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

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

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

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

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

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

 

Do

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

 

Don’t

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

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

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

 

 

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How to Make it easy for Customers to Buy Cloud?

How to Make it easy for Customers to Buy Cloud?

How to Make it easy for Customers to Buy Cloud?

What is cloud computing?

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

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

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

Examples: 

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

Examples:  

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

Examples:

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

  • Remove signup barriers.

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

www.blog.kissmetrics.com

5 Simple Tips To Help You Increase User Sign Ups

  • Reach out to them through multi channel marketing

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

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

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

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

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

  • Easy to buy because of its payment service.

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

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

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

Accessible to everyone.

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

Related: Outbound Marketing: Reaching out to your Target Market

Automatics updates.

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

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

 

Read our latest blog on Callbox Singapore today.

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Marketing Starter Kit for your Consulting Business in Singapore

Marketing Starter Kit for your Consulting Business in Singapore

Marketing Starter Kit for your Consulting Business in Singapore

As per dictionary, consultants are subject matter experts in their field who give professional advice or services. If indeed they were, did they have to seek advice from other experts to start their consulting business?

A consulting business, though the name itself may sound perfect and tall, would always have to start from scratch just like any other businesses would. Apparently, a business plan which would basically include the marketing processes and tools would have to be designed in order to start the ball rolling. Take a look on the following helpful marketing tools that you may refer to to start your consulting business:

Market Identification

Let’s start off with identifying who and what type of customers would be for the business.

If you’re an IT consultant then your target customers would be IT firms and professionals but are non-experts. With such positioning, these target customers project a high percentage chance of having the need for your expertise. Though the process may require a rigid filtering effort like customer profiling and use of advanced technologies like lead nurturing and automation tools, this however will provide you a well- targeted and qualified database of customers who are the most qualified candidates who have the need of your expertise. So keep an ID of your customers with the following basic details:

  • Demographical: business name, contact person, address, industry type, phone numbers, social media info, email, size and annual ROI.
  • Psychological: Purchase behavior, timeframe and decision-making process.

Related: How to Get rid of Dead Leads on Your Database?

Business Projection

What’s your edge over your competitors? The unique characteristic of your business will make your business stand out from the crowd. The standards would generically identify you as a consulting business but making a difference from the following aspects will identify you as a brand. Have a handful of the following references from Rattleback:

Process, Methodology & Tools

You may conjure in-house strategies and tools that were proven effective and deliver results but analyze your strengths and weaknesses as well as you might also need to outsource a third party provider’s expertise and look into other options to help you expand your market reach or to expedite the sales process. Schaffer Consulting’s WorkOut methodology can help.

Skills, Practices and Culture and Philosophy

Results should justify the goals – is a standard norm. But what you do between point A to point B matters and factors in the end result like hiring the right talents, training and empowering employees with knowledge and learning tools to maximize their skills and capabilities. Accenture has a lot to say about that.

Brand and Communication

The standard SOPs of a consulting firm will identify you as one but the way you present yourself and how you communicate with customers will mark a difference on you as a brand. Put yourself in the customer’s shoes may be an old customer service cliche but no doubt works effectively still.

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

Thought Leadership

Content has become one of the most effective media in disseminating service or brand information when done right and that’s thought Leadership. It’s a valuable tool to draw customers into the business however critical when editorial procedures are below standards. Topic approach, compelling ideas and timely manner of distribution are important factors to adhere to in order for thought leadership to work best. Check  Bob Buday for that.

Strategic Planning

Strategies and project plans would probably be the most inconsistent aspects of the business as you would need to redefine these two along the way – and that’s normal but ensure back up strokes in cases where your current marketing strategy won’t deliver your target results. Take a look at the following simple sample scenarios and the corresponding backup:

  • If you’ve been working out a content marketing but not generating quality leads, check on the topics you create: are these compelling enough to draw interest from customers or are just good for a 30 second browsing? If you’re not sure yet, this dummies guide for content marketing might help you as well.
  • If you’re outsourcing an appointment setting campaign but could hardly get interested prospects who have the need for your expert advice, check your list – are the contacts profiled and targeted with need and interest, if not then you may have to run a profiling campaign.  

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

Starting a consulting business is no different from all other start ups that would require a clear market identification, a proper business projection, a clear branding and communication, an effective thought leadership and a flexible strategic planning.

So going back to the question, do business consultants need to seek advice from other experts like marketing specialists at that matter to start their business? Well, this article wouldn’t have been created if they did.

 

 

Kick off your consulting business with an effective lead generation program!

Get qualified consulting leads and customers today! Dial +65 6248.5023 or +65 3159.1112

 

 

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Can’t Wait for Leads to Come In? Use Outbound Marketing in Singapore

Can’t Wait for Leads to Come In? Use Outbound Marketing Effort in Singapore!

Businesses nowadays prefer to use the conventional way of inbound marketing to attract traffic and convert leads even though it takes a lot of time to see the results. However, most companies still use Outbound Marketing techniques to drive leads and sales for their business. Having an old-fashioned phone call to communicate with customers can help in reaching out to them regardless the size of the business or the type of industry they’re into.

Many believed that it’s best to utilize Outbound Marketing to enhance the effectiveness of your team’s inbound effort. With how quickly things change in the world of technology, not only in Singapore but also around the world, people are now using digital strategy to maximize the initiative of the organization and deliver results.

Since Inbound Marketing effort takes time to do this, with the help of Outbound Marketing, you will be able to do the following for leads to come in faster.

  • Research Can Help Get Higher Success Rate.

Finding companies that are a good fit before reaching out to customers will have higher success rate because of targeted companies to go after. Team can carry out tactics quickly and generate leads in a shortest time possible. Close deals faster by reaching out to customers with personalized message and engage them into a conversation before they can be influenced by your competitors who will say their products are better than anyone else.

Here’s how to get a targeted business list in Singapore with Outsourced Lead Gen Company in Singapore.

 

  • Use Cold Calling To Communicate with Customers.

This is the easiest way to reach out to your consumers. Having the right data when doing cold calling is important to learn who makes decisions within an organization. It only  requires very little work as there is no need to do prospecting. All you need to do is pick up the phone and talk to them or send an email to bring leads in more quickly.  

Get some few tips on from our blogs:

– Know the perfect time to call a prospect.

 – Never get your prospects mad, use the following pleasant responses in calling.

Customized message to earn more appointments.

Leave an irresistible voicemail.

 

  • Send out Emails.

Send out introductory emails to customers you weren’t able to get in contact with. If you can’t get hold of them on the phone for whatever reason, at least you left them something to read when they report back to work.

Related: The Timeless Email Marketing Tips in Promoting Industry Events in Singapore

 

  • Utilize Print Ads.

One of way of reaching out to consumers is to put print ads on TV, radio, magazines. Although it may sound expensive but many consumers nowadays, when bored tend to engage and spend most of their time watching TV to be aware of what’s new and going on in the society. 

 

  • Have Social Media Accounts.

This is an inexpensive way of reaching out to consumers. Create blogs; utilize Facebook, LinkedIn, Twitter and other social media sites to brand your products. Here are some popular social media sites in Asia you can tap on.

Outbound Marketing has the broadest scope but targeted audience. With the help of digital marketing and social media, cold calling can be an effective and cheaper way to market your products.

Don’t just wait for leads to come in. Attract and close deals faster with outbound marketing.  

 

 

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Outbound Marketing Reaching out to your Target Market

Outbound Marketing: Reaching out to your Target Market

Outbound Marketing: Reaching out to your Target Market

Even with the advent of inbound marketing which aims to ‘attract’ audiences instead of chasing them, there’s still a significant need for outbound activities. After all, deliberately reaching out to prospects isn’t just about hard selling; sometimes, outbound efforts help maintain the fluidity of other marketing campaigns.

Well, we can’t just wait for leads to come in. That’s a lot of opportunities to waste.

We all know that the product or services we are offering is not for everyone. How to target an audience is the main question before launching our product or service. But how do we clearly define who our target market is? And how do we reach out to them? Through this post, let’s identify and understand how to reach your target market.

According to a very insightful post at DuctTapeMarketing.com, outbound marketing can be used in different ways to spell success for a business. :

#1: Find a Guest Blogging Partner To Assist You

Finding a guest blogger to get instant PR and advertisement for your company is profitable. Having a guest blogging partner can grow your online efforts by publishing your article, infographics or any form of content to spread awareness to your target prospect. Find blogging partners with the same interest and who has similar niche topic as yours. Connect with them by highlight their post on Twitter, which will eventually make them return the favor by sharing your posts or simply reach out to them through email about you amazing written piece.

 Aside from branding,  this will also send traffic back to your site and grow your search engine rank. Here’s a great way to start your venture on content marketing.

Related: NEVER Forget these 7 Ground Rules for Creating Engaging Content

#2: Capture Your Target Audience Through Email

Utilizing a targeted list is the key to get results when using email for outbound marketing. Emails are cost-effective, traceable and can ensure higher response rate.  According to some survey, customers spend 84% of their time online to check on their emails. So sending out emails to your target audience is the best way to reach out to busy prospects.

However, the most important thing when sending out emails to reach your target prospects is the interaction between you and the reader. So make sure to have an interesting subject and create a template that’s appealing and will make them feel the need for your product or service.

Related: The Timeless Email Marketing Tips in Promoting Industry Events in Singapore

#3: Use Social Media To Attract Customers

Customers spend most of their time on social network. And one way of reaching out to your target market is to ensure you are there when they are looking for your product and service. Social media is a cost effective and a direct way to engage to people online. Utilize LinkedIn, Twitter, Google+, Pinterest and Facebook. Among these social media sites, you can start with Facebook as it is considered as the biggest in terms of monthly active users.

Related: 5 Most Effective Ways to Use Social Media Marketing to Promote Your Event

#4: Use Pay-Per-Click Campaign

Pay-per-click advertising is one way to create traffic to your site. It is also a way for customers to visit your website to see what products or service do you have that might be of interest to them. The key to success for this type of advertising is by finding the right keywords that your audience are using and that is also relevant to your product or services.

According to www.wordstream.com, PPC stands for pay-per-click, a model of internet marketing in which advertisers pay a fee each time one of their ads is clicked. Essentially, it’s a way of buying visits to your site, rather than attempting to “earn” those visits organically. It allows advertisers to bid for ad placement in a search engine’s sponsored links when someone searches on a keyword that is related to their business offering.

 

You may use Google Adwords Keyword Planner tool to check the average monthly searches of the keyword, it’s competition and suggested bid.

Outbound Marketing: Reaching out to your Target Market

 So instead of waiting for your website to rank on search results, PPC is just a wise option to generate leads right away. It only takes strategic keyword targeting. Good news is Google has made some favorable changes with the PPC ads position, aligning them with organic search results.

#5: Through Calling

Calling your target prospect is the fastest way to reach out to your customers. However, in calling, you must have the right data for you to have an idea who makes the decision within an organization. You can also follow up those who inquire on your social media sites as well as those who leave comments and expressed interest on your website.

Being visible to your target prospects is important. Find out where they usually look for products online, whether through social media sites, websites or through blogs. Use different ways to reach out to them and don’t just focus on one as every customer is different. The key is you have to be where they are.

 

Earn more qualified sales leads for your business.

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Healthcare Marketing: Selling Products and Services, Creating Awareness

Healthcare Marketing: Selling Products and Services, Creating Awareness

Healthcare Marketing: Selling Products and Services, Creating Awareness

These days, when a person is diagnosed with something, the next thing he does is go online. Not to tell the world via social media about the disease he can barely pronounce or spell, but to look it up on Google. The healthcare industry is very much aware of this and is capitalizing on search-engine marketing.

Any sentence with the word “marketing” on it will almost always be equated with revenue, profit, or money. Of course, that’s what a business is for. But most businesses also have corporate social responsibility (actually, the responsibility applies to all, but there are businesses that are just in it for the money), and when you take away all the commerce, some actually care enough to look after their customers, or at least, give them something more than the medicine or services they paid for.

Here are some of the better marketing campaigns done by several health care organizations that helped create awareness of a disease, educated the public about preventive measures and mitigating factors, and helped the customers make informed choices by simply explaining their products or services.

The Mayo Clinic

“Sharing Mayo Clinic” blog turns patients into global online community where inspiring stories

sharing.mayoclinic.org

Recognized as the best hospital in the United States by U.S. News and World Report, it’s no surprise that the Mayo Clinic is also leading some of the most innovative marketing campaigns in healthcare. The Mayo Clinic sees patients from literally all around the world and the goal of the “Sharing Mayo Clinic” blog is to unite these diverse patients into a global online community. The blog showcases stories from patients, family members, and Mayo Clinic staff. These inspiring stories and the sense of community that comes from sharing them in one place plays directly into Mayo Clinic’s well known reputation as a trusted healthcare resource.

Related: The 3 R’s of Appointment Setting for the Healthcare Industry: Relationships, Revenue, and Reputation

Go Ask Alice!

A wellness forum where you can ask anything without fear of being judged

goaskalice.columbia.edu

Columbia Health’s wellness forum, Go Ask Alice!, allows young audiences to pose healthcare questions in an accessible environment free from prejudice. The community forum and casual writing style speaks to Columbia Health’s own energy and culture. By attracting young audiences in this vibrant, open community, Colombia builds a loyal readership and connects with the public. The blog’s topics range from issues of puberty through adulthood, keeping the audience engaged from a young age and into their adult careers.

Carilion Clinic: #YESMAMM

Timely and clever hashtag helps in breast cancer awareness

www.carilionclinic.org

Some years ago, in order to raise awareness about breast cancer and the need for early detection, Carilion Clinic of Virginia’s Roanoke Valley started the “Yes, Mamm” campaign.

Whether using the hashtag to answer common breast cancer questions in a Twitterchat or driving traffic to their website to encourage women to make an appointment at one of their screening locations, #YESMAMM is a perfect example of the power of hashtags to start a movement.

United Healthcare: We Dare You To…

Healthcare company dares customers to achieve better health

wdy.uhc.com

wdy.uhc.com

The multi-award winning “We Dare You” campaign from United Healthcare stands out as the gold standard for what can happen when healthcare organizations engage with their following.

With monthly “dares,” quizzes, and prizes on their website, United Healthcare encourages followers to make one small healthy change per month and document it on social media. This interactive campaign not only leads to healthier habits, but it also fosters an interactive online community of brand loyalists.

Related: Lead Generation: The Main Road to Success in the B2B Healthcare Industry

Arkansas Children’s Hospital: #100DeadliestDays

Shocking hashtag tells about a critical period may people don’t know

archildrens.org

In order for a hashtag-driven marketing campaign to be successful, it has to be memorable and worth sharing. Not only did the #100DeadliestDays, a social media campaign from the Arkansas Children’s Hospital have both – it also had the “shock factor”. The rather morbid hashtag aimed to raise awareness of the dangerous time period between Memorial Day and Labor Day when the risk of death for children and teens is increased. Arkansas Children’s Hospital shared safety facts and tips on their social media channels, including popular infographics. 

Banner Health: Infographics 

Making complicated health issues easier to understand

www.bannerhealth.com

 

The thing about infographics is that they’re easy to understand and quick to finish, with just a few numbers, some words, and attractive colors. Yes, visual content, especially infographics, is widely popular with digital marketing audiences, as exemplified by helpful sugar content and flu myths infographics by Banner Health. Here, infographics are best used to simplify a potentially complicated or controversial topic, like children’s sugar consumption. They tend to resonate with audiences who may not be interested in sitting down to read a full blog post on an important topic. Plus, infographics are highly shareable across all social media channels, making them a great attention-grabber to attract new patients. 

Boston Children’s Hospital

Patients’ testimonies help others in coping with their medical conditions

www.childrenshospital.org

Perhaps more than in any other field, the power of the testimonial is key in healthcare, as patients and families researching diagnoses often turn to patients with similar experiences. Boston Children’s Hospital, which has a strong presence on Facebook, harnessed this together with the power of social media to share patient stories and connect consumers when they realized that patients wanted an outlet for telling their stories. The result is something even the most potent drug cannot deliver: peace of mind, assurance, hope.  

In Conclusion

Healthcare is an ever-expanding, ultra-competitive marketplace. Done properly, medical marketing can grow your profits, attract the patients and cases you want, build your reputation or brand and at the same time, improve the people’s quality of life.

 

Market your medical products and services effectively.

Learn more about sales and B2B marketing or get qualified healthcare leads today!

Dial +65 3159.1112

HEALTHCARE LEAD GENERATION IN SINGAPORE

GET QUALIFIED HEALTH LEADS OR CUSTOMERS TODAY! VISIT US.

 

Sources: education.healthcaresource.com, blog.hubspot.com/marketing, adage.com/article, www.cdc.gov, bangthetable.com

 

 

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

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

I love Ramen! This popular Japanese soup has become my favorite weekend indulgent. Whether home cooked or ordered from some resto, I make it a point that my Ramen has all the special ingredients in it: salted pork, soup, topping and the most important is the original flavorful Chinese style Ramen noodles.

A B2B industry is 99% data driven. Like Ramen noodles, Data is the main component of an operational workflow that fuels dynamic breakthroughs in the business but at the same time poses a highly critical effect on production based on its quality – completeness and accuracy. So if you’re cooking up a lead generation program, make sure you have the best main ingredient in it – a targeted list.

When outsourcing a lead generation campaign, you and your lead generation provider should be directed to the same goal: to find new customers and grow the business, and there’s no better way to achieve that than having the best candidates of customers in your business list.

 

Grab some important call to actions below in getting a targeted list with the help of an outsourced lead generation company:

Dedupe

Data deduplication is a process of data compression technique to eliminate duplicates.

If you have your own list to use for the lead generation campaign but isn’t enough to suffice the required number of contacts to complete it, have it deduped with the lead generation provider’s mined data to get an all-unique contacts database.

Do the same with recurrent campaigns. The list used from previous month’s campaign may contain recyclable contacts like Follow ups and Not Availables. Have your lead gen company filter the recyclables and dedupe the old and the new lists before the next month’s campaign commences.

Keep an eye not only on the total count of contacts deduped but also double check on the target criteria filtered like industry type, company size, number of employees, SIC codes, ZIP codes and annual revenue.

Related: The Hidden Gems of the Web: Where Can You Get a Good B2B Lead List?

Profile

Data profiling is a process of segmenting customers based on demographical and psychological statistics.

Your lead generation provider must do data profiling concurrent with the daily calling. During the call with a decision maker, the agent must grab the opportunity to dish out important information like business requirement, purchase timeline, service type, current economic status etc. to help you understand your customer’s buying behavior and at the same time leverage on time and tools used in the process to expedite results.

Related: A Need For Customer Profiling In Reaching Much Targeted Audience

Note that a well profiled list will have a domino effect on your lead generation program – it will increase the number of contactable prospects in the database and from which more qualified leads will be generated that are highly closable.

 

How to Get rid of Dead Leads on Your Database?

Featured: How to Get rid of Dead Leads on Your Database?

Verify

Data verification is a procedure used to check/correct invalid contact information.

It never hurts to ask. Is the agent talking to the right person? Will the brochures and email communications go to the right email address? Is there a need to call the company trunk line when you can directly call the target on his direct line? These deficiencies occur and will waste much call time when contact information are not properly verified.

Have the caller continuously validate each information to achieve data accuracy which will maximize the calling time in generating leads instead of getting passed from one gatekeeper to another.

Online search can also be a good data-gathering practice. However, the web is a broad geography with an overwhelming amount of information and not all are reputable. One has to be keen in searching for the right and correct information that is qualified to completely build a targeted list, otherwise all your marketing efforts will be thrown to waste.

Make it a habit to Dedupe, Profile and Verify contact information at each campaign period. Note that quality data list should have at least 70% list score, completeness and accuracy, to produce the most number of qualified, highly closable leads.

I won’t settle for anything less than my savory Ramen noodle soup, neither I would for a targeted list in my lead generation program.

Check out Successful Profiling Campaigns:

Callbox Data Profiling A Major Coup for Exhibition Leader in Singapore

IT Firm Uses Callbox to Divide and Conquer Market

Callbox – Successful Partnership with IT Heavyweight

 

Build Targeted List for Marketing Campaign in Singapore!

 Learn more about our Client Profiling and Database Cleansing Services.

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

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

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

Let’s play a game. I’ll name five categories and you tell me the brand that comes to your mind first upon hearing the category. Game?

Athletic shoes. Cell phone. Beer. Lingerie. Soft drinks.

Chances are you answered the following, in order: Nike, iPhone, Budweiser, Victoria’s Secret, Coke.

There may be some variance in your answers and mine, but these products, in one way or another, always manage to find their names on top of the consumers’ favorites list, just like it did on mine. It’s safe to say these brands have earned their way into our collective “top-of-mind” awareness.

“Top of mind awareness” is a term coined by Ellis Verdi, former president of the National Retail Advertisers Council in the US.  He observed that most marketers wrongfully seek to achieve their promotional objectives through discounting, a short term cash flow solution. The problem with discounting, he said, was that it diminishes the value of the product. Unlike discounting, however, top of mind awareness influences consumers to think of your business or product first to fulfill their needs above all others. 

Let’s take Coke, for example. In one of the most popular, intriguing, and sometimes, personal product rivalries since product rivalries were documented, Coca Cola and Pepsi Cola have both been jockeying for position as the “top-of-mind” product in the carbonated beverage business. The competition is so stiff it was dubbed the “cola wars”. For more than a century the two companies have tried to one-up each other in every marketing “P” there is: product, price, promotion, positioning, packaging, place, and even people.

There will always be people whose top-of-mind product is Pepsi, in the same way that there are those who only think of Coke, but if being top-of-mind translates directly to market share, then Coke is the clear winner here. According to the latest stats, Coke has a market share of around 40%, while Pepsi’s is at 30%.

So what’s Coke’s secret?

coca-cola-862689_1280

First, we should agree that when we buy something, be it a car, a designer bag, pizza, or soda, the decision making process is the same: we choose products based on how high we rank them in our subconscious. Of course, the rankings are affected by many factors (quality, price, etc) and there’s a tiny caveat: being top of mind does not translate to sales, but the higher the brand is up there, the better it is for business.

While the concept is pretty simple to grasp, the journey from being a mere brand to becoming a top-of-mind brand is more of an uphill climb. But if you know how the right approaches, you’ll get to the top and realize the view from there is a lot better. Ask Coke.

Here’s how.

Be Different (in a good way)

I remember a line I once told a girl I courted in college. She was quite popular in the campus, and just broke up with an equally popular guy. When it was time to lay my card on the table, I told her, “I am not better. I am not worse. I am just different.” We had a good four-year run before immaturity caught up with us, but I sure had her at “I am just different”.

Just as no guy would tell the object of his affection that he is not good enough or that he’s a total jerk and a klutz, too, no brand would go out and tell people their product is not excellent or the best. No company would dare tell consumers they don’t have the best service. All good marketing hinges on making customers believe that you are selling the best, cheapest, most durable and so on. So yeah, tell them you have the best product, but differentiate your brand from your competitors by focusing on an area that they do not have. Find something in your product that sets it apart from others. Is the price that does not compromise quality? Is it your unique formula/component/ingredient? Is it the great after sales service and customer support? Whatever it is, find it and focus on it.

Coke was not just different. It was the first of its kind, so it had a big lead in the awareness department. Later on, when Pepsi was threatening to catch up, it changed its image. It even created a different bottle – the patented contoured bottle – just so Pepsi will have no choice but stick to the boring plain bottle.

Related: Marketing Trend in Asia That Will Still Work in 2016

Exposure, exposure, exposure.

Coke First Ads (Photo: thedayintech.files.wordpress.com)

It’s a no-brainer. The more often you tell people about something, the more familiar it becomes to them. Genius! I mean, there’s a reason everybody knows who Leonardo DiCaprio and Lady Gaga are. Or what an iPhone or Viagra is. Either via good or bad publicity, these brands have been ingrained in the consumers’ subconscious. Sometimes, exposure and repetition function interchangeably. Even psychology says repetition kind of mesmerizes the brain. That’s why the advertising industry is a multi-billion dollar juggernaut – experts know how much product exposure affects people’s buying patterns.

As early as 1900 (Coke was in the market in 1886), Coke had popular musician Hilda Clark endorse the product. Later on, popular baseball players joined the long list of endorsers. By 1906, it signed a 50-year contract with an ad company. Even when Pepsi was just a fledgling company, Coke was already thinking about exposure.

Related: Get Better Marketing Exposure and Expand your Multi National Company Business in Asia

Stay in their consciousness.

Even tougher than getting exposure and getting in people’s consciousness is staying there. See, not everybody who sees your brand today will buy your product now. According to a study, 34% or more than a third of consumers buy a product (a major purchase, such as a car or an expensive appliance) between seven and 12 months from the time they first considered buying it. In this regard, “top of mind” awareness is owning the time between the potential consumer is first considering buying the product up to the moment he or she finally decides to buy it. Sometimes, it really takes some nurturing. How? Once you have identified a prospective consumer, stay in touch, but don’t pester him/her. Be helpful by giving out free information about the product or any way you thing the customer can benefit from.

Case Study: How to Turn Targets to Sales – Ready Leads with a 50% Shorter Lead Nurturing Cycle

While this does not hold true for soft drinks, Coke still made conscious efforts to stay in the consumers’ consciousness by making sure the name Coke is heard as often as possible by as many people as possible.

 

In 1950, Coke rolled out its first TV commercial – several spots during a 30-minute Thanksgiving special.

Three years later, “Coke Time” debuts on both radio and television, and in 1961, it finally appeared in a feature film. Clearly, Coke knew how to turn its product into a household name.

Related: Every Lead is Special (The Callbox Lead Nurturing Tool)

Connect with customers.

“Top of the mind” isn’t reserved to products with a global reach and millions of dollars in advertising budget. Look around you. Surely, there are little home-grown companies that have made an indelible mark on its local customers in a way that makes them top of the mind, albeit locally.

In my city, there’s a couple of Starbucks stores a couple of minutes away from each other. Yes, they’re popular, in the sense that it is “top-of-mind” when my lawyer friend asks where to meet up for coffee. But most of the time, say, when I’m by my lonesome, I go to this quaint local coffee shop that has been around half a century before Starbucks arrived. The reason? It has gained a following from local customers because through the years, it has formed a connection that even Starbucks’ combination of personalized paper cups and Caramel Macchiato cannot replicate. People across all social strata can relate to it because, to a degree, it embodied the characteristics of the people in the community: resilient, humble, laid back. Of course, it didn’t hurt that the coffee costs a fraction of the Starbucks’ cheapest, and tasted great, too. When people can identify with your product, you will be “top-of-mind”.

Perhaps the most telling factor in Coke’s dominance over Pepsi is the fact that it connected better with the consumers.

Photo Credit: PopandRoll

Coke’s marketing campaigns, slogans, and ads had a more human touch – they appealed to the emotion and tugged at the heartstrings. It placed very high value on family and friendships and relationships in general, and it resonated with everybody.

 

Taste the Feeling – Coke Latest Marketing Slogan in 2016

 

In the end, Coke knew that to be top-of-mind, first, you have to be top-of-heart.

 Photo Credit: s2.glbimg.comwww.coca-colacompany.com

 

 

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The 7 Must-Haves Enhancement of a Business Website

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

In order for a business website to continuously generate leads and drive potential customers into the site, there are certain enhancement must-haves to acquire for best results. It’s true that B2B (business to business) companies simply can’t operate without the use of a website. So if you’re looking to find the ultimate ways to boost traffic and lead generation this year and in the future, check out the following tips to help you out with your current marketing goals.

Systematize web features proportionately

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Today, online visitors demand for symmetrical organization of web features including appealing content and design. But the main thing they want is easy-to-navigate site for better user experience. Also, websites need to provide visual relief as well as convenient browsing for increased sales leads.

Link the site to social media platforms

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

For wider audience, you can simply provide links to the site. Some of the popular social media platforms you can use for social sharing include Facebook, Pinterest, Instagram, and Twitter. However, be sure to provide shareable content for successful share buttons.

Related: 5 Most Effective Ways to Use Social Media Marketing to Promote Your Event

Compelling content

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Since content is king, another basic requirement is compelling and relevant webpage content. You will know if it’s effective when you get more conversions after providing the content. Don’t forget to regularly update your articles and blog posts for better exposure and higher ranking.

Easy to navigate website

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

When it comes to readability, websites need to provide simple navigation and easy to understand texts and design. Your font style and size should be readable to all types of audience in order to make more sales leads.

Related:

Optimized lead capturing strategies

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Lead capturing tools like fill forms play a vital role in any business site. This provides essential information to the website’s database while recognizing potential leads. On the other hand, poorly crafted fill forms can only give web owners fruitless advantage. So make sure to create a fill form that is short and easily understandable to help visitors in filling it out.

Related: The Secrets to Increase your Database with Qualified Contacts [VIDEO]

Choosing the right colors

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Of course, when creating a web design, colors are important as they give life to the overall site structure. This contributes to the appeal of the website as well as its functional purpose. The secret to a long-lasting web aesthetic is regular maintenance.

Keep track on web analytics

Top 7 Ultimate Enhancement Tips for Business Websites Worldwide

Just like content, it’s also important to focus on your numbers. This is actually indispensable in terms of identifying the overall progress of the website. For instance, it determines how much following is gained for the last few days. It will also keep you alert when it comes to using Google Analytics in recognizing potential issues in your website that might be thwarting your progress. Plus, it will help you determine which areas to improve based on the analytics you’ve acquired.

Related: 5 Things Every Prospecting Email Must Have Before Hitting ‘Send’

Websites are lead-generating tools that ultimately support B2B companies across the globe. If you want to see progress in your marketing sales, then you need to take a closer look into your web performance.

 

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The BEST Answers for Frequently Asked Questions in Marketing Automation

The BEST Answers for Frequently Asked Questions in Marketing Automation

The BEST Answers for Frequently Asked Questions in Marketing Automation

“Why do grown-ups sometimes cry when they’re happy?” – a kiddo’s question that made me smile, and go blank for awhile…

Those little querists often shoot questions that make adults wonder and grope for answers. Although you can probably fabricate a reply but that might just get you into bigger trouble – more mind-boggling whys and hows.

Unlike little children’s puzzling queries, FAQs about Marketing Automation are a lot easier to answer especially when you have an expert to deal with it.

Below, Callbox answers some questions about marketing automation with reference to its Pipeline Lead Nurture Tool.

Q: How will you help us grow our database?

Through data cleansing and verification, deduplication, and database management, Callbox’s customer profiling services, we will help your database grow by keeping it complete, accurate, and reliable. These are processes that save marketing communications from going to waste and improve data acquisition.

Q:How easy is it to measure the effectiveness of your marketing – and quickly act on it?

More than just implementing marketing automation, setting up metrics for your campaign is important. With regards this, marketing automation tools like the Callbox’s Lead Nurture Tool comes with a reporting feature that allows you to check the following success metrics:

Sent – number of emails sent out

Delivered – number of emails received by prospects

Opens – number of emails opened by prospects

Clicks – number of prospects who have clicked a form contained in the email

Visits – number of prospects who visited the website

Converted – the number of Leads converted from the positive actions

By checking the activity log or monitoring the results of email marketing effort with a full report on email metrics. Unsatisfactory results suggest revision on either the scheme or email content.

7 Stats That Proves Email Marketing Is Still The MOST Reliable Channel

7 Stats That Proves Email Marketing Is Still The MOST  Reliable Channel

Q: When you have issues, how easy is it for anyone on your team to get support?

With Pipeline crm’s integration with the Lead Nurture tool, our marketing automation technology serves as a “one-stop shop” reference for all campaign stakeholders: the Client Services Team, IT and Software Team, and Sales & Marketing Team – all work together to address the issue that each one owns, and provide the support you need as a whole.   

Q: What integrations do you offer?

Dialstream & Salesforce

Callbox Dialstream is the quickest hookup to achieving smarter phone productivity and gaining more hot leads. With it’s powerful Salesforce integration, Salesforce contacts can be accessed dialed directly.

Pipeline CRM & Callbox Lead Nurturing Tool

The crm is integrated with the automation tool to track all touchpoints generated from the lead nurturing schemes. This will give a complete picture of each lead with information on current status and contact history.

Check out! 17 Lead Generation Stats that Prove Marketing Automation Works

Q: Are there any hidden costs?

Callbox does not charge any additional cost. Once a package is presented and processed to run, we make sure that the rates and services included are all there is. Training, maintenance and support are included in each pricing package that you sign up with us.  

Q: What is the CRM integration process like?

The Callbox crm and lead nurturing tool integration process is a seamless workflow from one touchpoint to another.

  • Automated Behavior-based Actions define  the next move for any given status of sales prospects like sending an email, calling, sending sms, or an alarm to follow up on certain leads.
  • Custom Email, Landing Page, Direct Mail and SMS Content are comprehensive customized templates sent across all channels
  • Responding to Prospects Real time  is a flow that lets you touch base with your prospects at the most opportune times – right when they’re most interested and ready to hear from you.

How to do your Lead Nurturing the RIGHT way?

Q: What are the benefits of marketing automation?

Callbox’s Managed Marketing Automation was designed to provide higher quality sales-ready leads without sacrificing your company resources – time, cost and sales personnel.

See the three core benefits:

  1. REACH YOUR TARGET PROSPECTS with PROFILED CONTACTS

  2. CONVERT PROSPECTS TO LEADS with CUSTOM CONTENT

  3. NEVER MISS AN OPPORTUNITY with SMART CAMPAIGN

I wonder if those cute little kiddos would consider that as some nice answer to the question above..

 

Learn more about Callbox CRM with lead nurturing tool, WATCH this video!

If you have questions regarding the Pipeline Lead Nurture Tool, feel free to ask us and dial +65 6248.5023 or +65 3159.1112

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How does Multi National Company Expand their Business in Asia

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

How does Multi National Company Expand their Business in Asia

When does a company become multinational? The answer is right there on the terminology used. Regardless of the form it takes, whether multinational company, multinational corporation, international corporation, or transnational corporation, it only refers to one thing – a company or organization offering goods and services that operate in one or more countries. More often than not, the companies (branches) scattered all around the globe are managed from one country, the “home base”. A few examples of multinational companies include Microsoft, Google, McDonald’s, Apple, 3M, Accenture, and Coca-Cola. These companies have expanded and are continuously expanding, so much so that they have breached Asian countries already and are doing exceptionally well.

Why Expand Internationally?

The next appropriate question would be, “Why do such big companies expand to Asian countries?” I mean why not. It’s little secret that some people have misgivings about Asian countries. Nevertheless, you should realize that these companies have done their homework before expanding to Asian territories; thus, they know what they are getting into.

Feasibility studies are done to determine which countries fall under the emerging markets category. These countries have opened up their markets to accommodate international trade and finance. On the part of the multinational company, investing in the economies of these countries is a gamble because inasmuch as it can be profitable, various risks are involved. However, at the end of the day, the main objective of a multinational company expanding business in Asia is to earn profits. Fiscal dynamics change on a global scale, which is why companies such as the ones mentioned above considered expanding to emerging markets for potential business growth.

Expanding to New Territories

A company that’s expanding business in Asia for the first time might have reservations, and that’s understandable. Going beyond the scope of a company does seem like a daunting task, but it can be done with careful planning. In fact, a company can expand its business in Asia without spending too much.

How does a multinational company expand business in Asia without breaking the bank?

Here are a few tips:

Understand your potential market.

Keep in mind that by expanding business in Asia, you’re virtually bridging culture gap. The last thing you want is to come out as too condescending, so you need to understand local cultural characteristics.

Related: 5 Tips for Marketing Online to an International Audience

 

Understand the needs of the local market.

Ask yourself if the product or service you’re offering is likely to sell. Remember that different motivating factors push customers to buy a product or avail of a service.

Related: The Three-Step Guide to Better Customer Retention in Singapore

 

Check out local competition.

Invest with the mindset that competition exists for the product or service you’re trying to bring into the country. Knowing that you’re competing with local companies will help you measure your KPIs to understand how you stack up against the competition. Sharing the industry with other players is a good way for you to improve constantly.

 

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Understand the business landscape.

What are the requirements to sell your product or service? Do you need to alter your approach in order to meet the conditions of the local market? Are there restrictions to pricing that you should know about? It will be best to know the marketing trends in Asia this 2016 before plunging into a new atmosphere.

Related: Lead Generation Statistics in Singapore that You Should Never Ignore

 

Know your allies.

Before expanding business in Asia, it would be a good idea to identify your potential allies. These local entities can help you with your initial launch.

 

Explore the power of the Internet.

If you want to build a reputation as a legitimate player in the multinational field, take advantage of the Internet’s selling power. Use it to get a tight footing on your target market, as well as to build your image up. Know your social marketing goals and plan for the strategy you think will be best in targeting Asian prospects.

 

Employ a local specialist.

Through extensive research, you are sure to find someone who, for a reasonable fee, can assist you in building the list of local contacts that you will need for your business. That way, you won’t be wasting time and resources talking to the wrong people.

Get help in building list of local contacts and prospects in Asia!

 

Remember, each market presents different challenges and opportunities. More than taking a long-term approach, it’s important to be adaptable and flexible because you’re venturing into the “unknown” and you need to be prepared. Keeping these tips in mind will help you expand your business in Asia and pass the process with flying colors.

 

Earn more tricks and tips in gaining customers in Asia, check out Our Blog!

Know more lead generation tips, tricks and ideas. Check out Callbox Singapore Blog!

We deliver targeted and qualified leads in Singapore, Malaysia and Australia.

Let us help you expand your market in Asia! Dial +65 6248.5023 or +65 3159.1112 for more inquiries.

 

The Three-Step Guide to Better Customer Retention

The Three-Step Guide to Better Customer Retention

The Three-Step Guide to Better Customer Retention

Establishing long-term relationships with buyers is important. A loyal client base always comes in handy when you want to generate new and high-quality B2B leads. Think of all the referrals you are able to earn!

This is why many companies in various industries would rather prioritize customer retention than to focus much of their efforts acquiring new leads. Consider the opportunities that existing clients can provide, that is if they stick to your brand for as long as they can.  

For Bunting CEO Stephen Tucker, B2B marketers will have to emphasize the need for personalization in their content strategies. In this Business 2 Community article, he lays down a three-step plan to achieve a customer retention strategy that resonates effectively with the interests of most people.  

Step1: Use data to segment your most valuable customers

It is crucial to know your customers. With retention in mind, who are your most valuable customers?

After plugging in a personalization tool, a wealth of invaluable data will follow. Analyze it and use it. This will allow you to segment customers according to characteristics which are relevant and pertinent to your business. When considering retention, look at transactional and behavioral metrics such as their browsing history, average order number or value, and purchase history.

Learn the Art of Customer Segmentation!

Step2: Keep them engaged

Keep in mind the objective of retention marketing – to keep your customers engaged and interested in your brand and products. Using your behavioral metrics, keep your customers informed about offers pertaining to the products they love, and make sure they’re quick to know about new releases. Recent research shows that for 78% 0f customers, offers and promotions are only effective when tied into how the customer has previously interacted with the brand. Show them the ‘trending’ (ie. the most viewed or purchased that day/week) products of their favorite brands.

Step3: Reward

Do you know who your VIP customers are? If not, analyse your data to find out. As mentioned, these guys should be regularly rewarded. However you choose to do this, the trick is to make these customers feel special – they need to know they are valued, and personalized behavioral targeting is one of the most effective means of doing this.

Be creative when thinking of other ways to reward customers. Previews of new product lines relevant to their preferences are a great way to make shoppers feel valued. Consider what works well with your business – examples being invitations to events, free samples or tutorials.

 

 

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