Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Everybody claims to be doing targeted marketing, but few actually get it right. Marketers allocate a significant portion of the budget on tools for better marketing precision (like advanced analytics and marketing automation). But only a minority (around 45%) of marketers believe they’re able to nail down targeted marketing, while an even smaller percentage of marketers (around 30%) think strategies like personalization and segmentation are delivering the right results.

While the exact details vary from industry to industry and from organization to organization, the difficulties that B2B marketers face today when targeting their customers all boil down to four key issues:

  • Getting in front of the right decision maker
  • Connecting with decision makers at the right time
  • Leveraging the right marketing channels
  • Crafting the right message

To help B2B marketers meet each of these four challenges head-on, the Callbox team is publishing a complete handbook on targeted marketing available as a downloadable eBook.

The handbook provides comprehensive, step-by-step guides on each of the four key areas of targeted marketing (customers, buying process, channels, and message), as well as detailed checklists and actionable worksheets to put these concepts into action.

Here’s a little sneak peek.

 

Getting in Front of the Right Decision Maker

The biggest reason why marketers find it difficult to build relationships with the right decision makers is that the average B2B buying decision now involves nearly 7 stakeholders, each coming from a different background and performing unique roles. Now, more than ever, B2B marketers need to define their ideal customer profiles (ICPs) and identify their buyer personas.

  • Ideal customer profile (ICP):  A hypothetical business or organization that’s a perfect fit for your solution.
  • Buyer persona:  An idealized representation of your target customer based on demographic, firmographic, and psychographic attributes.

The handbook devotes an entire section on building ideal customer profiles and buyer personas, and then concludes with two worksheets to put everything about your target audience in more concrete terms. At the end of this section, you’ll be able to clearly document the types of companies and decision-makers that impact your marketing results.

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

 

Connecting at the Right Time

In case you haven’t noticed, the average length of the B2B buying process has significantly increased. DemandGen Report says more than 3 out of 5 B2B marketers think their purchase process has gotten longer and that they’re doing more research before signing off on a purchase.

This highlights marketing’s growing role in the lead-to-revenue cycle, which also points to marketing’s increasing involvement in activities traditionally carried out by sales. In order to attract prospects and win deals, B2B marketers need to proactively engage potential customers at every buying stage through providing the information they’re looking for. Specifically, B2B marketers should:

  • Map/Remap their sales funnel to align with the new path to purchase using the 5 W’s of the B2B buying process
  • Refine their lead scoring and ranking capabilities to more accurately reflect how potential customers move from one stage of the buying journey to the next

At the end of the sales funnel/buying journey alignment section of the handbook, you’ll be able to outline and map out the different buying stages that your target customers go through. The section also ends with a checklist for sales funnel/buyer journey alignment, plus worksheets on persona-buyer stage mapping and a lead scoring template.

 

Leveraging the Right Channels

There’s no doubt engagement takes place across different marketing channels and platforms. This creates both opportunities and challenges for targeted marketing, not least of which is the growing need to keep the marketing message consistent from one channel to another.

This is where having a robust multi-channel strategy comes in handy. Multi-channel marketing goes beyond simply interacting with potential buyers on different platforms; it’s about combining these channels into a single, cohesive set of touch points. Keep in mind that:

  • A B2B customer regularly uses 6 different interaction channels throughout the decision journey.
  • But 65% of these prospects become disappointed because of inconsistent experiences across channels.
  • Outbound channels improve inbound tactics’ effectiveness by enabling scalable, direct, and one-on-one outreach for marketing messages.

The section on multi-channel marketing also walks you through a thorough checklist of steps to do and things to have prior to launching multi-channel programs. It then provides a planning worksheet to help you document your multi-channel strategy.

Related: The Increasing Importance of Multi-Channel Marketing in Asia

 

Crafting the Right Message

The key to generating consistent targeted marketing results (attracting and winning customers) is to deliver marketing messages that move potential buyers from one buying stage to the next. The “right message” consists of any content or material that:

  • Drives awareness of a business problem
  • Draws attention to potential solutions
  • Builds a business case for change vs. the status quo
  • Motivates a purchase

The average B2B buyer reviews around 10.4 pieces of content before making a purchase decision. The more costly and complex the solution involved, the higher the number of content sources B2B customers consult. A LinkedIn Business study finds that B2B buyers want both product information and educational (thought leadership) content, depending on where they are in the buying journey.

This means that your messages need to contain information that’s relevant to the prospect’s current buying context:

  • Awareness stage:  Prospects need help identifying the problem and narrowing it down.
  • Consideration stage:  They’re laying out all possible solutions.
  • Decision stage:  The prospect is evaluating a potential vendor.

Obviously, not all paths to purchase exactly follow the three-step model, but it’s a good starting point for most B2B marketers. That’s why the final section in the handbook provides an in-depth checklist for mapping marketing messages with buying stages and concludes with a content planning worksheet.

Related: The Perfect Sales Process to Surefire Business Success [INFOGRAPHIC] 

 

The Takeaway

Getting targeted marketing right can be very daunting for most B2B marketers, especially since it evidently involves many moving parts and requires a lot of resources. But with the guides, checklists, and worksheets in this handbook, you’re in a better position to deal with today’s marketing challenges. Get your copy now.

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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Finding and Reaching the Right Buyers for your ERP Software

Finding and Reaching the Right Buyers for your ERP Software

Finding and Reaching the Right Buyers for your ERP Software

Finding the best-fitting running shoe isn’t always easy. To ensure you walk out with active feet, you need to ensure the shoe fits properly from heel to toe.

This is how you will find the right buyers for your ERP Software – requires a process to ensure that you have the right target and the right product to offer :

 

Value Proposition

Know your product and what it can do to your target customers. Be the subject matter expert on your product. Know and understand the numerous components, functions and deployment options.

Related: How to make Prospect Realize They Need your Product or Services

Solutions to Customer Pain Points

It is also important for your targets will be made to understand that your ERP software will streamline and improve the efficiency of their operations, and will save them time and money. Furthermore, never miss out on this point: standardize and automate many business processes to eliminate manual effort.

Customer Profiling

Profile your target customers: Filter every important data about them which will give you a clear picture of who they are and their buying behaviours. Most important is, probe on the business need as this shall give you the concrete idea of the solution structure that you will provide them.

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

Understanding Your Customers’ Needs and Risks

Also, know what your customers want not only for the product you offer but also what they are looking for from a provider. Every new investment comes with a risk. Your customers understand this, but since ERP system offers a single repository for company-wide data that is accessible to everyone, they would definitely want that the risks associated with working with distinct systems and data like potential errors or duplicating business functions in different departments, can be reduced.

Are you the Right Provider?

Big companies want to implement a single ERP system that can take the place of these earlier systems, and which can also get rid of the operational ineffectiveness and time delays.

Different Customers, Different Requirements

Midsize businesses want the same advantages, too; however, a way to level the playing field with their larger competitors. These companies may choose to select an ERP system that can pace up with business processes as they grow.

The Scale of the Job

Also, get to know if your customer would want you to run the system and at the same time provide business ERP consulting, specifically for vendors known as software as a service, or SaaS. In some cases, companies may opt to require a hybrid approach to ERP, have some systems run in-house while others run in the cloud.

Lastly, make sure that your ERP software fits the company’s existing operations and systems, being able to deliver key performance and profitability goals that the company’s existing systems are not capable of.

 

Finding the right buyers for your ERP software would first require you to first have the right knowledge about your target customer – company size and business need; thus having these data will enable you to customize the best fitting ERP software solutions for their business to run.

Related: The Many Ways of Selling your ERP Software Products

 

 

Reach more Software buyers using Callbox Multi-Channel Marketing Strategy

Contact us or Dial +65 3159.1112

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Top Trends in Lead Generation: A Field Guide for Fintech Startups

Top Trends in Lead Generation: A Field Guide for Fintech Startups

Top Trends in Lead Generation: A Field Guide for Fintech Startups

The financial services industry remains to be an important source of innovation for other sectors. From government to private institutions, there has been a growing demand for financial software and other tools on account of their value in streamlining the bottom line.

Indeed, spending for fintech products remains to be robust, with innovations in financial tools leading the drive towards better growth. By 2022, the fintech market will have grown to a whopping US$ 7.3 billion according to a report by Markets and Markets.

What’s more, it is important to point out that fintech plays a vital role in the face of ever-increasing complexity in the way organizations manage their assets and investments. The industry itself brings greater convenience and control to businesses that opt to manage large amounts of data as accurately as possible. Quoted by the Huffington Post, Stockspot CEO Chris Brycki underlines the need for organizations to update their tools as focus shifts towards automation and digital management.

Of course, Brycki is talking about the Australian fintech industry, which actually has a potential to surpass growth forecasts given that more and more companies are investing in and developing their own financial management technology. The same can be said of local fintech industries in Southeast Asia, particularly in Singapore.

As blockchain technology and funding platforms take center stage, fintech enterprises are gearing up to compete for a larger market share, especially now as industry players in Southeast Asia refuse to get left behind. And taking into account the ease of running a startup, there is no denying that new players in the region will further drive growth in the sector.

In due time, business startups in the fintech industry will find it essentially beneficial to promote their products on the market. But considering how competition has increased in recent years, it has become vital for these startups to adopt better marketing strategies. They can look no further than lead generation as a way to acquiring better sales opportunities.

At the end of the day, marketing takes precedence in enabling fintech startups to grow and go beyond revenue projections. To stay competitive, new players in the industry will have to leverage existing trends in coming up with better strategies for generating high-quality fintech leads.


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Market segmentation

Market segmentation

An article by InboundFintech puts audience segmentation at the very top of its list of lead generation trends in the industry. And for very good reasons. Generating high-quality leads involves precision. You will need to have a well-defined audience profile so you can better create the right messages for the right segments. Considering the amount of unique data to be handled, however, fintech companies will have to update their lead management tools. This would involve using an effective system where each lead is specifically scored. It allows for a cost-effective way of coming up with content that resonates well with a particular group.

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

 

Market research

Market research

Sound research forms the basis of any successful marketing campaign. After all, you won’t be able to produce the right messages or even determine the right platforms through which you can promote your brand. And considering the volatility of the fintech landscape and organizational demands, it is imperative to locate and gauge areas you can exploit.

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

 

Social media

Social media

For the B2B crowd, social media is seen as a minor channel. But in recent years, social media adoption has become prevalent among decision makers, thereby increasing the use of the big four social media networks (Facebook, Twitter, LinkedIn, and YouTube) among B2B marketers. Moreover, at least 54 percent of B2B marketers say that they were able to generate leads using social media. Fintech startups should therefore create a robust presence using these channels. It’s only a matter of knowing the type of message that you will have to offer online, which leads us to…


Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

 

Personalization

Personalization

This is already a no-brainer since companies across the B2B spectrum are underscoring the importance of custom content. Indeed, personalization is powerful in any marketing campaign. Considering the amount of contending voices online, companies that want to reinforce their brands will have to create messages that align closely with their buyers’ journey. For a start, fintech companies can initiate personalized email campaigns that provide ample information about a new product or service. Through social media, you can create content that provides relevant data that touch on, say, asset management for hedge fund managers.

Related: Crafting the Perfect Personalized Email

 

 

Trouble handling early sales objections? Check out our Telemarketing Tips Video 

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Read the latest updates on The Savvy Marketer’s Blog

Get technology leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

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Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

The Facebook Like  reaction button on Facebook is probably the most monitored by users, whether managing a personal account or running a business page. While other reaction buttons such as sad, haha, wow, love and angry get second attention along with the trailing comments. Twitter users, on the other hand, watch the number of retweets and followers they get. But do the number on social media platforms justify the success of your business? Let’s take some insights from experts.

Socialmediaexaminer lists some Facebook and Twitter metrics to track for 2018:

 

Facebook and Twitter Metrics to Track in 2018

 

Transcript:

 


Track your FOLLOWER growth


Facebook

  1. Go to your page
  2. Click the Insights tab
  3. Click Like in the left navigation

Twitter

  1. Visit Twitter Analytics
  2. Click on your profile picture
  3. Choose Analytics from the drop-down menu

Optimal Time For Engagement


Facebook

  1. Insights page, click Posts in the left navigation
  2. Select When Your Fans Are Online
  3. Hover on the different days of the week

Twitter

  1. Click Tweets tab at the top of the page

Track Likes and Reactions to your Posts


Facebook

  1. Go to the Insights page
  2. Click posts option in the left navigation
  3. Scroll down to All Posts Published
  4. Click on the right drop-down arrow to view Reactions, Comments, and Shares

Twitter

  1. Click Tweets tab
  2. Scroll down to view your tweets
  3. Or Click Top Tweets to view most popular ones

Delve Into Audience Demographics


Facebook

  1. Access audience information in your Insights under People
  2. Click the You Fans section to see demographic data of your fan base

Twitter

  1. Click Audiences to see a broad overview and specific demographic factors

Determine Reach


Facebook

  1. Go to Insights tab
  2. Click the Reach option
  3. If you Scroll to the bottom of the page to find your total reach
  4. In the Top Post Reach graphic, click on any given day to view posts that contributed to that day’s post reach count.

Twitter

  1. Click the Tweets tab to display Impressions column

Review Replies and Comments


Facebook

  1. Go to Insights tab
  2. Click the Posts option
  3. Scroll down to All Posts Published
  4. Click the right drop-down arrow to view Reactions, Comments, and Shares

Twitter

  1. Click Tweets tab
  2. Choose either Tweets or Top Tweets
  3. Click on individual tweets to view engagement levels

 


Track Referral Traffic


  1. Find referral traffic data in Google Analytics
  2. Click on the social top-level menu
  3. Click Overview or Network Referrals

Examine click rates


Facebook & Twitter

  1. Go to Posts in the Insights tab to find the number of post clicks for each individual posts
  2. Go to Actions on Page
  3. See click counts for various elements

 

 

Check out our latest Client Success Story

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Why Telemarketing Brings In More Qualified Leads

Why Telemarketing Brings In More Qualified Leads

Why Telemarketing Brings In More Qualified Leads

If you visit the Jobstreet website and filter your job search Telemarketing you will find more than half a thousand jobs are available, daily. This means that telemarketing has kept its popularity level despite the apparent expanse of digital marketing strategies like mobile, email, content and social media.

Of course, we’d like to give credit to new technology. In fact, these digital marketing tools largely contribute to the businesses’ goal achievement as their effectiveness are specific and measurable. See how they fare:

 

Mobile Marketing

Who doesn’t have a mobile phone these days? Statistics show that there are about 4.41 million smartphone users in Singapore this 2018 and is expected to surge to 4.82 by 2022. (Statista)

A large scale of this data comes from the business category.

Related: Callbox Rolls Out WhatsApp Click-to-Chat Integration on Website

Email Marketing

Singaporeans are more confident to engage with personal advertising via email. In fact, they sign up largely on emails (62%) over other media like SEO (47%), social networks (46%) and online banner (38%); checking their emails at least once per week. This is a good reference on how to quickly generate leads in Singapore.

Related: A Visual Guide to Email Marketing Analytics [INFOGRAPHIC]

Content Marketing

Globally, 91% of B2B marketers and 86% of B2C marketers use content marketing as part of their overall marketing strategy. Customers have become more curious about what more a product can offer aside from its usage, price, and effect. (MarketingProfs)

Related: Shocking Statistics in Content Marketing in Asia [INFOGRAPHIC]

Social Media Marketing

Singapore’s top brands rely much on social media. The top five industries that utilize facebook are Services, Retail, E-commerce, Retail Food, and Accommodation. The Shilla Duty-Free has the most number of interactions, while Singtel is the most responsive. (Socialbikers)

 

But where does telemarketing come in the picture?

But where does telemarketing come in the picture?

Statistically, telemarketing comes less familiar to digital; indeed, the very word itself may connote a negative meaning or impression to end users. What’s worse is some marketing specialists claim that they are now fully engaged with digital innovations and even declared telemarketing dead.

However, what they have not realized is that these digital marketing tactics are just start points of the holistic lead generation process which would lead them to the capping stage – telemarketing. 


A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]


Take a look…

A lead that was generated from any of these digital marketing channels remains as is until it goes through customer profiling to validate information, and accuracy of demographic and psychographic data of the prospect. Data that were filtered with positive results would then be the qualifying factors for the prospect to become a candidate for gauging interest which is done via calling. A prospect that was confirmed as interested and identified that has a need of the product or service is then fully classified as a Qualified Lead. Note that this whole process is done by calling, talking to the prospect on his landline or mobile phone which either way, by the way, is still called “telemarketing”.

Related: Ways to Improve The Quality of Your Leads

 

In conclusion, leads generated from digital marketing tactics can only be classified as Qualified Leads once gone through the final stage of the whole lead generation process which is Telemarketing.

Related: Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

 

 

Trouble handling early sales objections? Check out our Telemarketing Tips Video 

How to Handle Early Sales Objections, According to Science [VIDEO]

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Finding and Reaching the Right Buyers for your ERP Software
Top Trends in Lead Generation: A Field Guide for Fintech Startups
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]
5 Out-of-the-Box Lead Generation Tactics

5 Out-of-the-Box Lead Generation Tactics [GUEST POST]

5 Out-of-the-Box Lead Generation Tactics

In the world of B2B marketing, lead generation matters a lot—yet, it’s also one of our biggest challenges. Consider these statistics:

  • 63% of marketers say generating traffic and leads is their top challenge (source).
  • 80% of marketers say their lead generation efforts are only slightly or somewhat effective (source).
  • Lack of resources such as staff, funding, and time remains the biggest obstacle to successful lead generation efforts for 61% of B2B marketers (source).

The truth is, lead generation is often easier said than done. And, to make matters worse, the more traditional lead generation tactics of the past just don’t produce the same results as they used to. So, if your campaigns need help and you’re looking for more innovative tactics to add to your lead generation program, keep reading! Today we share five of our favorite less conventional ways to generate leads.

Related: Ways to Improve The Quality of Your Leads

 

#1 Social listening

#1 Social listening

Although typically not associated with lead generation, social listening is something most marketers are already familiar with. For those who aren’t,  social listening is exactly what it sounds like—the process of listening to online conversations between customers or prospects in an effort to gain valuable brand and industry insights.

Traditionally, marketers have utilized this practice in an effort to develop a deeper understanding of their target audience. However, when executed effectively, social listening can also help uncover new, potential prospects that your team can nurture into leads through meaningful interaction.

It’s important to note that social listening requires a lot more effort than simply checking your notifications or @ mentions. Consider this: On Twitter alone, 30% of the Tweets about your company don’t include your Twitter handle. In fact, only 9% of Tweets that impact your company are actually directed at your brand (source). This means most conversations about your brand are happening without you!

If you’re not implementing correct social listening practices and actively digging for relevant conversations, you could be missing out on key opportunities to connect with potential buyers and generate leads.

To get the most from your efforts, leverage tools like Google Alerts or a social media management tool, to help track industry-related keywords and phrases. Some ideas you should pay close attention to include:

  • Customer pain points/complaints
  • Competitors’ brand names and products
  • Job titles related to the ones you serve
  • Common questions regarding your product or service

After doing your research and experimenting with keyword variations, you may find a particular set of keywords that regularly yields an audience of people just looking for a product like yours. Then, direct users to your website, a sales rep, or some other type of offer.  The key here is to use messaging that sounds natural and fits into the flow of the conversations that are already taking place between potential customers.

The latest social media tools have predictive learning functionality that makes this process simple and efficient. Even if your current technology stack isn’t equipped for this type of outreach, it’s still worth your time and effort to conduct some of these tasks manually. Give it a shot!

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

 

#2 Influencer marketing

#2 Influencer marketing

Consider this: Word of mouth recommendation still ranks as one of the most trusted sources of advertising, and as a result, is able to generate nearly 2x the amount of sales as traditional paid advertising (source). What’s more, retention rates are often higher for customers obtained through word of mouth marketing – specifically, 37% higher than any other form of marketing (source).

While effective, word of mouth marketing isn’t often cited as a staple in the marketing community. The reason for this is simple: There has never been a natural way for marketers to incorporate the tactic into their everyday initiatives. Until now, that is. Enter influencer marketing.

For those who aren’t familiar, influencer marketing is a strategy that requires brands to enlist the help of influencers to achieve vital business goals. In essence, influencer marketing is just word-of-mouth marketing, amplified. Let us explain.

After years of experience, social media influencers quickly became some of the most admired individuals in their respective fields. They’re seen as authority figures in the eyes of your customers. An influencer’s community trusts their judgment—and when they ask their audience to take action, the audience will often respond enthusiastically.

Unsurprisingly, this innate ability to persuade an audience can have a huge impact on your company’s most vital objectives – including lead generation. However, in order to drive optimal results from your influencer marketing initiatives, your team must enlist the help of the right influencers.

While there is no exact formula to tell you which influencers to work with, there are a few key characteristics that can help you evaluate a potential match. Here are a few factors to keep in mind:

  • Relevance: Above all, it’s important that the influencer you choose to work with is relevant, or aligns nicely to your brand. Your audience should never find the partnership odd.
  • Reach: Remember, the point of influencer marketing is to broadcast your brand to new, potential leads. This isn’t possible unless the influencer in question has a large and loyal fan base.
  • Resonance: Top influencers are able to connect and engage with their followers in meaningful ways. Just remember, bigger audiences aren’t always better. According to a recent study, influencers with the most engaged audiences have between 10,000 and 100,000 followers, not the millions (source).

After you’ve identified and reached out to a set of target influencers, it’s time to consider your campaign. Traditional influencer marketing aims to generate brand awareness— not necessarily lead generation. For this reason, you must be strategic about the messaging you use and the campaigns you create. Here’s our advice—always have a clear, singular call-to-action. There should be no doubt in the audience’s mind what the influencer wants them to do.

Learn more about running a successful influencer marketing campaign here:  Influencer Marketing 101.

 

#3 Content syndication

#3 Content syndication

Your marketing team spends a significant amount of time and effort developing content. From blog posts and whitepapers to eBooks and infographics, your team likely has access to a comprehensive library of content designed to convert prospects into customers. But, once a piece is published and promoted, it’s lifecycle is relatively short.

Content syndication, the practice of allowing other publications to repost your content, extends the reach of your marketing materials and promotes it to a larger audience of potential buyers. But, the benefit of content syndication for lead generation is two-fold.

Not only does it expand your reach and put more leads into the top of your sales funnel, but it can also drastically improve your web presence. Here’s how: When another website syndicates your content, it allows you to build up high-quality backlinks to your website. This, in turn, increases your search rankings and generates more organic traffic to your website.

To get the most out of content syndication, you must select platforms and websites that have a strong readership within your target market. Otherwise, your content will seem irrelevant and won’t produce the results you’re hoping for.

Related: 6 Ways to Use Blog as a Lead Generation Machine

 

#4 Interactive content

#4 Interactive content

By now, content marketing has proven to be an effective lead generation strategy. Hint: According to one recent study, content marketing generates over three times as many leads and costs 62% less than traditional marketing methods (source).

But, because over 90% of organizations utilize a content marketing strategy, today’s buyers are faced with an overload of content. Therefore, content must be truly engaging in order to gain any kind of traction online. The solution? Interactive content.

At its core, interactive content is content tailored to facilitate back-and-forth engagement with your prospect. Unlike traditional, static content types, interactive content is inherently participatory and provides your prospects with an immersive and compelling experience. And here’s the good news:

  • Interactive content generates 2x more conversions than passive content. (source)
  • Interactive content can convert prospects into leads two times better than its static counterpart. (source)

If you’re not sure where to start, try one of these suggestions:

  • Quizzes: Unlike traditional marketing materials, users get something at the end of a quiz—their results! Bargain for your prospects contact information by gating quiz results with a simple contact form.  It’s important to note, that, in order for this technique to generate high-quality leads, your quiz content must be related to your product or industry. For example, if your company sells HR software, it wouldn’t make sense to promote a quiz about Disney princesses.
  • Contests/Giveaways: People love free stuff–and, a lot of times, they don’t mind providing you with a little information in order to obtain it. With that said, contests and giveaways are often the most effective (and simple) way to incorporate interactive content into your marketing strategy.  As with quizzes, don’t offer something too generic, like a cruise. You’ll get a lot of irrelevant entrants. Using the same HR company as an example, it might make more sense to give away tickets to an industry event, a free year of a product, or an autographed book by an industry professional.
  • Assessments: This third content type also gives away something free—but in the form of a consultation or assessment. This is an effective way to generate leads for two reasons—it allows you to collect the contact information of a highly relevant audience and it also solidifies that person’s need for your product. Allow us to explain: The same HR company from previous examples offers an assessment of companies time-tracking mechanisms. In doing so, they’re able to point out flaws in prospects’ current systems and demonstrate how their product can improve their business.

12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]


#5 Exit Intent Pop-ups

#5 Exit Intent Pop-ups

Generally speaking, in terms of web experience, pop-ups are frowned upon. And if you frequent a website that uses them, you probably know why– they’re annoying. Despite their bad reputation, pop-ups can actually be an effective marketing tool.  According to one study, Opt-in pop-ups result in 1,000% increase in conversions (source).

While we don’t recommend hiding a pop-up around every corner—we do suggest that you experiment with exit intent pop-ups. Exit intent pop-ups are just what they sound like—pop-ups that appear when a user attempts to leave your website. While still somewhat annoying, these types of pop-ups are less intrusive than the typical pop-up and can drive huge results.

When combined with a compelling CTA and contact form, exit intent popups grab your audience’s attention and can effectively convert them into leads. In fact, one company recently reported a 600% increase in leads after implementing an exit-intent pop up (source). Here are a few quick tips to make the most out of your exit intent pop-ups:

  • Facilitate a sense of urgency with a timely offer
  • Keep your message concise
  • Keep your form short
  • Use an attention-grabbing design

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


Key Takeaways

In today’s crowded marketing landscape, it takes something innovative to stand out from the crowd. Rather than relying on the same old lead generation techniques, it’s time to think outside the box and do something a little more innovative. Just a few small tweaks to your existing strategy can be the difference between hitting your lead generation goals and missing the mark.

Test out the strategies outlined above and let us know what works for you!

 

About the author:

Krysta Williams is a Marketing Content Specialist at ZoomInfo where she writes for their B2B blog on topics related to sales, marketing, and recruiting. ZoomInfo’s accurate and actionable B2B contact database enables sales and marketing teams to execute more effective marketing campaigns and improve sales prospecting efforts.

 

 

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The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Finding and Reaching the Right Buyers for your ERP Software
Top Trends in Lead Generation: A Field Guide for Fintech Startups
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]
Ways to Improve The Quality of Your Leads

Ways to Improve The Quality of Your Leads

Ways to Improve The Quality of Your Leads

I agree it’s easy to achieve high definition quality pictures now with just a mere cell phone camera, but would any cell phone camera give you the best HD, perfect selfie pic?

Innovative marketing tools and tactics can let you swiftly acquire leads but may be of low quality and less assuring to roll over to conversion. If you have not been hitting your targets yet, then hold for a moment and adjust some methods to improve the quality of your leads.

 

Profile Your Data List

Profile Your Data List

Your database must contain tip-top demographic data. This means that each entry or name has complete, valid and accurate information: name of the contact, business name, address, phone numbers, email address and social media accounts, as well all other business specifications like industry category, location, target market, target location, and size. Using a complete and accurate data list will greatly contribute to achieving smart calling to your lead generation program.

Related: Utilize Customer Profiling and Buyer Personas to Achieve Revenue Goals

 

Smart Calling

Smart Calling

You must be able to reach or call your target decision maker at his most convenient time. However, having the best number to reach your prospect in your data list is not enough to guarantee you the perfect timing to catch a chat but may require psychographic research of how he does business and his purchase habits. Reaching your prospect real time at his most convenient time will spice up lead nurturing efforts.

Related: The ‘PERFECT’ Time to Call a Prospect

 

Nurture Leads

Nurture Leads

Your first call would be the most remarkable conversation especially with prospects that have high interest, so make it nurture-worthy. Hubspot has some amazing lead nurturing tactics which you may provide to your prospects:

  • targeted contents
  • personalized email
  • and timely follow-ups

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

 

Attune Lead Scoring System

Attune Lead Scoring System

When creating a scoring criteria, consider the rapidly changing demographic and psychographic elements of your prospecting scheme. Update and validate your scoring system based on your prospect’s industry engagements and buying behavior.

Related: Five Quick and Easy Ways to Score your Leads

 

Automate

Automate

Callbox utilizes multi-channel lead generation from the top of the sales funnel down to the bottom, maximizing resources like mobile, email, voice, social, chat, and website. This will help through the period of nurturing to keep track of your customers and give you control over the buying process.

Related: How Marketing Automation can make an impact on Singapore B2B Marketing?

 

Practice Consistent Lead Measurement

Practice Consistent Lead Measurement

Marketo wants you to consider the following factors:

  • how many leads will be generated in a given period
  • how those leads move through various stages of lead nurturing and qualification before they are sales ready
  • how quickly different types of leads move through the system
  • which marketing programs will generate new leads and at what conversion rates.

Related: 5 Chinese New Year’s Resolutions to Refine Your Marketing Analytics Stack [INFOGRAPHIC]

 

Leads acquisition has become so easy with the use of innovative processes but marketers must remain fastidious in choosing and utilizing the most effective sales and marketing tools in order to extract only the most qualified leads that can smoothly slide down to the bottom of the sales funnel. Just as using the best camera phone to take a selfie without the hassle of using filter apps.

 

 

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The Top Consultancy Sector Challenges and How to Handle Them
How to Maximize AdWords For Your B2B Marketing Strategy
Asia’s Top Markets: A Rundown of the Best of the Best
How to Get Consulting Leads without Hassle: A Guide for Singaporean Firms

How to Get Consulting Leads without Hassle: A Guide for Singaporean Firms

How to Get Consulting Leads without Hassle: A Guide for Singaporean Firms

The consultancy industry is an important playing field in its own right. This is mostly because businesses need to understand how to deal with complex processes and come up with better decisions to address such subjects as IT security or financial management. Of course, these companies can’t handle the problem solving alone, which is why they choose to hire consultants to do the thinking for them.

Consultancy is still pretty much a significant component of business growth. In a LinkedIn blog post by Jeffry Graham, consultancy services are useful along the lines of supplementing and strengthening an enterprise’s manpower. On top of that, hiring the right consultant essentially saves you the trouble of doing damage control since you are able to spot issues early. A consultant will also provide the much-needed solutions to these issues through an objective lens, which is something you won’t be able to do as the owner of the enterprise itself.

These and much more are the top reasons why businesses seek consultancy firms in the first place. This also explains why the consultancy market, particularly that in Asia, is consistently growing, spelling good news for firms operating in the island-nation of Singapore.

In a 2016 report published by Source Global Research on the consulting market in Southeast Asia, firms in Singapore “continued to experience good demand for their services” amidst a robust growth figure of 8.5 percent for the whole region in 2015. This would include demands from such sectors as financial services, healthcare, telecommunications, and education.

While this gives us all the more reason to look hopefully towards the future of the consulting industry in Singapore, the same report also points out that firms are still worried about “oversaturation.” At present, these firms are facing a shortage of the right talents who can handle complex administrative and operational problems. Other than that, the report noted increasing competitiveness among major market players.

With that being said, consultancy firms in Singapore should come up with better strategies that secure quality leads for their services. In that case, here are some of the most crucial marketing methods you need to apply.

Related: Online and Offline Marketing Tactics to Position your Consulting Business in the APAC Market

 

Build an effective mailing list

Regardless of the area that you are targeting, it is crucial that you identify the types of leads with which you want to feed your pipeline. Building a database containing the right contacts can help you become more focused on your marketing efforts. A successful marketing campaign is one that puts a great deal of focus on accuracy, which is why you should not hesitate to spend more time and resources on lead prospecting and creating a marketing list that will essentially help you achieve specific goals for the bottom line.

Related: A Visual Guide to Email Marketing Analytics [INFOGRAPHIC]

Tap through social media

It’s quite unusual for consultancy firms to use social media as a marketing channel. But as far as getting more qualified leads is concerned, having a consistent presence on Twitter and Facebook can actually win over COOs who are looking for effective consulting services. Besides, even business leaders today use social media in order to scout for the products and services they want to purchase, so it makes sense that you secure yourself a position in social networking sites. LinkedIn, which is where consulting professionals such as yourself are found, is a good place to start.

Related: Your Guide to a Successful International Social Media Campaign

Using cold calls

Apparently, social media and email marketing are not the only channels consulting services can use to gain potential clients. If you are opting to win over bigger industry players, you can always use good old-fashioned marketing strategies, chief among which is cold calling. Telemarketing, after all, still enjoys massive appeal, especially among firms that want to build stronger bridges with other firms.

Related: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

Outsourcing your efforts

You can never go wrong with an outsourced lead generation campaign. At least, by entrusting your marketing efforts to a capable firm, you will be able to tap into better opportunities to grow your sales pipeline without having to set up your own infrastructure or building your own marketing team from scratch. And outsourced lead generation can actually help you manage your campaigns better. Singaporean firms know all too well that the market is increasing, and it’s high time for them to take action to improve their bottom lines.

Related: How Outsourced Appointment Setting Teams help Accelerate Growth

 

 

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and get more Singapore B2B Marketing Tips & Strategies

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The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Finding and Reaching the Right Buyers for your ERP Software
Top Trends in Lead Generation: A Field Guide for Fintech Startups
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]
A Must-Try Strategy to Generate Fintech Leads in Singapore

A Must-Try Strategy to Generate Fintech Leads in Singapore

A Must-Try Strategy to Generate Fintech Leads in Singapore

Currently, the financial technology sector in Singapore is booming. However, generating new sales leads can be a bit challenging. There are a lot of missed opportunities, for reasons such as;

  • Sales reps are not targeting the right people
  • You have the right audience but you struggle to convert visitors into leads.
  • You have a lot of leads but you failed to nurture them so only a few of them were converted into actual sales.

That is why more and more FinTech companies are always looking for ways to generate more leads for their business.

When launching new products into a rapidly changing and highly competitive Fintech industry, a solid strategy is the key to success. So what will you do to make sure you’ll keep up with your competitors?

Reach out, get in front of them and present your product as if it’s the only way to help them reduce costs, risks and increase profits.

When you’re talking about a lead generation, you have to be visible to your prospects. But I think for a lead generation for Fintech industry, relationship marketing is your best option.

Why?

Simple.  Relationship marketing is all about making connections with your customers.

For Fintech Industry, understanding your customer’s needs, wants and pains are important. Customers often leave a company because they were frustrated with the customer service.

 

One way of creating a long-term relationship with your customers is to nurture them by providing the best service they could possibly get.

 

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

For example, banks make sure they have online apps to provide convenience to their customers in order to be considered. More than 50% of prospects use their mobile device to do transactions such as online payment and money transfer.  

According to The Straights Time, cashless payments are growing not just in Singapore but all over Asia. Many customers consider banks who offer convenience and safety of not having to carry cash, especially when traveling.

However, in order to excel at relationship marketing, a company needs to maximize the value of their relationship with their customers to make sure they keep coming back.

  • Continue to build a stronger relationship with your customers/prospects.

Customer relationship doesn’t stop when a customer buys from you. So focus on long-term customer engagement. Continue to develop strong customer connections. Not only they will continue to buy from you but they are more than willing to do a word-of-mouth promotion to their family and friends that will surely increase your sales.

Related: Keeping Sales Leads Through Stellar Customer Experience

  • Make use of the technology and social media to establish a stronger connection with your customers/prospects.

The purpose of social media is for businesses to engage with their customers. Let’s face it, people are shopping online and educate themselves by reading through the internet. In fact, prospects want to know as much as possible about a product or a company before they decide to purchase. So use it to your advantage.

By following the best practices in this article and using some of these Fintech marketing strategies, you can be sure to take a bigger slice of the market.

And, whatever you do, make sure you don’t overload your marketing team. Your product is already specialized enough without them having to look into other roles within the company simultaneously.

Related: Top Singapore Lead Generation Strategies for Fintech Products and Services

Whether you choose to do inbound or outbound marketing, by using these strategies, you’ll attract more prospects, get them interested in your solution and nurture them until they’ve reached the final stage of their buying journey and consider doing business with you.

 

 

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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Top Singapore Lead Generation Strategies for Fintech Products and Services

Top Singapore Lead Generation Strategies for Fintech Products and Services

Slide Transcript:

At present, the market for financial technology solutions is enjoying steady growth during the past few years. In 2016 for instance, Business Insider pointed out that the industry grew considerably as a result of new trends and innovations. For the second quarter alone, the market for Fintech has reached $9 billion in funding, with at least 374 closed deals.

For sure, there are something Fintech companies are doing right to secure such positive figures. The main driver is the fact that these companies are taking heed of market demands for more efficient financial solutions and services such as mobile banking and electronic payment systems. Financial streamlining through digital means has become essential for companies across various industries, and this alone should push Fintech businesses to become more aggressive, especially when it comes to B2B marketing.

Considering that the Fintech industry has a lot of competition to handle, it would be wise that financial solutions providers create and apply the proper methods for generating qualified Fintech leads and eventually acquire a bigger share of the Fintech market.

What exactly are these methods?

Go beyond your keyword lists.

For David Bowler of the Incisive Group, it pays to know which keywords to include in one’s content. SEO, after all, comprises a great deal of digital marketing so businesses need to be wiser in terms of the words that they should use in order to engage the right people. For Bowler, the best way to approach SEO for Fintech leads is to broaden the reach of one’s content through an extensive list of keywords prospects may use. From there, a Fintech company can better develop content that has higher visibility.

Related: Online and Offline Marketing Tactics to Position your Consulting Business in the APAC Market

Divide and conquer.

Audience segmentation is also an important strategy to pursue, at least according to an article published in Vanilla Forums. If anything, generating Fintech leads involves a great deal of focusing on certain groups of people. It is in this respect that you have to divide your audience into certain segments based on specific demographics such as location and budget. This will help you to identify the right content and produce them for the right people. After segmenting your audience, you can now proceed to craft personalized messages that take into account their actual needs and their goals. Read The Ultimate Marketing Plan to Boost Singapore IT and Tech Leads

Let marketing and sales work together.

Arguably, nothing else provides greater leverage in lead generation than a collaboration between marketing and sales. The same Vanilla Forum article points out that marketing needs inputs from sales to figure out what type of content is more effective in keeping leads committed throughout the sales cycle. Marketing, on the other hand, can help sales by increasing a prospect’s knowledge about the product or service, making it easier for sales reps to move in for the “kill.”

Related: Marketing is from Mars, Sales is from Venus

Go social.

It might seem like a long shot, but promoting Fintech products through social channels does work in its own little way. For one, a lot of business execs from COO’s to supervisors maintain social media accounts for a variety of purposes, chief among these is to grow their networks.

With that in mind, you should be able to keep a strong social media presence that provides your brand an ample amount of exposure from B2B clients, wherever they usually hang out online. As an added advice, focus more on building your Fintech brand on LinkedIn and Twitter. Use these platforms as avenues where you can share industry insights. This leads us the next strategy.

Related: Don’t Bore Your Prospects to Death with your B2B Social Media Posts

 

Join industry events this year and the next.

Aside from leading a purely content-driven campaign, you also need to bolster your brand’s identity simply through participating in important industry events. For the fintech crowd, there are tons of activities where they can sign up for. This year, a lot of fintech enterprises are looking forward to joining such events as Leveraged Lending in the Evolving Regulatory Environment Conference in London from December 7 to 8. You might also want to consider joining the Paris Fintech Forum from January 30 to 31, 2018. These events will surely give your brand a big boost as well as cultivate knowledge on important trends in the fintech industry. Consequently, by joining such events, you will get to strengthen your appeal towards your target audience.

Related: Using Multi-Channel Marketing to Promote Your Next Event in Singapore

 

Streamline your marketing teams.

As a business owner, you know too well the importance of allocating certain tasks to certain groups of people. Your marketing campaign, in particular, will often deal with multiple job orders which interfere with their work on core tasks. Don’t let your specialists wallow in tasks that are too trivial for their skills. This would only weaken your lead generation. Instead, you will need to put your best talents forward and concentrating your manpower on the most important aspects of your marketing campaign. Specialists in email marketing should remain there, and the same goes for other specialist members on your team.

Related: How to Work with Offshore Lead Generation Team

 

Provide thought leadership.

Entrepreneurs, from simple tech startups to large corporations, are aware of the vast amounts of knowledge that persists everywhere. And this includes the Fintech industry. It is safe to assume that business leaders already know a lot and that they will always thirst for bits of information they haven’t acquired yet. They respond well to content that adds something new, so it is best that you create content that is anchored on providing exclusive knowledge on current industry trends and situations. You might want to use your blog in this case. Still, the most effective way to go about it is to hold corporate events such as trade shows and webinars where you can engage with prospects, answer their queries directly, and win them over.

Related: Top 10 Thought Leaders in Sales and Marketing in Asia

 

Did we miss anything? What other strategies should fintech companies do? Tell us in the comments below.

 

 

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Finding and Reaching the Right Buyers for your ERP Software
Top Trends in Lead Generation: A Field Guide for Fintech Startups
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]
Telecom Leads in Singapore: The Things You Need to Tap for Better Opportunities

Telecom Leads in Singapore: Things You Need for Better Opportunities

Telecom Leads in Singapore: The Things You Need to Tap for Better Opportunities

Singapore will always be the model city-state. With great focus anchored on progressive ideals, Singapore has become an example for countries to strive for, citing the efficiency of its institutions and with the way its government is handling the day to day lives of its citizens.

To be sure, Singapore sets the standards when it comes to securing the best for the people of this tiny yet significant part of Southeast Asia. At the same time, it has cultivated a climate of progressivism that allows various industries to thrive in. On the surface, Singapore may seem like the disciplinarian state that a lot of people seem to believe. But, when it comes down to entrepreneurship, business owners will show nothing but optimism in saying that the country takes care of every player, big and small.

More importantly, the country enjoys a high level of prosperity spurned by heavy investments in education as well as a thriving economy where opportunities abound on all sectors of the Singaporean business spectrum.

Telecom opportunities

The telecommunications industry, in particular, benefits from the fact that Singapore has a robust base for communications technology. This has been indicated by high numbers in mobile subscriptions as well as household penetration rates, arguably the highest in this part of Asia.

According to a report by the Infocomm Media Development Authority of Singapore, there are at least 2,013,200 fixed line subscriptions with a penetration rate of at least 94.1% as of June 2016. During the same period, the report showed that there are at least 8 million people who currently have mobile (2G,3G and 4G) subscriptions.

Not surprising enough, the telecom industry thrives on a penetration rate of at least 148.2% of the total mobile population. Added to that is the fact that there are at least 12 million broadband subscriptions, making the Singaporean telecom one of the most competitive in the world.

With that said, telecom companies are afforded ample opportunities to expand and tap a larger share of the market as possible. But the issue remains for these companies to identify how well to promote their products and services and ensure a better position to rise above the competition.

Related: Lead Generation Hacks for IT Companies in Singapore

Applying the Right Methods

At any rate, telecom companies need to realize they are in a jungle where idleness leads to instant failure. One thing’s for sure, these companies should apply the right strategies that will get them to generate as much qualified telecom leads as possible. This, of course, involves knowing which techniques can work out for the best.

Singaporean telecom companies should follow these simple rules for acquiring a good share of their market.

  • Adopt a multi-channel marketing campaign.

Telecom companies must consider using multiple marketing platforms in order to extend their outreach towards their target audience. In any case, engagement lies at the heart of any successful telecom marketing campaign and companies should know better than to ignore this fact. After all, establishing a multi-channel marketing campaign is unavoidable and companies have no other choice than to blend their telemarketing with a dash of social media and email. Read The Increasing Importance of Multi-Channel Marketing in Asia

  • Focus on the quality of your messages.

Getting your message across is one thing, but crafting the message in a way that stirs the interest of your audience is another. In fact, effective messaging is everything and marketers in the telecom industry should spend time knowing which talking points to use in order to capture their audience’s attention. With this, we can say that the quantity of messages is irrelevant. What matters the most is the idea that your messages jibe well with the needs of your prospects.

Related: 20 FREE Marketing Tools to Get your Brand Out There

  • Streamline your marketing and sales.

When we are talking about B2B, we need to set our minds on making it easier for marketing and sales to work together and come across viable solutions that will keep the sales pipeline fed with quality telecom leads. It might sound complex, but there is no other way for telecom companies to close more leads than to allow these two important departments to help each other out in terms of improving the lead nurturing as well as streamlining the qualification process so that the right leads are allocated the right amount of resources and attention.  

 

 

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Finding and Reaching the Right Buyers for your ERP Software
Top Trends in Lead Generation: A Field Guide for Fintech Startups
Facebook and Twitter Metrics to Track in 2018 [INFOGRAPHIC]

What are the challenges in seeking the right outsourced software lead generation services?

What are the challenges in seeking the right outsourced software lead generation services?

Do you have a good marketing strategy but still not getting enough software leads for your business? Lead generation campaign is a good way for software companies to nurture the prospect’s interest until they’ve reached the final stage of their buying journey.

For many software companies, outsourcing can definitely get them more high-quality leads for less. However, looking for the right outsourced lead generation service can be tough. Let’s face it! There are a lot of companies that are claiming they can provide the best lead generation service.

Here are the 3 challenges every software companies are facing when seeking for the right outsourced lead generation service.

#1) Having the right team (with appropriate skills and knowledge) to generate leads.

Software is hard to sell. You must understand how it works, as well as the evaluation and implementation process in order to know the right techniques as to when and how to sell to them based on their current needs. Not to mention the technical jargons that you need to be familiar with in order to understand your prospect’s language.

#2) Having a company with a good database.

When selling software, you need to look for the following people within the company.

  • An IT Manager, IT Team Lead, Head of the IT Department, CIO and CTO
  • Finance Manager, Financial Controller, Financial Director and CFO.

These prospects are the busiest person within their organization. Having a good database with their information is important to get hold of them easily. Information includes:

  • Complete name
  • Job title
  • Email address
  • Direct line/ extension number
  • Mobile number

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

#3) Keep tracking the result of your leads and appointments.

Every penny counts when doing a lead generation campaign. So when looking for an outsourced lead generation service, every software company is looking for a better ROI. Sure the buying cycle for software buyers may take years. However, it is best to keep track of your results – how many leads were converted into a sale, how many leads need to be nurtured, etc.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

When looking for a B2B Lead Generation Company to set up appointments for you, you need to find the right company that could deliver results. Here are the 3 questions to ask when hiring a lead generation service to know if they are the one that you’re looking for.

  • What is your process in generating software leads?

How they identify and qualify a lead is important. Having an experienced lead generation service means they already have a proven process that works for all software companies. You don’t want to receive leads that are not qualified, right?

  • How many software campaigns have you handled? How knowledgeable are they about software products and services?

Experience can go a long way. The longer they are in the business offering the same service means they have the experience and are already considered an expert in generating leads. This means they can provide you a better quality of leads.

  • What do they do on dormant leads?  

What is a dormant lead?

A dormant lead is inactive leads that can be nurtured and be active later on. These prospects don’t have an opportunity at the present but can be a good prospect when nurtured properly.

Buying software takes longer than other products. So most lead generation services require at least 3-month contract for software companies. Most of the time, they nurture dormant leads until such time that they are ready to discuss their plans. At the end of the campaign, they also provide dormant leads that they get during the campaign.

Looking for the right outsourced software lead generation service can be tough. So look for someone who understands your company and has the same goal as you are – to increase your sales and get better ROI.

 

 

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