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The Future Of Generating B2B Leads Online

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We must admit, generating more B2B leads online has become an exercise of necessity. With automation and interactive voice recognition (IVR) being the norm, it does make one wonder if telemarketing is still needed in the lead generation business. Pundits are saying that the internet, with its wealth of information, will make salespeople obsolete. Customers have information right at their fingertips, so they no longer need anyone peddling directly to them anymore.

That could not be further from the truth.

Based on the recent research done by the Acquity Group, more than 95% of business owners looking for new businesses online still prefer having someone on the phone to discuss business with. In other words, a salesperson is still required in the appointment setting process. These potential sales leads still require talking to an actual person, in order to assess the value of a business they wish to work with. This is an important development in the B2B lead generation business.

The explanation is simple, direct consumers only need to read user reviews or company pages before they buy anything, leaving the salesperson out of the loop. Corporate buyers, however, are in a different field. They spend a lot in just one purchase, so they have to think their options carefully. Naturally, they would require someone to walk them through the buying process.

This is an opportunity for you. Just be sure that you remove the aggressive selling part on your lead generation campaign, since this is a turn-off for these prospects.

Why Branding Matters In Lead Generation

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Why Branding Matters In Lead Generation

Before you begin your lead generation campaign, be sure that you have a brand that will back up your business. After all, in today’s highly brand-conscious market, how you describe your business, as well as the name you choose, could very well spell a bonanza of B2B leads, or probably make your appointment setting team’s work harder to do.

A company brand is essentially your name and calling card. This is the first thing that your business prospects will see in your calling card, as well as the name they will hear when you give them a telemarketing call. You brand would be the one on display during trade fairs or symposiums you participate in. That is why you need to choose your brand name well.

To do that, you need to first think about the tone. You need to choose a name that fits your image, like the way Ford uses nostalgia and classics in their imagery. It also helps that you research your brand. You may have thought it up on your own, but there might be others using it already. Avoid using brand names that have already been used, lest you are ready to deal with trademark lawsuits. And be kind to feedback, mind you? If people do not like your name, or could not connect your brand to your business, then it means you need to change it. Remember, you are creating a brand to generate sales leads.

Choose your branding well, and you can do better in lead generation.

 

Going Global In Lead Generation The Coca-Cola Way

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We all know how big Coca-Cola is as a brand. It is practically everywhere you go in any part of the world. And while we might say that all large companies can do that, and smaller firms could only sit and moan their situation, it is a rather flimsy excuse. No matter the size, a company can still go global in their lead generation efforts. Generating sales leads from different markets (not to mention countries) can still be done. In Coke’s case, they went for a simple mantra – same company, different approach.

Coke serves a huge market, and they know it. That is why they set up marketing teams in every country they get into. These people must be immersed in the local culture, aware of the norms, knows what clicks with the audience, and come up with a marketing plan that jives with the local market and the global branding efforts. And here is the keyword to be remembered: research. You have to do proper research in the local market if you want to

This is a good lesson for you and your appointment setting team, especially if you are employing certain promotions to advertise your products or services in the global market. Before you begin any marketing campaign, you need to do your homework well. And you might have to double up your efforts if you do not have a local team to guide your way.

It is necessary. You need to understand what message is acceptable or unacceptable in your business. You also need to know what medium will work best. If telemarketing brings in the B2B leads, then so be it. It is a mix and match kind of marketing you have to do, since you have to test the waters and see what works best.

 

How To Send The Right Message To Millennial Sales Leads

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How To Send The Right Message To Millennial Sales Leads

If there is one market segment that a lot of marketers would love to reach, be it as clients or probably suppliers, then it has to be the 30-something segment, basically the ones we call millennial. They are certainly the type that is hard to reach in lead generation, especially if your message is not that geared to their tastes. A little more work on their market might be needed before you can turn them into qualified B2B leads. To do that, you need to follow these important pointers;

  1. Alignment of message – you have to make sure that the message and the product you are offering are consistent with each other. Basically speaking, you have to let your offer speak for itself. That is the best proof that you can present in your appointment setting
  2. Give a ready ear – millennial can be really sensitive, especially when it comes to perceiving a person’s attentiveness. You do not need to do some guesswork to figure out the mind of millennial. As long as you listen carefully, you will get the information you need.
  3. Humanize your message– when you give millennial a telemarketing call, never sound scripted. That is the last thing they want to hear from you, and is pretty much the biggest factor why they reject your offer.
  4. Express possibilities – with the advancements in products and services delivered, it becomes easy for people to expect a lot. Millennial have seen a lot of possibilities, so they have big expectations.

 

Meeting these expectations makes it possible for you to generate good sales leads.

Lead Generation Lesson From The Miami Heat

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Lead Generation Lesson From The Miami Heats

Miami Heat rules the ball court – as usual. Their game play is so good that other teams could only scratch their heads as the Heat blitz their way to the finals. But what is the secret to their success? What kind of lesson can we get from it, a lesson that can help in our own lead generation campaign? Put it simply, it is all about intelligent play. Come to think of it, as long as we work intelligently in our appointment setting efforts, it would be an easy thing for us to generate better sales leads.

In the Miami Heat’s case, they wasted no time and effort in their shots. Every throw, every move, every dribble they made were all carefully calculated against their opponents. They also made careful evaluation of the opposing team and assigned the appropriate player to face-off with them. That pretty much matches up to what a marketing campaign should be. Study the market, know who to reach, as well as identify the marketing mediums to employ. Be it social media, telemarketing, email, or all of them, these should be geared up to help your business generate more B2B leads. Marketing can be likened to a game. As long as you know how to play, then you can handle it.

All that remains would be choosing the winning team. Good for you if you can organize your own lead generation specialists. But if you do not have one yet, you can still ask the help of outsourced appointment setting firms.

The Most Credible Phrase In Lead Generation: I Don’t Know

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The Most Credible Phrase In Lead Generation: I Don’t Know

Yes, a lot of telemarketing representatives and sales managers will cringe at the thought of saying those words, and for a good reason. They are trained and focused on being the experts in a particular business, where their words will convince their potential sales leads that they can be trusted. Saying, or admitting, that they do not know the answer to a question is a bad sign, one that can ruin the success of a lead generation campaign. But that is not always the case.

The first thing that you have to remember is that no one is perfect. No matter how much you study or prepare yourself before an appointment setting call, there will always be a case where you may not be able to answer a question. It may sound counter-intuitive to admit that you do not know the answer, but actually, it can work the other way around.

A lot of business prospects are tired of hearing marketers and sellers claiming that they have all the answers to their current business woes. So it can be a refreshing change to hear someone admit that they do not know something, perhaps along the lines of how a prospect’s business operates. This creates an opening for you to know more about the prospect. Ask them how they go about their business, learn from their demonstration, check all the facts, and look deeper into their problems. Only then will you be able to come up with a winning solution.

That is the winning strategy in gaining more B2B leads for your business.

Secret To Better Sales Leads Generation? It Is All In Rapport

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Secret To Better Sales Leads Generation? It Is All In Rapport

 

 

In terms of generating qualified sales leads, building rapport between you and business prospects is an important activity to do. After all, getting into the good side of business prospects is an aim that we ought to reach in all our activities. Building rapport is integral in our lead generation campaigns. Without it, we will not be able to generate the B2B leads that we need, not to mention failing to get interact effectively with customers. So, how will you do it?

  1. Personalize – from your emails sent to the telemarketing calls you make, you need to have some level of personalization to your prospects. Nothing could irritate a prospect more than receiving a “Dear Sir/Madam” letter, or a totally scripted call. Keep away from that practice.
  2. Advice – sometimes, give out business advice and marketing tips for free. This is against the common practice of give and take. While it might seem like an unnecessary expense in the long run, it is actually a good investment in building business rapport.
  3. Deliver – this is the point where the sale is made or the deal is struck. At this point, you might be lured to simply just deliver what you agreed on. Be careful: this is the point where your business prospect decides whether to do business with you again or not. So better impress, that will keep you their business.

Follow these business tips, and it will be easier for your lead generation and appointment setting campaign to perform. It will be to your benefit.

 

Sales And Marketing Coordination Improves B2B Sales Leads Conversion

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Are your sales and marketing teams working properly to make the most of your business’ resources? Believe it or not, more than 50% of your B2B sales leads are not being converted properly because these two teams are not properly coordinated.

What happens when sales and marketing teams don’t cooperate with each other? Here are just a few examples of what could happen.

  • The sales team are having a hard time converting the leads sent by the marketing team because the marketing people are suddenly aimed their b2b lead generation campaigns at a different demographic because they believe this is an untapped market. Unfortunately, they forgot to inform the sales department!
  • The marketing people keep calling business leads in their telemarketing list asking whether they need your type of services when these leads have already been converted. The sales people forgot (or didn’t know they have to) to tell the marketing people about the close and the new clients are now getting annoyed!
  • Sales representatives keep rushing the business leads about when they would be able to make the purchase because, unfortunately, the marketing team forgot to forward the budgeting information of the prospective business lead to the sales department!

These are just a few of the mishaps that could occur should your sales and marketing people fail to coordinate with each other. To avoid these, you must encourage your teams to do one simple task: have regular standup meetings.

Daily or weekly standup meetings can go a long way of improving your business. Your marketing team can do a more effective b2b lead generation campaign if they get regular feedback from the sales department about the quality of the leads they receive. This will also help improve other functions in your sales process such as doing a more successful b2b appointment setting campaign or discovering better lead generation methods to use. Standup meetings are better because, the term implies, your employees will be standing throughout the discussions. This helps everyone get straight to the point, allowing more topics to be discussed. Standup meetings take less time to conduct compared to regular meetings, so your people can right back to work and accomplish more tasks.

Once your sales and marketing people make it a habit to regularly coordinate their data, you will benefit as much as your business sales leads. Information about your b2b leads researched by your marketing team such as the problems, spending budget, implementation procedures and the like can be used to the advantage of your sales team and close deals faster. Consequently, once the sales team have converted a lead, they inform the marketing team so that the b2b sales leads are added to the CRM system and their client information updated. Now your marketing team can call clients for upsell offers which will be more appreciated by your clients.

You can also hire or outsource to a professional b2b lead generation company so that your company can completely focus on closing the deals. Good lead generation firms have regularly updated CRM tools which is all your sales people will ever need.

Make the most of your lead generation and appointment setting campaigns, have your sales and marketing teams coordinate regularly or outsource to a reliable lead generation company and minimize your management tasks.