Concluding This Year’s Callbox Sales Prospecting Masterclass Series

Concluding This Year’s Callbox Sales Prospecting Masterclass Series

Callbox has just concluded the last leg of its annual event series, The Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach) last November 6, at Ucommune (Suntec), and it was a huge success. 

Things started quite challenging for the Callbox team during the prep stage as getting a good number of registrations was quite dragging because most of the prospects were either traveling or in a tight schedule due to year-end huddles. However, the Callbox team maximized every tool and tactic they can use to meet all event targets.

With Callbox’s multi-touch, multi-channel lead generation strategy, the whole prospecting activity brought impressive results in the number of registration, confirmed and actual attendance. More than 80% of the confirmed registrants came and gained insights on how the modern Account-Based Marketing approach would fit their targeted sales prospecting activities through the following topics:

  • Selecting Ideal Accounts
  • Identifying Contact Personas
  • Capturing Prospect Information
  • Scoring Qualified Prospects
  • Nurturing and Converting Prospects  

Charmaine, Callbox’s Director for Creative Marketing, and Mitos, Client Services Manager, facilitated the two-hour session and capped the afternoon with the following takeaways:

  • A solid understanding of the modern account-based sales process through an end-to-end practical guide
  • Mastery of each component in the B2B sales cycle with in-depth learning from every topic discussed
  • Learning how to integrate ABM sales tactics and technology through hands-on walkthroughs
  • Knowledge of actual, proven strategies from case studies and references

The Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach) was a success, but we could not have done it without your support. Thank you!

 

 

In the coming year of the Metal Rat, Callbox will hold more events and open wider doors of opportunity for you to learn new sales prospecting knowledge and strategies. See you in 2020!

 

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+.

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
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Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass

2020 is the year of the Metal Rat. It symbolizes autumn which means harvest time for individuals who invested in major projects and acquired new knowledge and skills. The coming new year also projects prosperity for those who carefully planned and prepared for possible radical changes, while opportunism and greed will hold up those who are asleep at the switch. But, don’t worry, Callbox got your back – The Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach).

The Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach) will get you prepared for the year of the smart zodiac by providing insights on modern ABM sales prospecting strategies to help you gain in-depth learning how it would fit your targeted sales prospecting activities through the following topics:

  • Selecting Ideal Accounts
  • Identifying Contact Personas
  • Capturing Prospect Information
  • Scoring Qualified Prospects
  • Nurturing and Converting Prospects  

Two of Callbox’s pioneer sales and marketing leaders, Charmaine Española, Director for Creative Marketing, and Mitos Aguadera, Client Services Manager, will be the speakers. The ladies will ensure that the attendees would take away the following benefits at the end of the two-hour session:

  • Gain a solid understanding of the modern account-based sales process through an end-to-end practical guide
  • Master each component in the B2B sales cycle with in-depth learning from every topic discussed
  • Find out how to integrate ABM sales tactics and technology through hands-on walkthroughs
  • Learn actual, proven strategies from case studies and references

 

The Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach) on November 6, from 2-4 PM  at Ucommune, 9 Temasek Blvd, #07-00, Suntec Tower 2, Singapore 038989 is the last leg of the yearly masterclass series, and will be your best knowledge investment to reap the harvest in the year of the Metal Rat.

 

RESERVE MY SEAT

 

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+.

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach
Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach

Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach

Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach

Callbox will end the year with a bang as it holds the last leg of its Sales Prospecting Masterclass, The Account-Based Marketing Approach event series on November 6, 2 to 4 PM, at Ucommune, 9 Temasek Blvd, #07-00, Suntec Tower 2, Singapore 038989

With the success of the past three consecutive masterclasses last March, June, and September, Callbox is driven to continue its course to equip sales and marketing decision makers with tools and knowledge that will enable them to achieve invaluable skills and capabilities through continuous learning.

The upcoming masterclass will serve as an avenue for marketing and sales leaders to gain in-depth learning on modern ABM sales prospecting approach and how it will fit their targeted sales prospecting activities through the following topics:

  • Selecting Ideal Accounts
  • Identifying Contact Personas
  • Capturing Prospect Information
  • Scoring Qualified Prospects
  • Nurturing and Converting Prospects 

With the facilitation of two of Callbox’s pioneer marketing leaders, Charmaine Española, Director for Creative Marketing, and Sharifah Aljunied, Director for Business Development, attendees are assured to take away the following benefits at the end of the two-hour session:

  • Gain a solid understanding of the modern account-based sales process through an end-to-end practical guide
  • Master each component in the B2B sales cycle with in-depth learning from every topic discussed
  • Find out how to integrate ABM sales tactics and technology through hands-on walkthroughs
  • Learn actual, proven strategies from case studies and references

 

The Callbox Sales Prospecting Masterclass, The Account-Based Marketing Approach, on November 6, 2-4 PM, @ Ucommune will be Callbox’s last hurrah for 2019, but will definitely be the best time to start new learnings for B2B sales and marketing leaders.

 

RESERVE MY SEAT

 

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+.

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach
Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)

Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged

Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)

Callbox has just concluded another successful Sales Prospecting Masterclass! 

 

The third leg of this year’s series happened last September 11 at JustCo, Robinson Road, Singapore. The event was attended by sales and marketing leaders from various industries who took away loads of knowledge about sales prospecting using the ABM approach.

The masterclass underscored the importance of an account-based marketing framework in the sales prospecting landscape, broke down its components and the crucial steps in implementing ABM, and its benefits.

Attendees were educated on how to select ideal accounts with the highest potential to turn into customers, identify contact personas to build complete profiles of individuals involved in the decision-making process, capture prospect information, score qualified prospects, nurture and convert prospects and measure success with ABM metrics.

 

 

After the discussion, attendees gained knowledge and understanding about ABM, its components and crucial implementation process, and are now able to build a clear understanding of what their target accounts are, navigate the organizational charts of each target company, map out relationships among stakeholders, gather insights to personalize their approach and manage opportunities better. 

As the discussion narrowed from steps and processes down to significant tools and resources, participants became more keen to learn about the subject. They exchanged thoughts through small conversations, compare their current processes with ABM approach and threw questions that required practical answers. The event was capped with applause from the audience.

 

The duration of the session is just right. Points of the speaker were clear and concise.

 

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+.

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We’re Halfway to Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach)

We’re Halfway to Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach)

We’re Halfway to Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach)

Yes, we’re frenzied about Singapore Grand Prix in September, but we’re more excited about seeing you at Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach) on September 11, from 2:00 – 4:00 PM at JustCo, Robinson Road.

The event is going to gather sales and marketing decision makers from different industries who are keen to gain new and better insights on what works best in the B2B buying landscape and enable them to achieve a one-on-one connection with key decision makers that drive the purchase process.

The sales prospecting masterclass will accent on the proper way of implementing account-based marketing on your sales prospecting efforts, and the effects it brings to your sales and marketing workflow.

The team prepared a comprehensive portfolio of relevant topics on sales prospecting, following an account-based marketing process that will address challenges on customer acquisition, personalized messaging and proper lead scoring. 

After the masterclass, attendees are assured of the following takeaways:

  • Selecting Ideal Accounts, to size up market opportunities, and define your ideal account profile or IAP.
  • Identifying Contact Personas by mapping out the relationship between decision makers.
  • Capturing Prospect Information and identifying types of prospect data to help you determine whether you are reaching out to the right prospect or not, and their behavioural patterns.
  • Scoring Qualified Prospects, to help you identify the best decision maker/s among your qualified prospects.
  • Nurturing and Converting Prospects, to help you gather the maximum number of possible contacts within your target companies, personalize your approach, maximize several appropriate channels, establishing touchpoints and timing. 

 

The masterclass will be facilitated by Callbox’s two top sales and marketing experts: Creative Director for Marketing, Charmaine Española, and Director for Business Development, Sharifa Aljunied.

Few seats are remaining, so book yours now. Learn and network with industry peers, and be among the 84% who say that account-based marketing brings a 208% higher ROI, at Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach).

 

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+.

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Callbox to Hold 3rd Sales Prospecting Masterclass for Sales and Marketing Leaders (Featured Image)

Callbox to Hold 3rd Sales Prospecting Masterclass for Sales and Marketing Leaders

Callbox to Hold 3rd Sales Prospecting Masterclass for Sales and Marketing Leaders (Featured Image)

While shopaholics were flocking the Great Singapore Sale, splurging on some top clothing and jewelry brands, ICT sales and marketing workaholics rounded up at Callbox’s Sales Prospecting Masterclass for Information and Communications Technology at JustCo Marina Square last June 21, 2019, and engaged with some sales prospecting techniques.

The event was the second leg of a quarterly workshop project designed to help sales and marketing leaders learn new B2B sales prospecting tactics. And as Callbox continues its thought leadership position in Singapore by laying out a lucent roadmap of the modern sales and marketing industry buying landscape, preparations for the third sales prospecting masterclass is underway.

Callbox’s Sales Prospecting Masterclass is set to happen on September 11, 2019, from 2:00 to 4:00 PM at JustCo, 120 Robinson Road. The free event will be hosted by the dynamic Callbox event team, headed by Charmaine Española, Callbox’s Creative Director for Marketing and masterclass speaker, along with Sharifa Aljuneid, Callbox’s Director for Business Development.

The team is back to share a new set of topics that will holistically address the needs of sales and marketing leaders from all industries to develop an account-based marketing approach that works best in today’s buying landscape.

Callbox aims that at the end of the workshop, sales and marketing leaders will be able to improve their customer acquisition process, create a more personalized messaging, align sales with marketing strategies, expedite the sales process, efficiently use marketing tools and have a clearer view of the ROI.

 

Join us, and take your prospecting skills to a different level and your goals to new heights. Callbox’s Sales Prospecting Masterclass on September 11, 2019, from 2:00 to 4:00 PM, at JustCo, 120 Robinson Road.

 

RESERVE MY SEAT

 

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+.

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
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Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Callbox Concludes Second Sales Prospecting Masterclass a Success (Featured Image)

Callbox Concludes Second Sales Prospecting Masterclass a Success

Callbox Concludes Second Sales Prospecting Masterclass a Success (Featured Image)

The Callbox Sales Prospecting Masterclass for Information and Communications Technology workshop last June 21, 2019, at JustCo, Marina Square, Singapore, was concluded, a success

All the 50 attendees arrived on time, some even came with their colleagues, and filled every seat at the cozy venue as the Callbox team warmly welcomed them and accommodated their every need which kept them focused from start to finish.

Event speakers, Charmaine Española, Creative Director for Marketing, and Carmi Lañada, Account Manager, unleashed Callbox’s long-held secret tactics on effective sales prospecting for ICT industry which were shared via the following topics:

  • Pinpointing Ideal ICT Buyers
  • Capturing Crucial Prospect Information
  • Segmenting and Personalization
  • Ranking and Prioritizing Prospects
  • Nurturing and Converting Prospects
  • Case Studies on Effective Sales Prospecting

As the discussion progressed, the audience became very engrossed and took pictures of the slide presentation. They were also very interactive during the question and answer part. Such interest shown by the workshop attendees on the topics discussed uncovered a gap, an understated need, and questions which they have been searching for answers. Callbox’s complete, coherent and consistent prospecting program imparted to them the knowledge to fill the gap, address their needs and answered their questions.

At the end of the info-packed workshop, ICT sales and marketing leaders told that they gained a solid understanding of the modern B2B IT sales process, components in the IT Sales cycle inside out and the various ICT prospecting strategies. 

In fact, FACT Software International Pte Ltd quoted

It was very informative, especially for someone who is new to sales. It provided a great crash course on the basics. The duration was just right and the speakers were well-informed on what they were talking about.

While Techzone.sg said that they would recommend our next events to colleagues and friends. Overall, the attendees shared that the sales prospecting masterclass met their expectations.  Indeed, event objectives were achieved.

The positive feedback drives Callbox to hold another workshop. And definitely, it is going to be another insightful, knowledge-enriching event which sales and marketing decision makers can leverage in adapting to today’s rapidly evolving buying landscape. 

So keep a regular visit to our website for updates on the upcoming event which may happen sometime this August. 

Let Callbox help you gain expert knowledge on sales and marketing in your field, and find fresh opportunities through networking with industry peers.

 

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+.

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Callbox Updates Pipeline CRM with ABM Features and UI Makeover (Featured Image)

Callbox Updates Pipeline CRM with ABM Features and UI Makeover

Callbox Updates Pipeline CRM with ABM Features and UI Makeover (Featured Image)

Suite of new features and capabilities makes Pipeline CRM a smarter and more streamlined tool for orchestrating Callbox marketing campaigns.

Callbox, an award-winning B2B lead generation company, this week released fresh updates to Pipeline, its proprietary CRM and marketing automation platform. The recently-unveiled updates include the following:

The new feature set vastly enhances and extends Pipeline CRM’s user experience and core functionalities for both clients and internal users.

We wanted to go beyond just tweaking Pipeline’s look and feel, says Rebecca Matias, Callbox’s Director of Sales and Marketing.

All these changes were made with the goal of giving users the ability to quickly see the big picture or drill down for a detailed view of things—from the campaign, accounts and contacts, all the way down to individual touches.

 

New ABM capabilities

One of these major improvements is the integration of ABM features into Pipeline. Pipeline CRM now enables Callbox campaigns to effectively apply account-based lead generation and sales prospecting strategies.

Users can now choose between Contacts View and Accounts View when looking at leads and prospects. Under Accounts View, contacts are displayed according to the organization they’re connected to. This makes it easy to target accounts and understand which decision makers in a company to engage.

Account View

Contact View

Callbox Pipeline Contact View

 

More intuitive dashboard and Richer reporting features

The Callbox team also redesigned  the layout and appearance of Pipeline’s main dashboard and other reports pages based on user suggestions and feedback.

Aside from grouping leads by account as the default view, the main dashboard now shows lead scores for each prospect alongside other key details. This gives users a real-time update of each lead’s status at a single glance.

Pipeline Home

Callbox Pipeline Home

Campaign Reports

Callbox Pipeline Report

 

Streamlined Lead Nurture interface

Pipeline CRM ships with a marketing automation engine called Lead Nurture. Lead Nurture allows users to easily define and execute custom lead nurturing schemes using a drag-and-drop workspace.

This week’s round of updates also focused on improving the Lead Nurture UI. A major change is the addition of a new tab for viewing email templates used in a lead nurturing scheme. This enables users to handily determine which templates are working and which ones aren’t.

The redesigned UI for Lead Nurture now displays scheme performance reports by default. This aligns with the other enriched reporting features included in the new Pipeline updates.

Lead Nurture Reports

Callbox Lead Nurture Reports

Lead Nurture Emails

 

Faster and more robust overall performance

A huge portion of the new updates were carried out to improve Pipeline CRM’s response and page load times. Better server management and backend optimization have resulted in a significant boost in performance.

It’s a faster and smarter platform, Rebecca adds. The key thing is that it helps produce better results for our customers.

The new and improved Pipeline CRM will go live on July 8, 2019. In the meantime, a beta version of the new and improved Pipeline is now up and running. Current Pipeline users can take it for a spin via this link:

IMPORTANT: Pipeline CRM is not compatible with Internet Explorer. Please use an alternate browser such as Chrome, Firefox, Safari or Opera.

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+.

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A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

Callbox’s second “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop is just a couple of weeks away.

The free live event will happen on June 21, 2019, @JustCo 6 Raffles Boulevard, Marina Square.

Seats are filling up fast! But there are few more remaining open for reservation. Click below to reserve.

The upcoming “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” is a second among a series of masterclasses that Callbox will hold this year.

It will equip ICT sales and marketing decision makers with the knowledge and tools to get better results from their prospecting efforts.

Moreover, the masterclass will substantially address the need from ICT sellers to develop a complete, coherent and consistent prospecting program that works in today’s ICT buying landscape.

Being able to compete with ICT customers’ purchase behavior brought by the rapid technology innovation and adapting new sales and marketing processes to keep up with the development were some of the key takeaways that Innobay and Fluxym got from our first “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop last March 29, 2019.

Get an in-depth account behind how we planned, prepared, and executed our first workshop that exceeded our goals and expectations.

And in the coming workshop on 21st June 2019, Callbox’s CEO, Rom Agustin, and Creative Director for Marketing, Charmaigne Española, will share practical insights on effective sales prospecting in the ICT industry, covering every important detail in the process:

  • Pinpointing ideal ICT buyers
  • Capturing Crucial Prospect Information
  • Segmenting and Personalization
  • Ranking and Prioritizing Prospects
  • Nurturing and Converting Prospects
  • Case Studies on Effective Sales Prospecting

At the end of the workshop, ICT sales and marketing leaders will take away a holistic knowledge on modern sales prospecting program loaded with high-level content on industry best practices and real-world examples, that will allow them to:

  • Gain a solid understanding of the modern B2B IT sales process
  • Know each component in the IT sales cycle inside-out
  • Become proficient in various ICT prospecting strategies

 

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+.

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
Capping 2019 with Callbox Sales Prospecting Masterclass The ABM Approach
Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Sales Prospecting Masterclass for ICT (Jun 21) - Featured Image

Callbox to Hold Second Sales Prospecting Workshop for ICT Companies in SG

Sales Prospecting Masterclass for ICT (Jun 21) - Featured Image

Callbox will be hosting its second free workshop titled “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” on June 21, 2019 @ JustCo, 6 Raffles Boulevard, Marina Square, #03-308, Singapore 039594.

This live event aims to equip ICT sales and marketing leaders with the knowledge and tools to get better results from their sales prospecting efforts.

With the huge success of the first “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop last March 29, 2019, the Callbox team concluded to put up another masterclass that would address a clear need from ICT sellers to develop a complete, coherent and consistent prospecting program that works in today’s ICT buying landscape.

Technology has dramatically changed ICT customers’ purchase behavior, and ICT sellers must be able to compete with this change by adapting new sales and marketing processes to keep up with the development.

However, despite technology breakthroughs in tool utilization and process optimization, 53% of ICT sales and marketing leaders admit that the inability to generate enough qualified leads through prospecting is still the top barrier to reaching goals.

In the second sales prospecting masterclass, Callbox’s CEO, Rom Agustin, and Calbox’s Creative Director for Marketing, Charmaine Española, will share practical insights on effective sales prospecting in the ICT industry, covering every important detail in the process:

  1. Pinpointing ideal ICT buyers
  2. Capturing Crucial Prospect Information
  3. Segmenting and Personalization
  4. Ranking and Prioritizing Prospects
  5. Nurturing and Converting Prospects
  6. Case Studies on Effective Sales Prospecting

At the end of the workshop, ICT sales and marketing leaders will take away a holistic knowledge on modern sales prospecting program loaded with high level content on industry best practices and real-world examples, that will allow them to:

  • Gain a solid understanding of the modern B2B IT sales process
  • Know each component in the IT sales cycle inside-out
  • Become proficient in various ICT prospecting strategies

 

The event is now open for registration. Click the button below!

Reserve your seat

Buckle Up for the Year of the Metal Rat with Callbox Sales Prospecting Masterclass
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Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
Sales Prospecting Masterclass Event Wrap-Up

Sales Prospecting Masterclass Event Wrap-Up

Sales Prospecting Masterclass Event Wrap-Up

Overview

In-person events provide excellent opportunities for companies to meet people up close. This strategy is even more effective when you’re offering real value like a seminar or training session.

This was what the Callbox Singapore team had in mind with its recent event.

Event Background

In late March, the Callbox team hosted an in-person workshop titled “Sales Prospecting Masterclass for Information Communications Technology.” The event was developed for sales and marketing leaders from Singapore’s B2B tech sector. The workshop aimed to teach attendees how to build and maintain a robust sales prospecting process.

The three-hour event took place at Found8 and was attended by marketing and sales professionals in various ICT verticals. The audience consisted mostly of mid to senior managers from SMBs and enterprise-level businesses.

Two of Callbox’s top B2B sales experts, Rebecca Matias (Director of Sales & Marketing) and Sharifah Aljunied (Director of Business Development), presented the training material. They were joined by a few of Callbox’s outbound sales reps and account managers who also fielded questions from attendees.

Overall, the workshop reached both its goals of thought leadership and community building, as well as achieved all its key event objectives. This made the event another milestone for the team.

Callbox held a similar event exactly 10 years earlier. In January 2009, the Callbox team gave a series of workshops in Singapore and Malaysia called “Global Marketing Strategies for the IT Industry” together with Google.

That event helped Callbox establish its reputation and deepen its network in Southeast Asia’s B2B technology space, plus it brought in long-term APAC clients that still work with the company  today.

About The Topic

We chose the topic of tech sales prospecting since there was a clear need for today’s B2B tech sector to revisit how they approach this crucial activity. The way that customers make tech purchases continues to change, leaving many organizations struggling to keep up.

That’s because Most tech vendors aren’t really selling the way their customers are buying. Fixing this means having a prospecting program that’s more aligned with the changing purchase process.

While there’s no shortage of resources and materials that tackle modern sales prospecting, it’s not easy to find content that ties everything together in a single, coherent discussion.

That’s what we wanted to do with the workshop. We wanted to provide an in-depth, complete walkthrough of a fully functioning sales prospecting program.

Event Goals and Strategy

We planned the event with two main goals in mind:

  • To share Callbox’s own experience and knowledge about tech sales prospecting
  • To connect with a community of marketers and sales professionals in Singapore’s ICT industry

To make sure we achieved both of these outcomes, we relied on Callbox’s end-to-end, multi-channel event marketing approach—similar to what we offer our event marketing clients.

With this strategy, we combined phone, email, social media, and online channels to maximize conversions at each stage of the event life cycle. We’ll go into more detail about how we used this approach throughout the rest of this wrap-up.

 

Pre-Event Stage

The Callbox team had eight weeks to prepare for the workshop. We spent much of this time planning and carrying out pre-event marketing activities. This included building the attendee list, crafting campaign materials, and doing the pre-event cadence.

Objectives

We set the objectives for the pre-show phase based on our previous experience with similar in-person events.

  • Generate a total of 90 to 100 registrations
  • Maintain at least a 50% RSVP rate (a total of 45 to 50 confirmed attendees)

Campaign

The pre-event campaign centered on attracting signups and RSVPs using a mix of different outbound and inbound marketing tactics. Some of the key campaign activities during this portion of the event were:

Attendee List

We developed the training material specifically for middle to senior-level sales and marketing personas. Our ideal attendee profile consisted of:

  • Job title: Marketing managers, marketing directors, sales managers, sales directors, VP of marketing/sales, managing directors, CEOs
  • Industry: ICT
  • Business size: SMBs and enterprises
  • Location: Singapore (prioritized companies within a 2-mile radius from event venue)

We targeted potential attendees from every stage of the sales funnel, including top-of-funnel prospects, SQLs already in our pipeline, and Callbox clients (both current and previous).

Event Page and Content Marketing Efforts

Our pre-show inbound strategy was mostly made up of online and content marketing initiatives that generated awareness, facilitated registrations, and maximized attendance:

  • Initial landing page on the Callbox site that served as starting point for registration
  • Main landing page on Eventbright that acted as the workshop’s online hub and where attendees can finish the signup process
  • A number of previous and new blog posts published on the Callbox site with CTAs pointing to the event landing pages
  • Two press releases that announced and updated key details about the event

Sales Prospecting Masterclass for ICT Landing Page

Sales Prospecting Masterclass for Information and Communications Technology Landing Page

Email Cadence

Emails played a key role in achieving our pre-event objectives. We segmented our target attendee list according to contacts’ stage in the sales funnel (cold prospects, MQLs, SQLs, current clients, and past clients). We then tailored our messaging based on these groups.

Each segment received a series of email touches based on the following cadence (although this varied from segment to segment):

  • An initial email blast announcing the workshop went out six weeks before the event.
  • A more targeted follow-up email was sent to recipients who hadn’t signed up three days after the initial email.
  • A more personalized re-engagement email was sent to recipients who opened but did not respond to the initial send-out.

LinkedIn Marketing

The team also leveraged LinkedIn outreach to drive event awareness and connect with potential attendees. This gave us a whole new layer of touches to boost pre-event results, since LinkedIn complements email outreach really well, based on our experience.

We developed the LinkedIn strategy to closely align with our email activities. We set aside two touch points immediately after the first email send-out. These LinkedIn touches were:

  • LinkedIn Invites sent to contacts on the attendee list who hadn’t opened the initial emails
  • InMails containing the event invitation

Phone Outreach (Call-to-Invite)

During the last three weeks of the pre-show phase, the team started contacting event attendees via phone. With potential attendees already warmed up by the email and LinkedIn touches, they were more receptive to live one-on-one conversations. Phone outreach also helped us connect with unresponsive contacts at this stage of the pre-event process.

This was how we laid out the phone outreach cadence:

  • All contacts were called up three weeks before the workshop. Depending on the segment and the contact’s previous responses, the calls were made to encourage registrations, assist in the signup process, and provide updates.
  • Confirmation calls were made one week prior to the event date.

This free resource includes sample IT/software buyer personas, plus actual telemarketing scripts tailored for each key buyer role.

Paid Promotion

We also used some paid promotional channels during the pre-event stage. These included Display Ads and Facebook Promoted Posts.

Pre-Event Results

Once all the pre-show outreach activities were completed, we noted the following results:

  • 104 total registrations
  • 57 confirmed attendees
  • 55% RSVP rate

We were able to reach our target number of signups earlier, that we stopped accepting registrations more than one week before the event. We also exceeded our target number of confirmed attendees a few days prior to the workshop.

 

Live at the Workshop

When the big day finally came, the team was ready for the training session. Behind the scenes, we carried out on-event marketing activities. These ensured that the actual program generated the results we set during planning.

Objectives

In terms of event marketing objectives for the actual workshop, we aimed for a turnout rate of at least 50%. In addition to delivering the training session as planned, we also wanted to maximize the opportunities for attendees to network and interact with everyone at the venue.

On-Event Activities

The Sales Prospecting Masterclass proceeded as scheduled from 2 p.m. to 5 p.m. Aside from the workshop itself, there were a number of other key event marketing activities that helped contribute to the event’s success. Here are a few highlights.

Engagement and Promotion During the Event

The team had a number of social media activities lined up to help generate buzz for the event. These activities encouraged the event team and employees back at the office to post and share updates about the workshop on social media.

The Actual Program

The workshop was divided into two main sections. The training session was scheduled for the first two hours, while the Q&A and networking sessions were done in the remaining hour.

 

 

Results

We recorded a total of 33 check-ins at the event and attained a turnout rate of 58%. We were also able to address various questions from the audience during the Q&A session. Lastly, the event gave both the team and attendees ample opportunities to network.

 

Post-Event Follow-Ups

In the two weeks that followed the workshop, the team carried out the post-show cadence. This phase of the event cycle also saw solid results.

Objectives

Although this event was primarily a thought leadership effort, we also set some lead generation objectives as part of our targets.

  • Convert 75% of top-of-funnel and MQL attendees into SQLs
  • Reach a net promoter score (NPS) of at least +30

Campaign

The post-event cadence consisted of email and phone touches tailored based on the pre-show segments.

Email Survey

We sent out a short email survey to all attendees on the first Wednesday after the event. The email asked recipients to rate the workshop as well as capture their comments and suggestions.

Nurture and Follow-up Activities

The team implemented a two-week post-event follow-up cadence that targeted the 33 attendees. Although we initially planned out a follow-up sequence, we made sure to readapt the nurture paths according to how the contacts responded.

With each touch point, we asked probing questions and tracked actions to help us gauge how ready a contact is to advance to the next stages of the conversion funnel.

Results

Our post-event efforts produced the following:

  • 21 new SQLs
  • 84% MQL to SQL conversion rate
  • 2 deals closed
  • +33 NPS

With these KPIs, we were able to reach our post-event objectives. We attributed the very high lead conversion rate partly to the highly-targeted attendee list we compiled.

We were also able to turn two of the event attendees to new clients, which further added to our post-show success.

In terms of thought leadership, the team decided to use NPS as proxy to gauge how the event was successful in that area.

Results from the email survey showed that 67% of attendees would recommend the event. This group exceeded the other ratings by a 33-point margin. As one prominent feedback from the survey noted:

“I think the speakers were very frank and generous in sharing their experiences which helps us relate. Makes me appreciate the service.”

The survey also helped us learn possible topics to cover in our upcoming events:

  • Account-based marketing (ABM)
  • Email marketing
  • Telemarketing
  • Lead nurturing

 

Conclusion:

 Overall, the team thinks the Sales Prospecting Masterclass is a resounding success. The event handily exceeded objectives at each stage and, more importantly, it achieved everything that we had set out to do.

The event shows that planning and preparation really play a huge part in driving results. It also demonstrates how end-to-end event promotion can impact success.

 

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+.

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Callbox All Set for Sales Masterclass, as Signups Exceed 100

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With just a week to go from the company’s ICT sales workshop, the Callbox team continues its preparations for the SG event, which has so far recorded more than 100 registrations.

 

On March 29, Callbox will hold a free workshop called “Sales Prospecting Masterclass for Information and Communications Technology” aimed at marketing and sales leaders in Singapore’s B2B tech sector.

“Things are changing so fast in B2B sales and marketing that the strategies we relied on 2 or 3 years ago no longer work as well as they used to,” says Rebecca Matias, Director of Sales & Marketing at Callbox and one of the trainers in the upcoming workshop.

The event, which features hands-on and in-depth lessons on building an effective sales prospecting process, is Callbox’s way of sharing its expertise gained from over 15 years adapting to developments in B2B sales.

“Things like ABM, prescriptive analytics, consumerization of B2B, and other trends are very much here to stay,” she adds. “These require a huge shift in the way we do things. One of the areas that badly need this massive change is sales prospecting. That’s why we’re having this workshop.”

The workshop’s intended audience has so far shown a strong, positive response to the upcoming event. As of press time, more than 100 individuals have signed up for the event and at least 40 have confirmed their attendance.

“We’re excited to see such a high level of interest from our fellow marketing and sales practitioners,” Rebecca continues. “It just goes to show their drive to learn and improve.”

Rebecca will be joined by Sharifah Aljunied, Callbox’s Director of Business Development, at the event. As trainers, they will walk attendees through each step of a modern sales prospecting program—from identifying prospects, all the way to delivering qualified opportunities to sales reps.

The Sales Prospecting Masterclass is scheduled for 2:00 p.m. to 5:00 p.m. on March 29 at Found8 at 79 Anson Road. Due to available accommodations at the venue, the Callbox team no longer accepts additional event registrations as of press time.

 

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+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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