Ways to Cut Down on Prospecting and Increase Selling

Ways to Cut Down on Prospecting and Increase Selling

B2B businesses can never succeed without having a clear and well-defined strategy for generating high-quality leads. Resources are allocated towards optimizing different tactics and identifying possible approaches in engaging target demographics.

No doubt, finding the right people for your product and service takes a great deal of valuable time and money that should have otherwise been allocated to revenue-generating activities. Lead prospecting is vital to your overall marketing efforts, but if you spend too much time looking for potential customers, you will lose more than what you can actually spend.

The important thing right now is for B2B enterprises to shorten the time it takes to prospect for leads and generate ROI  for businesses continuity and growth.

Here are just some of the most essential tips to maximize your prospecting efforts, shorten the sales process, and secure better revenue numbers.

 

Define what your organization calls a lead

For sure, different businesses have differing ideas on what passes off as a lead. Sometimes, these ideas contradict each other, making it even more difficult to arrive at an accurate description of a B2B lead.

Apparently, there is no single definition of a lead, and it is up to the marketing team itself to set its own benchmarks and parameters.

A focused lead generation campaign involves creating an ideal customer profile which includes the type of industry, location, and size. That way, you can narrow down your activities to tap only those very likely opportunities. After all, it is better to have a few potential leads with a high willingness to buy your product than to have large volumes of leads that wouldn’t stay long in the sales funnel.

Related: Five Quick and Easy Ways to Score your Leads

 

Scrub and cleanse your database

A lot of B2B companies emphasize the need to handle large amounts of data. It’s always good to have a lot of names in your database. The more names, bigger the chances of gaining better revenue!

Well, that’s not always the case with startups and brands with aggressive B2B lead generation campaigns. Regardless of the amount of data that enters the database, inaccuracies and errors are unavoidable., In this sense, it is highly crucial for you to regularly cleanse your database of redundant information and wrong addresses that could get in the way of finding possible leads.

For this, you can invest in lead management tools with data cleansing features to help you out in eliminating obstructions to getting high-quality leads. In this case, marketing automation is vital to seek out opportunities and avoid unnecessary costs in pursuing unresponsive contacts.

Related: The Importance of Updated Database When Targeting IT C-Level in Singapore

 

Optimize  your website and SEO campaign

Your website basically functions as a lead capturing device. Visitors come in, explore, find a solution they like, and (if they like what they are seeing) ask you for more information that could help them make a purchase later on.

It’s actually easier said than done since higher web traffic doesn’t translate to higher sales. In fact, it takes a lot more to get people to sign up for your newsletter or download whitepapers and other available content.

To improve your site conversion rate, you will have to consider giving your site a fresher look. Ask yourself, “What elements should I include to make my site more engaging and attractive to potential buyers?”

For that, you should look towards the type of content you are publishing on your site. Make an audit of the articles, infographics, videos and downloadable content and determine which of these tactics perform well. What’s more, you should be able to review your current keyword strategy and think of better ways to keep visitors within your site.

If everything goes smoothly, just sit back, relax, and watch your site cultivate as many B2B prospects as your database could handle.

Related: The Anatomy of an Effective Landing Page for APAC Businesses [INFOGRAPHIC]

 

Build an effective social media presence

Social media might be an unusual marketing channel for B2B companies to leverage, but the numbers are not going to lie. A good number of B2B executives, in fact, utilize Facebook, Twitter and LinkedIn for various reasons, and one of which is to search for solutions to the issues that matter the most to them.

With that being said, it’s always important to have a robust social media presence across the platforms frequented by your audience. By spending an ample amount of time and resources on intensive social research, you can eventually generate better opportunities and, in the long run, improve your overall sales performance.

Related: Your Guide to a Successful International Social Media Campaign

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

Share other ways on how you increase selling in the comments below! 🙂

 

 

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