Make Your Lead Generation Efforts Work This Year of the Monkey


Make Your Lead Generation Efforts Work This Year of the Monkey

In ancient times, major decisions in commerce were always made with the advice of seers, oracles, and horoscopes. Possibly, because of the world economic situation in the past decade, this practice has gained even more popularity. It is a tendency that comes from wanting to make sure that business will be conducted successfully. The number of businessmen who are interested in getting business horoscopes grows daily.

Philosophical Basis of Horoscopes in Business

The application of astrology and horoscopes to business is based on the belief that planets are the source of clear and well-balanced instructions based on the laws of nature laws, which determine what people are, how they live and move. Fire, air, earth, water, animals, humans are all subject to and can be aided by the movement of the planets – movements which cannot be estranged from anything that has life in it.

Studying the influence of planets is the key to knowing what a person and his dealings on earth will be worth; and what he can do to prepare for life’s occurrences. It follows therefore that the best way to reap maximum profit out of a man’s material business is to make it conform to the astrological laws.

Applying Horoscopes to Business

Both Chinese and Hindu horoscopes devote much attention to business. Hindu business astrology for example, makes recommendations as to what business is best suited to an individual. It also indicates the good and bad times for implementing effective business decisions.

Business horoscopes address questions such as when it is auspicious to set up a business, what business a person should set up, when a businessman shall see profit, when the business should go global, how capital can be built, enjoyed and preserved. These horoscopes deal with the concern of disciplining every function of business to ensure that it becomes a successful enterprise by providing guidance on how the business can be run in cooperation with the laws of nature.

The business horoscope is basically derived from calculating business prospects from a person’s horoscope. The combinations arising out of an individual’s horoscope are the basis for deciding which businesses are appropriate to pursue. Predictions are made after studying the important houses governing success in business in relation to the person’s chart.

Lead Generation and the Chinese New Year

Singaporeans are strongly entrenched in traditions, and using horoscopes to guide them in their business undertakings is common. If you were part of the marketing industry, specifically Internet marketing, you would be glad to know that the road to lead generation for 2016 seems straight and paved, making it easier for you to dabble on your efforts to rake in more profits for your business.

The year 2016 is the Year of the Monkey in the Chinese Zodiac. The monkey is said to be “smart, quick-witted, frank, optimistic, ambitious, and adventurous”. Hence, if you want to succeed in lead generation this year, you need to embody all of the previously mentioned attributes and more.

How can you apply those attributes in your business in order to generate leads?


Use Your Smarts to Analyze Data

You are probably already using analytics and data in your business. Nevertheless, for the Year of the Monkey, you’re going to have to use your smarts to analyze data in order for you to implement the best strategies in lead generation. You’ll never know when unexpected findings based on data could lead to profitable leads, so be like the monkey and use your brains in data analysis.

Be Adventurous, Cross the Mobile Chasm

Everyone’s going mobile now. It’s the most convenient and surefire way to reach people these days. If you’re bent on generating leads for your business, consider how your content works on mobile. This means reviewing your content, editing them to become shorter and more mobile-friendly.

Related: Top Tips to a Better Mobile Marketing Experience


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Ambitiously Use Visual Storytelling Tools

If you want to generate leads, make use of virtual storytelling tools like Instagram, Pinterest, and YouTube as a means to grab and keep the attention of prospective leads. Concentrate on creating more video, shorter texts, and better images to reach more potential leads. Use your quick wit to create humorous content that people would be interested in reading or watching. Don’t be afraid to venture into new territories.

Check out this post on marketing trends in Asia!

Optimism Will Help You Measure Metrics

Measuring metrics is something that’s still a source of confusion for most marketers, which is difficult considering it’s important in lead generation. However, don’t let it stop you from making use of marketing automation data flows, Google Analytics data, and SEO fluctuations to measure metrics. No matter how vague the truth about measurement is, keep a positive outlook and make do of what is available to measure the success of your lead generation efforts.

This Year of the Monkey could be promising for your lead generation efforts as long as you keep these simple tips in mind.


Try Multi Channel Marketing instead. An integration of different marketing avenues that reaches your prospects in any marketing platform. Learn how we effectively generate leads for Singapore!

Searching for a New Hope in Lead Generation? Take it from Star Wars Stormtroopers

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Searching for a New Hope in Lead Generation- Take it from Star Wars Stormtroopers

If businesses can learn three important things about B2B lead generation, they should come from popular science fiction films.

Every movie within the genre often features an army hell-bent on taking over the world. In GI Joe, we have the Cobra organization. In Captain America, we have Hydra. Yet neither of these are as ambitious as the Imperial Stormtrooper Corps in the first Star Wars trilogy. Forget about a planet, these guys are all about keeping an entire galaxy in line.

Underneath the white armor and beyond the intimidating name though lies sheer incompetence. With inaccurate shooting skills, a penchant to mess up and a vulnerability to Jedi mind tricks, stormtroopers are not exactly the best the Empire has in its arsenal. But what are you going to do? Recruit Ewoks?

Ewok Star Wars

In the same manner, some businesses often struggle with inefficient lead generation processes that function like stormtroopers. Their client profiling and B2B telemarketing activities are not as precise in hitting appropriate targets and they are not as apt in tracking them either.

But since lead management is akin to organizing a galactic empire, managers should always think about how best to prospect for leads, improve their marketing campaigns and prevent their businesses from failing like the Death Star.


Stay current and competent with technology.

Lacking an ability to shoot straight at a rebel smuggler, stormtroopers compensate for this weakness by having the latest tech galactic credits can buy: tracking devices and high-tech weaponry, the works.  However, marketers should know that having the latest in marketing automation software does not guarantee a 100 percent success rate. What counts the most in fact is how well you use such instruments in qualifying leads and aligning marketing with sales.

Monitor and nurture leads with Callbox Pipeline. Check out!

Know the terrain.

Whether sand, snow, or shrub, the Imperial Army can take missions just about anywhere. The only problem is that it often lacks a thorough knowledge of the places it comes to conquer. Remember Endor? Prior to a campaign, making full use of marketing intelligence can be a decisive factor in creating strategies as fruitful as the assault on Echo Base.

Find out: Marketing Trends in Asia That Will Still Work in 2016

Use the force… that your brand embodies.

What little respect we have for stormtroopers is due to their association with Jango Fett, the most feared bounty hunter at the time of the Galactic Republic and from whom the Imperial Army originated. We cannot discuss that at length, but it proves that having a strong reputation tells audiences a lot about your proficiency as a solutions provider. In this case, leverage your identity in the most efficient way possible through multi-channel marketing.

Related: Multichannel Marketing: Is It Worth Adopting To?


Let us give stormtroopers a break here. There is always room for improvement even for an army known more for its incompetence than its usefulness. Meanwhile, marketers can keep these tips in mind to create a lead generation program as effective as the Millennium Falcon.  

End of story.


But for your, it isn’t end yet. Improve your marketing campaign for Singapore, get some marketing and sales tips today! 

MayTheForce_Searching for a New Hope in Lead Generation? Take it from Star Wars Stormtroopers



Photo Credit: photobucket


The Corporate Insurance in Singapore: A Fruitful Landscape

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Corporate Insurance LeadsSingapore. Such a small country but teeming with fruitful promise everyday. With the recent death of their beloved founder, Lee Kuan Yew, Singapore’s business discipline stems from his teachings that made Singapore the country that it is today.

With its established financial stature, Singapore continues to be at the forefront of businesses across the globe, making it the regional headquarters of global companies. This is so because of its competitive corporate tax at 17% as of 2013, making it one of the lowest in Asia Pacific. In addition, Singapore has a reputable friendly business environment and excellent infrastructure that is enticing to businesses.

With these, business is booming as usual in Singapore. On the life insurance industry, it maintains steady performance in the half of 2015 at S$1,352.7 million achieved in weighted new business premiums. According to the Life Insurance Association in Singapore, 19% are CPF-funded policies. On the other hand, investment-linked products are S$272 million, which is 20% of total weighted new premiums. PAR or participating products remain to be the biggest contributor to the pie at S$739 million in the 1st half of this year. Even with these numbers, LIA continues its campaign to promote aggressively amongst the Singaporeans, policy makers and its relevant stakeholders.

However, despite steady performance of the industry, it is not without its concerns. Singapore is known for strict policies, this is why the top concern for the industry players is keeping pace with the country’s regulations, according to a survey done in March and April by the Centre for the Study of Financial Innovation or CSFI with PwC.

Corporate insurance is a given. It provides added security to a business’ employees such as health, life or even retirement policies. Job seekers consider corporate insurance as an enticing package when considering employment in addition to base salary. At times, it is even the deciding factor. Companies now need to be more creative in their employee packages to entice and retain talent. Corporate insurance is one way to provide a differentiator for workers to choose your company. But other than concern for its employees’ welfare, it also reflects the business’ financial standing.

Still, Singapore is a hub for opportunities albeit with its small geographical space. Notes LIA, they are looking forward to the rest of 2015. Admittedly, there is a gap in the protection space especially in death coverage and also for long term care. Health insurance is also an area of opportunity for insurance providers as it needs continuous education on the benefits. Over all, industry players need to pay attention to these gaps and campaign for education. Through this, the industry will continue to be stable in Singapore.

Corporate insurance is a necessity for every business. As an insurance provider, it is your role to make them understand the importance of your service. Hiring a lead generation company will definitely boost the opportunity to generate more corporate insurance leads.

Every Lead is Special (The Callbox Lead Nurturing Tool)

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Lead Generation

I was never a fan of Hindi films until I was able to watch “Taare Zameen Par”. It’s a directorial Hindi movie by Bollywood star Aamir Khan which starred Darsheel Safary as Ishaan Awasthi, a child who had special learning needs. Ishaan’s parents misunderstood him for being a troublemaker and dumb, which resulted him being sent to a boarding school for boys to be disciplined. Ram Shankar Nikumbh (Amir Khan), a substitute Art teacher, discovered Ishaan’s special learning needs which were never known by any other faculty in the boarding school. Ram helped Ishaan discover his special skills, and nurtured him to understand his academic lessons through daily tutorials and mentoring.

Nurturing means to take care of something or someone to grow or develop or succeed. It requires continuous enrichment of knowledge and idea, and perpetual coaching on challenges met through the process.

Callbox just thought exactly the same for You.

The Callbox Pipeline’s Lead Nurturing Tool was created to ensure that the leads of your campaign are nurtured through all available channels – call, email, social, web, mobile, and postal mail – we leave no room for anything unattended. So let’s take a deeper look into how the Lead Nurturing Tool becomes your work-buddy:

1. It acts as an automated workforce that requires less supervision, giving you more productive hours to do other important tasks

At the start of your campaign, a Lead Nurturing tool is set up by the Team Leader to work simultaneously with the agent’s daily calling routine. The tool comprises of Actions & Triggers which is linked together to perform an automated action.

Once the agent updates a contact in the pipeline as “For Follow Up”, “Not Available” or “Requested for more Information”, the lead nurturing tool will immediately send out email information to the contact. When the prospect opens the email, the agent is alerted with a Call Priority notification. This will result to a higher chance of lead conversions.

Other Actions and Triggers options are to send SMS or Postal Mail, which is dependent on the campaign specifications and requirements.

With these tasks taken care of, you will have more time to focus on other important things.

2. It will broaden your avenue of communications to prospects through different media.

Parallel to the Team Leader’s set up of the Lead Nurturing Tool; the Email Marketing Staff will also create the following materials:

  • Custom email templates – drafting the content of the email information based on your product/service features and offerings.
  • Custom Landing Page – you can either choose from our designs or use your preferred form
  • Custom Postal Mail Content – we can send your custom postcard design or letter-size documents to your prospects in a scheduled manner
  • Custom SMS – a reminder sent to your prospects regarding your phone or office appointment with them at a scheduled date and time.

3. It will enhance efficiency and accuracy of your business processes by leveraging current resources for more profitable results.

Real-time Alerts and Detailed Reporting of the Lead Nurturing Tool are comprehensively integrated with the Pipeline CRM at which you are able to track all touch points, both of the calling and emailing activities.

Callbox aims to bring your business at its peak. For us, every Lead is special, and deserves nurturing until it reaches its full grown potentials of success. Just like the Hindi flick I mentioned earlier – “Taare Zameen Par” which means “Every Child is Special”, for us it’s Every Lead is Special.

Top Reasons why Lead Nurturing is a Pretty Big Deal for Singaporean B2B Companies

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The importance of Leads Nurturing in Singapore

For quite a while now, Singapore has seen positive developments in its already prosperous B2B sector. Aside from consumer-centric ecommerce platforms like YuuZoo, B2B superbrands such as SAP have managed to grow at par with global players.

One reason is that Singaporean B2B enterprises emphasize the use of efficient lead generation techniques and technologies. Collectively, these companies know that modern buyers require progressive messaging over time. For a fact, a purchasing decision isn’t like a bean stalk that grows overnight (and without the application of some sort of special fertilizer!). These companies know too well that it will take a lot more than magic to effect a purchase.

Actually, successful companies make a pretty big deal out of a B2B marketing tactic that works better than the hocus-pocus (and not to mention redundant) strategies we read online.

It’s called lead nurturing, and the reason why Singaporean companies are using it can be deduced as follows:

Better thought leadership

While it may be true that the term “thought leadership” is being thrown around like industry jargon, no one can deny its actual contribution to the overall success of a B2B business. More than ever, buyers want to be enlightened; they are no longer consumers of information as they require compelling, credible and authoritative messages that strike at the heart of the issues they want to resolve. Lead nurturing, in essence, effectively helps you create such messages and establishes your brand as a thought leader.

Consistent gains

Nurturing your leads also entail another function, which is to identify certain areas in your campaign that you can optimize and improve to maintain a consistently productive campaign. As you keep in touch with your leads, you will eventually discover certain behaviors and attitudes upon which you can base your next strategies.

Pinpoint ready buyers

When you have a bulk of B2B leads in your database, you cannot know for sure how many will end up buying something from you. You will need to organize these leads into specific demographics (location, budget size, and job titles), target them for email blasts and cold-calling and gauge their “warmness” by scoring them based on your interactions with them. This setup allows you to identify buyers that fit your ideal client profile, thus, enabling you to focus your campaigns on them.

Last but not the least…

With all these reasons considered, it will be right to say that lead nurturing carries positive results not worth overlooking: A Forrester study has noted that the tactic achieves 50% more sales ready leads and 30% reduction in lead acquisition costs. When you want to make an impact in this island-nation (and perhaps, the global industry), these numbers alone say a lot.


Underperforming Lead Generation? Here are the Suspects

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Underperforming Lead Generation- Here are the Suspects

Ensuring consistent gains in your B2B lead generation also means identifying certain scenarios that raise a red flag on your marketing efforts.

For Louis Foong, CEO of the ALTEA Group Incorporated, the main reasons for a failing lead generation strategy are as follows:

WEAK DEMAND GENERATION STRATEGY: If your demand generation strategy is on a shaky foundation, you have a host of problems on hand. Common issues include not following a regular list hygiene process, missing solid account mapping and lead scoring metrics, not being in touch with the dynamics of your market and not fully comprehending the issues your customers find most challenging. What can you do to ensure your strategy is well-defined and strategically aligned to deliver on your lead generation goals?

YOU HAVE NOT MAPPED THE B2B BUYING PROCESS: B2B procurement is not a simple process. Not only do you have to comprehend it generically, but you also need to map it for every B2B buyer you are targeting and working on to achieve a sale. Recognize that it is going to be a long and complex sales cycle with more than one ‘power buyer’ involved. In addition, the buying process within your client’s organization may be impacted by factors such as budget issues, growth patterns, debt situation, staffing and personal issues, economic factors, and more.

TOO MANY WALLS: Marketing is tossing ‘qualified’ leads over the wall to Sales. Sales is not picking up on those leads because they do not seem promising. Finance is breathing down the CMO’s neck questioning the purpose of all the lead generation activities and demanding ROI. The CEO is drinking from a fire hose with a desk that’s piled high with Big Data. All in all, everyone is functioning behind walls and in silos rather than in an environment where learning, resources and customer analytics flow freely between departments. This is a fairly typical scenario in large and medium-sized B2B companies. But it doesn’t have to be this way.

TOO MUCH CONTENT: Is there such a thing? Hard to believe since everyone is going nuts with social media and content marketing. The problem is, the buyer is experiencing too much noise. If your social media and content marketing activities are not grounded in buyer persona profiling, your time and resources are going to waste.

TOO MUCH RELIANCE ON EXTERNAL SOURCES: Marketing automation toys, fancy CRM software, trendy analytics tools and reports, paid social media channels, all of these are the flavour of the day. Unfortunately, a heavy reliance on these creates a situation where you now need ‘experts’ and ‘specialists’ to make sure you are getting results from your latest investments in B2B lead generation. You have to remember, though, that a specialist will pressure you to spend more time and money on activities within her or his field of specialization. That’s when the specialist can show your company some measurable results.

Lead Generation in Singapore: How Database Integration can Keep you in Profit

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Lead Generation in Singapore- How Database Integration can Keep you in Profit

Photo Credit: Tom Raftery

It’s a data-driven world out there and B2B enterprises need to drift with the times. In the face of unpredictable market forces, it is important now for these companies to harness new technologies that can provide wide-ranging benefits to their lead generation and appointment setting campaigns.

As a way to effectively reach out to multiple audience touch points, database integration is becoming an important strategic answer to business needs in vibrant economies like Singapore.

Despite negative outlooks this year, the country continues to receive international capital. In recent developments, Britain-based business intelligence firm B2B International has expanded its reach in the Lion City. The firm believes that South Asia continues to be an important opportunity base for similar companies to harness.

For now, B2B suppliers such like you need to use cost-efficient and time-saving ways in order to stay in profit and provide the necessary services to current and potential clients.

Integrating your marketing and sales functions in this case should be the first thing in mind since it entails benefits to B2B lead generation like:

1. Savings

Economic uncertainties entail the need to become more conservative in terms of spending. In this sense, businesses need to make better and highly profitable strategies. Linking your CRM with your sales drives accuracy and proper revenue attribution. This provides you insights into how much you are spending and how much you are gaining back. Accordingly, this enables you to create more revenue-friendly strategies.

2. Lead generation proficiency

Quality is usually a pressing issue among B2B service providers due to the particular problem of setting up an effective lead prospecting and lead scoring database. Manpower proficiency has been the common culprit, but the problem usually demands investment in an efficient system that accurately gauges audience interests and undertakes interaction-based scoring.

3. Effective and timely deliveries

You cannot afford to send the wrong messages to the right person. It entails a waste of time and money. On the other hand, you can use marketing automation software to segment your audience and send them content in line with their needs, thus keeping in line with the need to prioritize audience interests.

4. Accurate reporting

Integrated CRM and sales are essential in providing you with up to date information about the implementation and progress of your campaigns. Letting you focus on the right metrics and KPIs, integrated software systems is advantageous in identifying the best actions to take for better profitability and survival of your business.


B2B Prospecting at its Best: How to Find the Best Leads for your Pipeline

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B2B Prospecting at its Best  How to Find the Best Leads for your Pipeline

An efficient lead generation campaign is essential in every B2B endeavor. An increase in sales conversions and revenue are goals you commonly see in campaign plans. And in order to get the intended results, there is a need to draft plans that could produce a good deal of qualified B2B leads.

But generating a contact list of potential customers is only secondary. Much of the drive for high quality leads is influenced by efficient B2B lead prospecting. Besides, knowing where to locate the proper prospects is one way to beef up your sales pipeline.

Now, many marketers are right to equate poor lead generation with poor prospecting. The obvious remedy here is to focus on finding the right people, which continues to be a perplexing challenge.

Related Post: Understanding the Basic Pillars of Proper B2B Lead Prospecting

Luckily, here are a few ways that could help you properly prop up your prospecting efforts.


Determine your demographics.

Market research is imperative and beneficial. And it would increase the value of your campaign investments if you know the type of people that need your solutions the most. Software companies would prospect for potential partners that belong to a certain demographic. If you specialize in streamlining complex management issues for financial institutions, focus your marketing efforts towards this group.

Increase brand awareness.

Demand generation is still a crucial part in every marketer’s plan for increased conversion rates. Awareness drives lead traffic, and it is important that you have a good amount of quality content that can attract prospects and feed your lead management database.

Engage contacts directly.

Teleprospecting is much more than just calling somebody and ask him or her about specific problems. It is also about determining whether a contact is in need of solutions that could give only the best possible benefits. Each discussion has to be anchored on the needs of a potential client. Teleprospecting teams should have the necessary conversational skills that would allow them to transfer high quality B2B leads to the marketing teams.

Consider direct mailing.

Another important strategy for effective B2B prospecting is to send out tailor-fitted emails for your intended audience. Extra care has to be employed in writing compelling email messages that could amp up your lead generation with the proper B2B leads.

Knowing where to look for and how to engage your business prospects entails a wide range of advantages that could give your brand image a boost as well as contribute to overall revenue generation.  But the best results would require partnering with a highly competent outsourcing firm that values B2B prospecting.


Generate more leads in Singapore and get effective marketing tips today!

So, you Think you can Generate Software Leads? Think Again

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So you Think you can Generate Software Leads Think Again

Indeed, software companies are at their prime today. Industry demands are calling for fresher and more efficient software solutions, from business management applications to OS maintenance services. In fact, MarketLine says that the software market would grow 6% annually as B2B players are producing software products and services to meet market needs.

But despite the introduction of updated systems and packages, companies still run into difficulties with lead generation for software. Not many industry players put emphasis on producing high quality B2B software leads, resulting in failed attempts to maximize sales performance and, eventually, ROI.

Still, there are some who emphasize their lead generation efforts by employing and maintaining available marketing solutions. Then again, such efforts fall far from attaining intended results. This often stems from a lack of thorough knowledge of complex marketing processes.

B2B marketing is without a doubt a highly specialized field that requires a good hand at knowing the dynamics of the software industry. If you do know a thing or two about lead generation, how do you know if everything would work out well for your business? Apparently, you would have to learn more about software marketing leads than you thought.

Marketing metrics.

Your company is no stranger to software. In fact, you live and breathe software. And it would entail massive advantages if you utilize efficient marketing metrics tools that centers around tracking qualified B2B partners and calculating revenue generation based on procured campaign data.

Lead management infrastructure.

Producing high quality B2B leads for software companies isn’t possible without having an efficient lead management system in place. From customer profiling to appointment setting, there is always a need to organize contact information for better prospect engagements. And better engagements obviously mean better sales.

Demand generation.

A key element in successful B2B marketing is analyzing and creating industry demands. This aspect provides your business the amount of exposure it needs to saturate the market. Multi-channel business initiatives are good starting points to drive brand awareness, but you would have to know your audience well enough to make the most out of such efforts.

Audience research.

For every effort to acquire high profile software leads, a good deal of determining the right kind of people to feed your sales pipeline is required. Audience research helps you in audience targeting, consequently allowing you to focus your lead generation resources on the best possible software leads.

Lead generation for software companies is indispensable. And it would surely open up your business to better opportunities for expansion. The process however would take a lot of time and money – not when you hire a competent B2B outsourcing firm that know how to locate and engage software leads.   

How to Farm for Leads and Harvest Hefty Conversions

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How to Farm for Leads and Harvest Hefty Conversations


Too many articles liken B2B lead generation to maintaining a patch of farmland. Perhaps, no better metaphor could be conjured, since farming and marketing have characteristics planted on common ground.

This is more so, because leads are like seeds that need incessant care and a good deal of nurturing for them to provide succulent fruits in the form of sales closes.

And of course, you need the proper techniques and machinery in order to produce high-yielding varieties.

High quality leads are indeed rare, with only 25 percent making up the total   number of generated leads. But having the right equipment can convert the remaining 75 percent into eager buyers.

Put your green thumb to work by applying these suggestions:

Online and Telephone Marketing Tandem. Too often have people misconstrued the idea that advancement is a result of one technology replacing another. While this has yet to be proven, using both email and telephone correspondence to nurture leads is still a prevailing practice. Each method has distinct characteristics but of course we can never single out the limitations.

Email has the ability to penetrate prospects regardless of time constraints, but its drawback is clearly summed up by the absence of immediacy. Telephone, while direct and purely interpersonal, doesn’t guarantee a high response rate either. Moreover, we need to mention that some leads prefer one method over the other, on account of availability.

For better results, it is always ideal that marketers use both methods to penetrate a broader share of the market.

Frame your Audience. And we don’t mean taking a picture of them and hang them on your office wall. But it’s a good analogy to the task of zeroing in on your prospects. Knowing what they want based on who they are can be a tricky endeavor. Individual preferences always pose as insurmountable obstacles.

But by using lead generation tools such as online surveys and webinars, you can at least take a general picture of your market’s concerns. And from this point, you will be able to give your strategies a fresh face every time a trend comes up.

Now, these two points may seem insufficient, but when applied, they may just bear the results you always wanted. And for this to happen, conceptualize a program in which both marketing and sales can collaborate in prospecting for qualified leads.

Farming is tough and so is lead generation. But by gaining a thorough understanding of the quality of the land you are tilling as well as having the necessary equipment, you may as well enjoy the fruits of your labor in the end.

Source:  How to Up Your Lead Nurturing Game

5 Distinct Qualities of a B2B Lead Generation Expert

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5 distinct qualities of a B2B Lead Generation Expert

There’s more to being a B2B lead generation expert than having the capacity to carry out a system that “works”. A business should be able to adapt to a growing environment, either structurally or technologically, and that entails a deeper thirst for understanding and proficiency. Also, a lot of guts.

It’s what sets experts apart from average lead generation marketers: a unique set of qualities that, whenever present altogether, can almost ensure productive campaigns, strong online presence and improved brand recognition.

There’s nothing wrong with knowing what it is that makes experts turn whatever they touch into gold. After all, there’s a good chance they all started out where you are right now, which means you can achieve the same feat if you foster the same attitudes.

Do you have these qualities?

  1. Being able to understand the target audience.In terms of:  

    • Who they are:  titles, industries, gender, education level, etc.

    • What they care about: motivations, business drivers, etc.

    • What they read and listen to: where they go to find useful business information

    • Why they choose to do business with one company and not another

  2. Based on this in-depth knowledge of the target audience, being able to create offers that are:

    • Compelling

    • Timely

    • Relevant

    • Easy to respond to

  3. Being able to operate on metrics that are aggressive, yet realistic and obtainable. As such, experts have a good handle on how much it costs to generate an inquiry, a lead, an opportunity and a new customer acquisition. Most often, lead generation masters are tightly aligned with sales and have a service level agreement in place.
  4. Being able to know how to communicate to their prospects and motivate them to action in language that is clear, compelling and targeted.

  5. Being able to establish  a strong call to action in all their outbound communications. Even social media tools like Twitter, LinkedIn and blogs can generate sales leads if there is a call to action.

  6. Being up to date on most/all of the relevant lead generation media and techniques, and are always looking for the next way to boost effectiveness. Whenever possible, pull marketing is replacing push marketing as a strategy.

  7. Being able to understand that lead qualification and lead nurturing are as important as lead generation. They are committed to building an opt-in database of potential future purchasers and reap the benefits of low-cost, highly-qualified B2B leads.

Source:  How to Become a B2B Lead Generation Master

How to generate more traffic from your B2B Social Media Campaigns

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How to generate more traffic from your B2B Social Media Campaigns

Social media is tricky. It can either give you an awful lot of traffic or it can cause long term damage to your reputation. While some marketers are still on the fence with regards to social media’s true power, it cannot be denied that it inherently possesses the potential to brand a business with almost unlimited reach.

And reach is what marketing is all about.

Nevertheless, it’s still a delicate process to carry out. All the elements – timing, consistency, targeting, and measuring – must be present to make the most out of this enormous power.

One of the tricks out there is to post a piece of content more than once, with just a few tweaks in the way it is shared. This strategy not only increases the likelihood of your content getting found, but it also manifests presence, which is very important in building a reputation as a ‘go-to’ entity for business wisdom and niche authority.

Kissmetrics offers a 4-step approach on how to double your traffic from your social media lead generation campaigns:

Step 1 – Develop a Sharing Schedule

To begin sharing your content over social media more than once, you need to develop a simple schedule that will provide some guidelines for how often you want to share your content on each network. With this schedule, you will be tackling questions like:

Step 2 – Never Share the Same Message Twice

For most of us, when we share a blog post on social media, we include the title of the post, a link, and a few hashtags. This is fine. Once! But, it can get pretty monotonous for your followers if you aren’t careful.

The better strategy is to add some simple variety by asking questions or including pull-quotes from the post itself.

Step 3 – Optimize Your Content for Each Network

We all know that each social network handles images and text differently, but how much do you take that into account when you are creating social messages? One way to add some variety and value to your posts is to take advantage of the strengths of each network.

Step 4 – Monitor Your Results

As always, it is important to monitor your results to make sure the changes you make to your social publishing schedule actually work. Here are a few of the things you want to watch out for:

  • A decrease or an increase in post activity.

  • Negative feedback from your audience.

  • A slowly fading interest in your content.

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