4-Proven-B2B-eCommerce-Strategies-To-Help-Your-Business-Grow

4 Proven B2B eCommerce Strategies To Help Your Business Grow

4-Proven-B2B-eCommerce-Strategies-To-Help-Your-Business-Grow

eCommerce is basically the buying and selling of products and services on the web, but if you think it’s just good for pizza deliveries, e-payment for bills or shopping for training shoes online, you’re wrong. 

There’s a big thriving B2B eCommerce world amped by outstanding features and capabilities that can take your business to new heights. You might have heard of them, but haven’t known them well enough. No worries. Out of a long list, we picked four B2B eCommerce strategies that you can learn and adopt to help your business grow.

 

Account-based Marketing

Account Based Marketing is the focal point for reaching out to the right buyers. It’s a marketing strategy that leverages a multi-touch, multi channel approach in creating your ideal customer profile (ICP) that is perfect fit for your solution. It is carried out by identifying high-value accounts/companies with the highest potential of turning into customers which lets you gain an in-depth understanding of each target by building complete profiles of the individuals involved in the decision making process. 

ABM will enable you to reach out to each identified decision maker using the right mix of personalized outreach and digital touch points, and go beyond initiating contact with stakeholders through proper nurturing and follow up to help them move further into the next stages of the buying process.

Related: Winning High-Value Accounts with Multi-Channel ABM

 

Content Marketing

Content marketing is one of the most effective ways to gain new customers while keeping old ones loyal. With a reputable SEO, it can let you create a unique voice for your product that helps build interest among your target audience and eventually trigger buying decisions. 

Ordinary content can’t yield effectiveness in your traffic, but creative, well-researched, targeted and consistently upgraded content will allow you to devise highly advanced remarketing tactics which could boost brand awareness and engagement, generate leads, and create brand affinity among your target audience.

 

Email Marketing

Email marketing is the most flexible among all marketing strategies because it can be implemented both as a stand alone process or integrated with others, a characteristic that makes it rise above the rest. It can help you segment your contact list (timing, location, preferences) and understand your target audience’s purchase behaviour. 

To personalize your approach, send specific content through email initiatives that are relevant to your target buyers, and optimize your content by making it accessible, responsive and comprehensive on all devices, especially on mobile. Having an insight on who, when and how to reach will streamline all your marketing tasks and yield higher rates of engagement throughout the sales funnel.

Related: 5 Sales Email Tips That Will Help You Land More Meetings

 

Social Media

If you think social media is a platform for B2C, delve into the B2B space and you’ll find out how social eCommerce platforms’ wide market share and extreme popularity can magnify your brand exposure to a broad range of demographics that drive higher traffic and generate leads at a low cost. 

Professional networks such as LinkedIn which is utilized by the C-suite (46-55 age range) of Fortune 500 companies, has also rapidly become so popular among millennials (25-34 year olds) with high purchasing power and early-career status. On the other hand, these big time players are also very visible on other social media platforms like Facebook, Instagram and Twitter. This simply shows that your target decision makers are using diverse platforms to help them through purchase decisions.

 

Explore B2B eCommerce and find more features, capabilities and successes for your business.

 

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+.

Webinars: Making the Digital Switch from Live Events
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SG FinTech SaaS Firm Grows ARR by $785K with Account-based Marketing
Webinars: Making the Digital Switch from Live Events

Webinars: Making the Digital Switch from Live Events

Webinars: Making the Digital Switch from Live Events

Last-minute cancellations are not uncommon in the business world. It’s always difficult to cancel an event or conference that you’ve prepared and put together for months or even a year. Whatever reason you have for putting it off, be rest assured that you’re not the only one who experiences going through the motions of scrambling for solutions.

The solution to this is quite simple, it’s all a matter of having the right means and tools to pull it off. With many live events being cancelled nowadays such as Google’s Cloud Next 2020 event, the company has decided to convert it virtually in the form of a webinar instead.

While live events are a great avenue to meet other markets and businesses, a webinar provides you the comfort and efficiency of attending the event from the comfort of your homes or offices.

With the right approach, you can transfer your live event over to webinars and still generate great results.

Here are some tips on how…

 

Virtual Event Planning and Production

If you haven’t done virtual events before, then this is where you have to start.

In event marketing, it’s important to put yourself in the shoes of your customers, understanding how they feel and what they could be looking forward to when it comes to your event. It’s about anticipating what’s to come.

When you move to a webinar, making it an online experience, entails that you have to adjust and/or add even more value to your presentation versus if it was done live. In order to do that, you have to take full advantage of your technology in order to entice your audience. Once you’ve captured your audience’s attention, it’s time to deliver an experience that makes them excited to be a part of.

Some good examples of media to incorporate into your webinar presentation include:

Pre-recorded videos

Whether you flash them in between sessions or insert links to your videos here and there for your audience to have direct access to them.

Animation educational content

If you have the resources or even your own team to produce 2D and 3D content in order to ease the production costs that would go into a traditional video. Animated content are simultaneously entertaining and effective demo tools for any presentation.

Add Virtual Panels and Forums

After your session is over, allot enough time for your audience to engage with you through a Q&A segment or just letting them chime in with their own inputs and reflections which can lead to productive discussions.

 

Best Practices for Webinars

As mentioned before, your leads come to attend events to get a first-hand look into the latest innovations and of course to network with different leaders and influencers in the industry.

The challenge lies in being able to replicate this experience online and that, of course, isn’t easy, but also not impossible. Many brands have been able to pull it off and were able to attract big audiences, generated a big following, interest, and increased their brand visibility.

There is a lot that goes into it such as thinking of the accessibility to remote attendance monitoring. It’s important to visualize and foresee each step beforehand.

  1. First, you need to develop webinars and online event marketing strategies that align and resonate with your company goals. Have a meeting with your organizers and lay down all the blueprints.
  2. Choose the right tech tools to pull off your webinar. This is also why you need to plan in advance, since it’s quite a challenge to find the right one that will work well for what you want to do.
  3. Together with your team, brainstorm and put together compelling topics to address and stories for your video presentations and other activities you want to insert into your webinar. It’s crucial to keep your audience tuned in and engaged and not click out of the window mid-presentation.

 

Conclusion

Dates and circumstances can be quite unpredictable., which is why you have to be ready at all times. Don’t wait for your event to get cancelled before you develop a Plan B. Whether your live event is pushing through or not, it’s best to develop its online counterpart beforehand – now!

We hope that this article was able to help give you some useful insight and tips on how to transfer your event over to a webinar form when things may go south.

Callbox has years worth of experience with hosting and promoting webinars. Should you have any questions, we are always glad to help!

 

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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Top-Sales-Tools-for-Your-Work-From-Home-Setup

Top 5 Sales Tools for Your Work From Home Setup

Businesses across the world are adopting flexible remote work options for their employees. 

With the beauty of collaborative technology, shifting o a remote environment should be a breeze. 

For those working from home, here are some top sales tools to complete your set up. 

 

Video Conferencing

Meetings face-to-face is still possible from home by using the right video conferencing tools such as Zoom.

 

File Sharing

Sometimes files, especially large ones, don’t work too well over email which is why having a file-sharing tool such as Dropbox is important. 

Messaging

It’s important to stay connected with your team and even more with your clients, and Slack is a great tool for it.

 

CRM

Hubspot is a great CRM tool that helps you achieve top contact and lead management all while also helping you improve your customer list and interaction. 

 

Tasks Management

Staying on top of all your projects and tasks can be overwhelming especially when there’s too many of them, which is why we recommend a good task management tool such as Trello. 

 

Working from home has its share of challenges but with the right tools, it will make everything easier.

 

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+.

Selling Medical Devices and Healthcare Solutions Using Online Tactics
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SG FinTech SaaS Firm Grows ARR by $785K with Account-based Marketing

SG FinTech SaaS Firm Grows ARR by $785K with Account-based Marketing

The Client is a Singapore-based FinTech company. They develop and maintain cloud-based platforms that facilitate a supply chain financing transaction. Their primary targets are enterprise-level businesses in various industries throughout Southeast Asia. Last year, the Client has reached out to Callbox to help them start implementing an ABM program to help them identify high-priority accounts. 

At the time of writing this case study and by the partnership on both ends, the campaign has now successfully completed 10 months of appointment setting activities and is well on its way to its 11th month. The campaign has currently recorded results beyond their expectations such as 37% decision maker reach rate, 29% open rate, 5% CTR, 8% reply rate, 42% InMail reply rates, and a total of 92 new connections.

 

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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Business Continuity Tactics To Adopt Amid The COVID 19 Impact

Business Continuity Tactics To Adopt Amid The COVID 19 Impact

Business Continuity Tactics To Adopt Amid The COVID 19 Impact

Countries enforce mass closures to stem spread (BBC)

Arsenal manager infected (Mail One)

Asia markets dive after Wall Street crash on coronavirus panic (The Strait Times)

 

These daunting stories have become regular headlines on daily news since pneumonia of unknown cause was detected among 44 individuals in Wuhan City, Hubei Province of China, on 31 December 2019. Healthcare experts reported a new strain of coronavirus was the cause.

The novel coronavirus spread fast and it’s deadly. But, more than the rapid transmission from human-to-human, absence of a vaccine to fight the virus and medicines to cure infected individuals, and the fact that isolation, hospital care, and basic protective measures are the only recourse to cling to, to contain the virus, is what’s raising fear and panic among people. 

COVID 19 continues to cause havoc to the world, and a path to market recession looms as businesses in many affected regions close down. But, we can’t just sit still and wait for the next victim to fall. We need to act now and find recovery paths back to growth. As the old cliche goes “business must go on”.

Below are business continuity initiatives that can be adopted amid the coronavirus crisis:

 

Database Profiling

If you’re not getting enough sales traffic at the moment, focus on other productivity tasks and reboot your business resources by running a Data Profiling campaign: data cleansing and scrubbing, verification, deduplication and database management. This will rid your records with decays, gone aways and duplicate entries, as well as validate contact names, numbers, addresses, postal codes and social media accounts, resulting in complete, accurate and reliable information to use for your next marketing campaign.

 

ABM Lead Generation

The coronavirus crisis is halting businesses’ normal functions, opting for a work from home or suspending project-based or non-frontline jobs, but you can continue to scale up your numbers despite manpower trim down. Outsource an Account-Based Marketing lead generation campaign from a firm that can provide a well-profiled database and technology to capture interested customers. This will allow you to nurture potential leads into warm prospects and create a special route to sales after everything turns back to normal flow.

 

Appointment Setting

The WHO encourages social distancing at the moment so you might need to excuse yourself from courteous acts of meeting prospects face to face and shaking hands with them like you used to, to avoid further transmission. And the best and safest way to connect with prospects is via an Appointment Setting campaign which can be rolled out through telemarketing, teleconferencing or video calling. Avoiding close contact with others will ensure you and your prospects are safe from the risk of COVID 19. 

 

Event Marketing 

Major events have pulled the plug on their scheduled shows due to the growing concerns on coronavirus. Though some have opted to continue, but without a live audience in the venue. Sales and marketing events, however, can definitely go on as planned. Run a Call-to-invite campaign and hold your event online via webinars, virtual events or live stream and generate authentic leads at reduced costs.

 

Email Marketing

Disruptions can happen anytime, so it pays to have backup strategies that would help work business continuity plans out, and Email Marketing is just what you need at this time. It’s one of the most flexible sales and marketing tools that you can integrate with other B2B lead generation tactics like telemarketing or social media. More so, make your email marketing campaign more interactive by adding links, videos, and social media buttons, aside from having an appealing subject line and converting content.

 

Social Media Marketing

Social media, along with chat, is the core channel of communication next to mobile. It’s a go-to platform for information, updates, education, and trade. In unforeseen circumstances such as the 2019 coronavirus that’s causing market drawdown, it’s best to keep your target buyers aware and updated about your product. Run a Social Media campaign, maybe a stand-alone or integrated with other lead generation tools like appointment setting, to keep a steady flow of inbound traffic. 

 

The cause of the 2019 coronavirus remains unknown and its trajectory is uncertain, but its impact is apparently lashing the global economy. We’ve experienced the worst before, but we coped. This simply tells us to draw optimism amid the crisis by focusing on risk-reducing tactics, planning and preparing for both the best and the worst, and leverage on strategies and tools that can help keep the balance between disruption and foreboding legacy.

 

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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Top Marketing Trends in Asia That Companies Should Adopt in 2020

Top Marketing Trends in Asia That Companies Should Adopt in 2020

Top Marketing Trends in Asia That Companies Should Adopt in 2020

Not only are we embracing a new year, but more importantly we are entering a new decade. So, while the year is still young, as B2B marketers we have to stay on top of all the new marketing trends that are emerging and evolving especially here in Asia.

Our goal is to keep you up-to-date with the rising trends this year so you won’t miss out on the opportunity to be one of the first ones to utilize and integrate these into your marketing tactics.
 

A Hands-on Guide to B2B Social Selling on LinkedIn, Facebook and Twitter in 2020 [EBOOK] (Blog Thumbnail)

Take your B2B social selling skills a step further with the help of this guide and start generating more leads from LinkedIn, Facebook and Twitter.

 

Account-based Marketing

Since the advancement of social media, more and more businesses, your own undeniably included, have integrated this into their marketing strategies. In relation to this, account-based marketing has made its way into it as well. ABM increases your ROI as well as boost trust with your customers and building long-term relationships with your clients. 

Though not widely understood just yet, it’s still considered a baby among the new trends. So, if you dive into this, be sure that you develop your own ABM strategy that delivers powerful results and here are the steps on how you can effectively implement ABM into your marketing. 

Who is your Audience

This is the first, most important step when starting your ABM campaign. Identify the audience you are trying to target so you won’t waste time and precious resources marketing to an audience who isn’t in the need of your products and services. Take the following into consideration when doing your checklist: type of industry, company size, and target audience’s location.

Get to Know the Market and Account

After you’ve identified the specific account you want to market in, spend some time getting to know them first such as the different challenges they face, milestones they’ve accomplished, and what goals they are looking forward to

Where to run your Campaign

Next, it’s crucial to know where your audience likes to reside. Find out which platform your audience likes to spend their time at and host your marketing campaigns there. Your content will also be greatly affected by the type of platform you’re going to be active in. Another reason why you should know which platform they use the most is so that your audience won’t have to go through the hassle of signing up on another platform just to access your campaign. Most clients and prospects won’t bother if it will require them to deviate from where they’re already comfortable. So, remember to make your campaigns easy to find and easy to access.

Audience-focused Content

Your content should be focused on what will be useful and valuable to your audience. Try to answer questions that your audience may be struggling with so as to provide them with a quality value that they can’t find anywhere else. Make sure that you match your content with the platform that you’re using to have your campaign on.

Run Campaign, Collect Data and Measure Results

When you’ve refined your content and it’s ready to go, go ahead and run your campaign. Depending on the platform you’re using, the campaign will also vary in how it will look. What you want to keep in mind is to closely monitor it while it’s running in order for you to be able to make any changes and adjustments once you notice anything that might seem off or if you don’t get enough traction.

Finally, at the end of your campaign or even while it’s going on, collect all associated data that you gained from the campaign and measure the results in order to measure the ROI of your campaign and for you to determine if your campaign was successful or not.

Aside from sales made during your ABM, you will also have made new connections, so we encourage you to also look through those as well as the new leads that you’ve gathered. Stay connected with these new contacts and build strong relationships with them in order to convert them into a sales-ready customer.

 

Go Mobile

Our mobile phones have become such an essential part of our daily lives that it’s difficult to go a day without it. Phones used to be restricted to only calling and texting and now we use it for practically everything; It never stops making an impact in our daily lives, and even with the evolution as something as simple as smartwatches is an opportunity for B2B marketers to pull in leads. Keep all these things in mind as new mobile technology will be introduced this year. If your website is not yet mobile compatible, then now is the perfect time to do so. Think of new strategies where you can send messages through other channels other than email.

 

Faster Analytics

The driving force for analytics in 2020 is going to be Hypothesis analysis. It uses automation to calculate data in such a way that it will help you outline the potential outcomes that you need or are able to achieve. By adopting this into B2B marketing, the hypothesis sequence will collect two sets of data and then compare them. By doing so, the goal is to create an action based on what is statistically the most profitable outcome that you can achieve.

Since it’s not enough anymore to just look at and collect data, but also deeply evaluate which of them are the most beneficial to us. In 2020, definitely lookout for great advancement in analytics to improve the overall understanding of how data can be directed in such a way to achieve the desired goals of your company.

 

Digital Components to Balance Manual Labor

Staying in the vein of technology, the balance between human resources and the use of technology is also something we should look forward to this year. As much as technology is important to modern marketing, there are times where it’s not as ideal as we think and vice versa for manual labor. It is best to listen to your clients directly as they are the ones that will help steer you in the right direction in regards to setting your standards for how to market to your audience; when to use technology and when to put your human resources above it.

 

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+.

Selling Medical Devices and Healthcare Solutions Using Online Tactics
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Account-based Marketing: One-to-one, one-to-few, and one-to-many

Account-based Marketing: One-to-one, one-to-few, and one-to-many

Account-based Marketing: One-to-one, one-to-few, and one-to-many

ABM has been making waves since its inception in 2000. In fact, 87% of marketers declare that it delivers a higher ROI than any other tactic. Thus, growing interest and demand for ABM led marketers to develop it into a broader process which is now divided into three categories: 

  1. Strategic ABM
  2. ABM Lite
  3. Programmatic ABM

 

One-to-one or Strategic ABM

ITSMA describes Strategic ABM as creating and executing highly customized marketing plans for individual accounts. With Strategic ABM, a dedicated senior-level marketer takes charge of crafting customized marketing plans for each individual account needed for the entire program, which enables account teams to build stronger engagement with most valued prospects and customers through targeted outreaches that exhibit a deeper understanding of their challenges and needs.

 

One-to-few or ABM Lite

ABM lite is described as creating and executing lightly customized programs for clusters of accounts with similar issues and needs. It is applied to groups of smaller accounts with similar business profiles, needs, and strategies. The method requires collaboration between sales and marketing teams on vital decision points such as which accounts to target, what business issues to highlight, which propositions to consider, and how to carefully tailor current content. 

 

One-to-many or Programmatic ABM

The one-to-many ABM method leverages technology to tailor marketing campaigns to specific named accounts at scale by refining targeting, analytics, and personalization across multiple accounts, but requires alignment with the company’s sales design, and focuses on a certain vertical or horizontal market. 

   

Over the course of time, ABM has shown impressive growth in sales and marketing, but some still struggle with understanding its importance, implementation, and benefits. 

To give you a clearer view of how ABM, here’s a good example from Quip, an online oral care solutions company that sends their subscribers an oral kit package every 3 months to be able to change their toothbrush regularly and become more orally healthy. The electronic brushes are equipped with a 2-minute timer, vibrating and pulse features to guide the user on proper tooth brushing. The package also comes with toothpaste, dental floss, and other oral care products. 

Quip was able to achieve the following successes which were coherent with ABM’s four underlying principles:

  • Client centricity and insight or solving the buyer’s problem rather than promoting the products you want to sell. Quip was able to personalize its audience by addressing their challenge on regular brush change and proper tooth brushing by delivering their toothbrushes and other oral care needs right at the doorsteps of their homes.
  • Focus on reputation and relationship before revenue. The potential return on investment was visible at the earliest period of time, but Quip was able to fortify its relationship with its customers by leveraging on social media for easy interaction and rapport before the surprise factor on ROI was realized. 
  • Tailored programs and campaigns have shortened the sales life cycle as subscribers are compelled to change toothbrushes every 3 months instead of 9 or 12.
  • Aligning sales and marketing

The strategy did not only help improve their 2 million subscribers’ oral health but made brushing fun and enjoyable as well. And just four years after launch, they were able to raise more than $20 million in sales growth.

 

As LinkedIn puts it simply, ABM is a strategy that directs all marketing resources to engage specific target accounts through personalization that translates to higher revenue, which can be implemented individually or a mix of two or all three.

 

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+.

Selling Medical Devices and Healthcare Solutions Using Online Tactics
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