that will bolster results.

Go ahead and see which strategy: inbound, outbound or digital would bring an Oscar-like, top-grossing success for your business.

Reference: www.marketingprofs.comwww.blog.hubspot.comwww.yourstory.com

 

 

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When Less is More: How to Make Prospects Buy from You

Related: When Less is More: How to Make Prospects Buy from You

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How to Spot a “Requested More Information” in Every Sales Objection

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How to Spot a "Requested More Information" in Every Sales Objection

Most of the time objections are your prospect’s way of saying, “tell me more”.

As a salesperson, we are all familiar of an objection. We know that it’s common to go through an objection in the whole sales process. So it’s important that all salesperson must learn how to handle common objections.

The truth is, it is the responsibility of a sales rep to educate their prospects about their products and services. The reality is, to become an effective salesperson, we must know that we can’t persuade or lead the prospect into buying our product. You can’t just walk away after the first sign of objection. You must know the true objection. If not, prospects will keep on blocking your call.

The important thing is to understand which objections are true – the ones you can’t work out with your prospect and which ones are disguise and are only being raised because they want to know more. Most of the time, prospects object because they don’t know what you’re offering and what they can benefit from it. So it is your job to tell them.

When prospects mentioned one of the 5 phrases below, you must treat them as “requested more information” objection disguise with their corresponding rebuttals that you can use.

“It costs too much.”

The price sometimes depends on the needs of your prospect. So find out what exactly are they looking for and set a price depending on the needs of their company.

“The price depends on the number of users that you have.”

“We can customized it based on your company’s needs.”

Related: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

“This is not the right time for us.”

If prospect mentions, it’s not yet the right time, respect that. Most companies nowadays don’t just buy something because they need or they want to. When dealing with this kind of objection, you can say;

“When do you plan to consider this kind of project?”

“When is the best time for me to call back?”

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

“We don’t have a  budget for this project.”

Companies prioritize their projects. The decision of what and when to purchase something depends on their budget and what they need most at the right time. You can ask the prospect:

“When will your budget be available for this kind of project?”

“When do you plan to do this project?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

“I’m not the decision maker.”

If prospect says he’s not the right person to talk to, ask who is the decision maker who handles this project. You should know the different types of decision makers and their roles. But don’t ignore him. He might be able to help you. What you can do? Either, offer to send him information or ask for the information of the decision maker.

“Who’s the best person to speak with regarding this?” (Gather the decision maker’s information)

“Are you involved with this project?”

“What would be your role for this project?”

Related: Signs That Your Buyer is Not a Good Fit for your Business

“We’re currently working with someone.”

This objection doesn’t mean it’s the end of the deal for you. Find out more about who they’re working for.

“Do you have a contract with them?”

“When will your contract ends?”

“By the time your contracts ends with your current provider would you consider other providers?”

“If you find our product or service beneficial for your company would you consider us?”

 

Bottom line is, don’t let these objections end the deal. Instead, dig a little deeper to understand the reason why and what your prospect is objecting to. 

 

 

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Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

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Agent: “Hi, this is Rachel, with XYZ Company.” (prospect interrupts)

Prospect:” I’m familiar with your company. We’ve worked with you before and we’re not satisfied with your service.”

So what can you do when you spoke with a previous customer and mentioned that they’re unhappy with your services.

Empathize.  

Treat every unhappy customer as an opportunity to do better.  Listen and respond but do not be defensive. Listen for the reasons why they’re unhappy and take some necessary actions to correct it. Push improved features or new benefits that they can get if they will consider your company again.

  • Use phrases such as:

“I understand where you’re coming from.”

“I see. I’m sorry to hear that.”

  • Then ask, “May I know what are the reasons why you’re unhappy with our services before?”

Do you know that you turn sales objections to success. Here’s how.

Listen and Take Note.

By listening to your unhappy customers you will learn to improve the quality of your service and generate a better outcome possible.

A lot of things can affect your company’s reputation. Now that a lot of people are using social media to post information of what’s happening in their daily lives, it’s easier for them to publicly share their experience of your company. That’s why it has become more crucial for companies to provide good quality of service for their customers.

Here’s the best example from Mashable.com

This woman's complaint about a worm in her lettuce escalated hilariously

 

Good customer service plays an important role in developing the loyalty of your customers but how well are you in terms of customer satisfaction. 

Address all issues before it gets worse.  

Have a chat support in your website for people to contact personally especially if they’re having issues with your services. Instead of posting it on different social media platforms, they can contact you personally for feedback.

Be sure that there’s always an agent available to respond to all inquiries 24/7. This way, you can’t see bad publicity for your company. Be sure to equipped yourself with the following Do’s and Don’ts When Doing B2B Telesales.

Turn them into a good advertisement and referral source for your company.

So how can an unhappy customer be helpful for your business? What can you do to make sure that you properly respond to an unhappy customer to turn address their issues?  

  • Follow them on all social media. Set up an alert to track their comments about your business. You can also use mention, a social media tool which is capable of tracking brand mentions on social and on web.
  • Pay attention to what is being said about your company on social media. For instance, if the comment is negative, address it immediately by engaging them into a positive response. Here’s Why Listening is an Important Component in Telemarketing.

Related: Build Tremendous Credibility and Make Clients Refer You

Show you care and offer help.

Show your customer that you care and you’re always willing to help them. They are more likely to consider all issues about your services because they know you’re available to help them and that you care for their business. Most customers can accept human or system error if they know you’re always willing to lend a hand.

Turn every complaint of an unhappy customer into an opportunity for your business and minimize future negative publicity.  Convert an unhappy experience into a loyal customer who will spread the word about your service.

So the next time you encounter an unhappy customer on the phone, through chat support or in social media, smile and say, “Thank you for reaching out.”

 

A good sales rep knows how to turn bad calls into a close deal.

Read more interesting and savvy marketing tips today!

 
 

How Successful Singaporeans in Financial Industry Spend their Mornings

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How Successful Singaporeans in Financial Industry Spend their Mornings

We all start our day at some point. How we start our day, whether you’re a night owl or a morning person is different from each other. Some of us starts by checking through social media, while others check their emails, some brush their teeth, eat breakfast, exercise, or prepare their kids for school.

But which morning routine is the best?

There’s no such thing as what we call an ideal morning routine that’s best for everyone. Successful people have a mindset that they are what they read and most of them spend 80% of their day reading. They usually start their morning with a positive attitude that today is another opportunity given to them to start fresh and set the tone for the rest of the day.

Here are some of the successful Singaporeans in Financial Industry.

  • Tan Chin Tuan: the man who made OCBC    
  • Wee Cho Yaw: the dynasty builder
  • Piyush Gupta: Mr. Asia, Mr. Digital   
  • Ho Ching: Investing in the Future

 

So how does highly influential person start their day the moment they wake up? I’ve researched some of the habits of successful people. Hope this will help you have creative and a productive mornings.

HABIT #1: They think for the long term

“An overnight success is ten years in the making.”

― Tom Clancy, Dead or Alive

They all know that success can’t be done overnight. Success requires careful planning and long-term perspective. Successful people have patience and perseverance in pursuing their goals.

HABIT #2: They create their own routine

There’s nothing more dangerous than a resourceful idiot.

- Scott Adams

Successful people love to optimize. They usually have a system that work for them. They make the best of every situation, opportunity and resources they have to help them become more successful in life.

HABIT #3: They don’t waste their time complaining

“What you’re supposed to do when you don’t like a thing is change it.

If you can’t change it, change the way you think about it. Don’t complain.” 

― Maya Angelou, Wouldn’t Take Nothing for My Journey Now

Having a negative attitude makes it harder for them to find solutions to every problem they are facing. They don’t dwell too much on negative emotions as it causes them to lose focus which makes it difficult for them to see the big picture. They accept the fact that bad things happen and they can’t stop that from happening. They always look at it as an advantage and learn from it.

HABIT #4: They take initiatives

“The right man is the one who seizes the moment.”
— Johann Wolfgang von Goethe

People don’t just become successful by sitting back and waiting for good things to happen. They set their goals and take action to accomplish it. They make it happen.

HABIT #5: Successful people has  big goals and a clear vision

“The most pathetic person in the world is some one who has sight but no vision.”
― Helen Keller

Successful individuals know what they’re aiming for and they have a clear vision on how to do it. By having a clear vision of where they are going and what they are doing is what makes them successful.

Related: Top 10 Thought Leaders in Sales and Marketing in Asia

HABIT #6: They don’t make up excuses

“The only thing standing between you and your goal is the bullshit story you keep telling yourself as to why you can’t achieve it.”
― Jordan Belfort

Successful people are accountable for their mistakes. They answer to their own choices and decisions. They know that opportunities do not wait for them and there’s no such thing as “a perfect moment”. They create their own opportunities and go for it.

HABIT #7: They have the right attitude

“Keep your face always toward the sunshine – and shadows will fall behind you.”
― Walt Whitman

People who are successful are more focused and they focus on what they want. Most of them are optimistic, flexible, confident and are always curious. They have big dreams and are action oriented. They trust their intuition and embraces possibility.

Change the way you see life in general. Never allow yourself to be a victim of circumstances. Most successful people see failure as part of being successful. Focus on what you want and do things other people don’t want to do. Dream big and be one of them.

 

What have you missed? 7 Inspiring Quotes from Famous Asian Entrepreneurs that Appointment Setters

Expanding Business in Asia – How Do Multinational Companies Do It?

Expanding Business in Asia – How Do Multinational Companies Do It?

Learn more how to become more successful,

Read more on Callbox Singapore Blog!

 

Here’s how to generate more customers for financial companies

 

The Do’s and Don’ts When Doing B2B Telesales

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The Do's and Don'ts When Doing B2B Telesales

What is B2B Telemarketing? It is when annoying call center agents are calling random businesses wanting to speak with a specific person to say their sales pitch.

Telemarketing is essential in every business. Having an in-house sales team to do lead generation campaign is proven to be difficult while outsourcing a B2B lead generation company is more effective and cost-efficient. Most businesses in Singapore would consider outsourcing a company who can provide them good quality and sales-ready leads to increase their sales. Plus, it provides them opportunities to improve their company’s business sales process. However, not all companies in Singapore are successful in doing this especially those (SMBs) small to medium businesses.

Now, the question is, how to become effective in B2B telemarketing? Sounds easy, right? However many companies are still doing same mistakes. Here are the do’s and don’ts to remember in B2B telemarketing.

 

Do

  1. Hire a good B2B telemarketing company with well-trained telemarketers to do a lead generation campaign for you. Bring out the best in your telemarketing team.
  2. Identify the type of campaign that you want; an office appointment, phone appointment or a demo. It’s the reason you are calling.
  3. Identify your (ICP) Ideal Customer Profile. Secure a good list to call (most telemarketing companies can have their own database that you can rent or use during your campaign) based on the following:
    • Target area
    • Target industry
    • Target people
    • Company size (employee size, annual sales, etc) 
  4. Prepare a script for sales reps to use. TIP: When creating a script remember, KISS (Keep It Short and Simple)
  5. Choose a confident, highly-trained and professional agent to represent your company.
  6. Conduct product training with the team who will handle your lead generation campaign.
  7. Send out initial email prior to the start of the campaign
  8. Have the team start making calls. When making call, make sure to prioritize:
    • Those who replied on the email
    • Those who opened the email but didn’t respond to it
    • Other contacts within the list that you’ve sent an email
    • Contacts within the list with no email addresses and do profiling by gathering and verifying their contact information.
  9. Make sure all in house sales reps are available to follow up and call all scheduled appointments.

 

Don’t

  1. Apologize for calling or say, “I’m sorry to bother you today”. The truth is, you’re not sorry you called and the prospect knows that.
  2. Be afraid to probe and ask questions about their current setup. Here are the sales probing questions you must ask.
  3. Be afraid of prospect’s objections. Know how many call attempts to do before you surrender a lead.
  4. Be rude or be defensive when answering objections.
  5. Get distracted by doing other things such as; texting, multitasking and emailing other prospects, talking to a colleague, facebook and eating while calling.
  6. Interrupt prospects when they’re talking. Always LISTEN. Here’s why listening is important.
  7. Lie. When found out may damage the credibility or the company or the brand you represent. What to do when you don’t know the answer to your prospect’s sales questions? Find out.
  8. Assume based on what you think you already know. ALWAYS clarify with the prospect. Remember, if it didn’t happen on your call, it’s not considered done. TIP: Ask the prospect to repeat what he just said or ask him to elaborate if you didn’t understand.
  9. Over complicate your call. Use the KISS technique!!!
  10. Hang up before your prospect or slam the phone down after a bad call. ALWAYS be professional. It damages the company you represent.
  11. Speak too quickly. Make sure the prospect understands the purpose of your call.
  12. Call the same company over and over again within the day. Don’t call them everyday unless you are advised to call back.
  13. Stutter. You’ll sound less authoritative. TIP: Prepare before making a call.
  14. Forget to call back when said you would.  

In order to maximize your company’s sales opportunities, you must understand the importance of lead generation before you even start reaching out to your prospects. Let the experts provide qualified leads and appointments for your company and have your in house sales team nurture these leads instead.

What did you miss: Telemarketing Rules in Singapore That You Should Know..

 

 

More marketing and lead generation tips on The Savvy Marketer’s Blog.

Learn our secrets to a successful marketing campaigns.

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How to Make it easy for Customers to Buy Cloud?

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How to Make it easy for Customers to Buy Cloud?

What is cloud computing?

Cloud computing is often referred to as “the cloud” which means storing and accessing of data over the internet instead of a computer’s hard drive. It is an internet-based computing that provides shared resources and data to computers with the use of a network of remote servers to store, process and manage data using the internet rather than having a local or an in-house server.

Cloud software is divided into three. Here are the kinds of Cloud computing software and their examples.

Saas (Software as a Service) provides access to application softwares often referred to as on-demand softwares. Installation, setup and running of the application is usually done by providers.

Examples: 

Paas (Platform as a Service) provides computing platforms including operating system, database, web server etc.

Examples:  

Iaas (Infrastructure as a Service) provides computing infrastructure, file-based storage, firewalls, IP addresses, virtual local area networks etc.

Examples:

I’ve listed down some of the tips on how to make it easy for customers to move to the cloud.

  • Remove signup barriers.

Of course, you want visitors to feel relaxed with as little resistance as possible and enjoy their experience quickly when signing up for your product. Provide minimal fill up fields on your website forms. You may check out some plugin that allows user to sign up with their social media instead of typing everything. 

www.blog.kissmetrics.com

5 Simple Tips To Help You Increase User Sign Ups

  • Reach out to them through multi channel marketing

Customers are everywhere and you have to be where they are such as email, social media, tv/radio or print ads and voice. Most consumers don’t have enough time to go to malls and buy because of their busy schedule. By reaching out to them using the medium that they normally use makes it easy for them to consider you.

Related: Get it Right: Increase Sales Leads Numbers x2 with Multi-Channel Marketing

  • Trial version should make them feel that they needed the premium version

Nowadays, customers are no longer impulsive when buying something. They are wiser than we thought. Offering a trial version makes them feel that you are confident that they can benefit from your product and will sign up for the premium version.

Related: The Ups and Downs of a Free-to-Premium Marketing Approach

  • Easy to buy because of its payment service.

Customers would consider someone wherein everything is done online. Payment for their subscription should be easier. And because of their busy schedule, they don’t have enough time to go to your office and pay for what they purchase. You can use paypal or credit cards when asking for payments from your customers. It’s fast, easy and more convenient for your customers.

Related: How to Make Current Customers in Singapore Renew Their Contract with Your Company

In addition to this, customers can also get the following benefits when they move to “the cloud”:

Accessible to everyone.

Cloud computing allows employees to be more flexible. People work from different time zone. Employees can work anywhere and can access files easily using their smartphones, laptops or notebooks as long as you have internet connection. The ability to access, edit and share documents and files anytime makes it easy for them to collaborate with each other and do more together.

Related: Outbound Marketing: Reaching out to your Target Market

Automatics updates.

What’s good about the cloud software is, it is provided to you online. This means you don’t need to waste your time maintaining the system yourself. Plus, updates to a newer version are fast and easy. With only a few clicks, your software is upgraded to the latest model. Also, suppliers are the one in charge of regular software updates, including security updates.

Aside from marketing your products and having your salespeople contact your prospects, your apps must be actively selling itself to customers as well. Since you will be offering Free Trial, you can follow on customers even before the trial expires.

 

Read our latest blog on Callbox Singapore today.

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