Lead Generation Archives - B2B Lead Generation Singapore

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

May 23, 2019/0 Comments/in Lead Generation, Telemarketing /by Katrina Chua

Managed IT providers know that they need to reach out to both IT and non IT decision makers to gain new customers. That’s because IT purchases are increasingly being decided not only by multiple people, but also across multiple business functions.

These trends highlight the critical role that targeted, one-on-one outreach plays in selling MSP solutions, and cold calling remains one of the best tools for the job.

That’s why we recently released a downloadable eBook that contains sample call scripts for finding and qualifying potential MSP customers. Each script is tailored for a specific buyer persona and includes a few helpful notes and comments.

The resource is available for download here. The rest of this blog post provides added insights to help you fine-tune your cold call pitch.

Who Makes Managed IT Purchases?

IDC reports that non-IT line of business (LOB) buyers now account for around half of technology spending. These are purchases made without the involvement or knowledge of an organization’s IT department.

Even when IT does get involved, LOB managers still hold a huge sway in the tech purchase process. TechTarget estimates that nearly 30% of buying decisions made by an organization’s IT leadership depend on inputs from non-IT staff.

This makes it clear that selling MSP solutions now needs to move past solely targeting IT decision makers. This underscores a growing challenge for MSP vendors that rely on reaching buying consensus with multiple stakeholders to close deals.

Not only do LOB managers’ priorities and pain points differ from those of IT decision makers, but these two buying groups often disagree about key items on the IT buying checklist.

What’s also important is that these divergences have a huge impact on how MSP buyers start their purchase journey. This means that connecting and building relationships with stakeholders require messaging that takes these gaps into account, even in the initial stages of the buying process.

Targeted Cold Calls to Key MSP Buyer Personas

Targeted cold calls make up a vital layer of touch points for proactively reaching out and engaging potential MSP customers.

Cold calling works well for top-of-funnel outreach activities since it enables one-on-one conversations that prepare prospects for the next stages in the sales cycle.

For complex-sale products like managed IT solutions, cold calls help move contacts from initial awareness to active leads.

With the MSP prospect pool growing to include more and more non-IT decision makers, your cold call messaging strategy also needs to capture this new audience.

One way to refine your outreach message is to segment potential stakeholders based on buyer personas and then tweaking your cold call pitch accordingly.

In most technology purchases like managed IT solutions, key decision makers consist of four buyer personas (although the number can certainly increase, depending on the complexity of your sales cycle):

End User: These are typically non-IT LOB managers of departments and business areas that stand to benefit the most from your offer.
Influencer: These are mid- to senior-level decision makers that drive purchase decisions.
Technical Buyer: These are IT-focused specialists that can block a purchase if it doesn’t meet their requirements.
Economic Buyer: These decision makers oversee the budget and give the final go-ahead for a purchase.

End User

In MSP sales, the end user buyer persona consists of non-IT LOB decision makers that oversee specific functional business areas that directly benefit from your solution.

End users have the most to gain from your offer. That’s why they tend to be your biggest advocates in your target accounts. That is, if you can find a way to build a relationship with them early on in the sales process.

LOB decision makers care about business outcomes rather than product specifics. If a product solves a real problem, the results matter more to them than the underlying details.

According to professional services automation provider Promys, the decision-making process that LOB managers follow typically includes:

Decide if there’s a specific problem
Determine if the problem is worth devoting resources to
Identify possible ways of solving the problem
Pick out the “best” way
Look up vendors that provide the “best” solution
Choose the “best” vendor

Influencer

Even though buying decisions have now become more distributed, the process is still significantly driven by stakeholders that span different business areas and functions.

These decision makers have a huge influence on the buying process and help move the deal forward. That’s why they’re typically labeled as “influencers.” They commonly consist of mid- to senior-level managers that directly handle your target LOB prospects.

Influencers look for strategic impact of MSP solutions instead of operational or technical details. They’re more into seeing how your offer fits their big-picture goals of growth, profitability, competitiveness, industry trends, disruption, etc.

That’s why your cold call messaging strategy needs to achieve the below three key points. These ensure that your pitch will be able to capture influencers’ attention and obtain the response you want:

What does your offer bring to the organization?
How can you earn your prospects’ trust?
What line of fresh thinking can you offer?

Technical Buyer

The rise of the LOB buyer hasn’t made the IT department irrelevant in MSP purchases. The risks and limitations associated with shadow IT (such as interoperability, security, resilience, etc.) still support the case for IT’s close involvement.

While technical buyers typically don’t have final authority over tech purchases, they do have the power to reject a potential managed IT proposal. The goal when reaching out to technical buyers is to make sure they don’t shake their head sideways at your offer.

When crafting a cold call pitch aimed at technical buyers, it’s important to keep the following points from Lean B2B in mind:

They have in-depth and specialized expertise in your field.
Their main concern is to verify whether your solution really does what you claim it does.
They focus on the measurable and quantifiable items of your offer.
They look for details on usage, testing, deployment, and maintenance.

Economic Buyer

The persona that has the final say in MSP purchases is the economic buyer. In fact, most marketing experts consider economic buyers as the “ultimate decision maker” because even if everyone else says yes, it’s the economic buyer’s approval that determines whether a purchase happens or not.

Economic buyers can be a single person or a committee that directly controls budget and spending. The larger the deal size, the more senior the economic buyers will be involved. Smaller purchases commonly require only the approval of managers lower in the org chart, while deals with six-figure price tags can involve a board- or C-level evaluation committee.

The key to winning economic buyers over is to deeply understand the things that tend to make them say yes:

Finding the best-fit managed IT vendor for their organization
Ensuring long-term stability of both the MSP provider and the working partnership
Knowing the vendor’s approach to risk mitigation
Verifying different proof points about a vendor’s ability to deliver
Being able to objectively weigh costs against benefits

Conclusion:

Now more than ever, cold calls help MSP vendors reach and connect with the different decision makers involved in the purchase process. But this requires refining your MSP pitch to make it more relevant to what each decision maker actually cares about.

To see how to put this strategy into action, check out our latest collection of cold calling scripts for various MSP buyer personas.

Turn cold MSP leads into sales meetings. Get your free sample scripts now.

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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What to Look for in a Lead Generation Services Company

May 8, 2019/0 Comments/in Lead Generation /by Katrina Chua

How do you find the perfect dessert for your coffee flavor? Here are some tips: espresso works well with chocolate cake, cappuccinos with ice cream desserts, lattes taste really good with cookies, cafe au lait pair best with coffee-flavored desserts, cortado with choco chip cookies, mocha with brownies, while black coffee becomes more flavorful with cheesecake. However, if your palate prefers another dessert apart from the above mentioned, go ahead and experiment. Just never do in finding the right lead generation services company for your business, otherwise, every dollar you invested will be jeopardized.

Here’s a list of what to look for in a lead generation services company:

About Us

If you are looking at a list of providers, peep into each of their website’s About Us page and look for:

what core services do they provide
briefings on their work processes.
you must find tenure or the number of years they have been in service
business expansion
number of employees
and the number of campaigns they have rolled out over the years.

Services

The next best button to click is the Services page. Make sure that you see lead generation service or appointment setting when you land on this page, and which of course must come with WIIFMs in bullets:

Provide you with qualified sales opportunities
Help you reach and engage potential customers
Boost your conversion and close rates

Be able to gauge the company’s work efficiency via their website. Check if they have links to industries they have served, special processes, contact information and other services, or CTAs like booking an appointment, consultation, chat and request for pricing box.

In the same page, you also must see infographics of their their core processes and tools

Clients

In the Clients page, you’ll be able to get to know the service provider better by:

checking which industries they serve to see their market reach
see a list of specific, and probably prominent brands they have served
case studies
ebooks
demos
slides
brochures
videos

Blogs

And yes, discover tips, tactics and best practices from the said provider by reading through their blogs. Look for someone who carries out different topics like:

what’s trending
lead generation tips and tactics
growth hacking articles
telemarketing tips
email marketing do’s and don’ts
social media
content marketing
news and updates

With the above checklist, you’ll certainly find the right lead generation services company for your business.

Now, settle down and enjoy some nice combo of a cup of irish coffee and apple pie!

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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Sales Prospecting Masterclass Event Wrap-Up

April 29, 2019/0 Comments/in Callbox News and Updates, Lead Generation /by Katrina Chua

Overview

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

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

Event Background

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

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

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

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

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

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

About The Topic

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

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

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

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

Event Goals and Strategy

We planned the event with two main goals in mind:

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

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

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

Pre-Event Stage

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

Objectives

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

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

Campaign

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

Attendee List

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

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

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

Event Page and Content Marketing Efforts

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

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

Sales Prospecting Masterclass for ICT Landing Page

Email Cadence

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

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

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

LinkedIn Marketing

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

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

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

Phone Outreach (Call-to-Invite)

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

This was how we laid out the phone outreach cadence:

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

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

Paid Promotion

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

Pre-Event Results

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

104 total registrations
57 confirmed attendees
55% RSVP rate

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

Live at the Workshop

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

Objectives

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

On-Event Activities

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

Engagement and Promotion During the Event

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

The Actual Program

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

Results

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

Post-Event Follow-Ups

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

Objectives

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

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

Campaign

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

Email Survey

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

Nurture and Follow-up Activities

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

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

Results

Our post-event efforts produced the following:

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

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

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

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

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

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

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

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

Conclusion:

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

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

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

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Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

April 24, 2019/0 Comments/in Lead Generation /by Katrina Chua

If you have solid reasons to outsource your marketing needs like struggling to find qualified advertising employees or lacking the funds to hire full-time staff, then it’s time to decide. Below are 4 marketing activities your business should consider outsourcing:

1. Event Marketing (Pre-event and/or Post-event)

There is so much to do before, during and even after a marketing event, but getting everything checked on time is sure success.

Know who your attendees should be
Roll out a press release with members of the media to widely spread your message
Get social by utilizing social media networks to post updates and information about your event
Go Live. Aside from going live during the main event, they may conduct a live update on what’s been accomplished so far and to hype your audience’s excitement.
Create pop-ups and landing pages for easy tracking of who has received your message and who may have queries regarding the event.
Send message through email
Create FOMO (fear of missing out) via a very good content to get your audience more interested to attend

This visual guide lists down 25 must-track event marketing KPIs to make your event count

2. Data Profiling and Lead generation

An effective data profiling and lead generation program must utilize the following channels in order to reach out to prospective customers:

Email
Voice
Mobile
Social
Chat
Website

3. Appointment Setting

If you think you are less skilled on getting prospects to say YES to a meeting , hire a provider who has the knowledge, right skill set and confidence to do the job on your behalf.

An appointment setting campaign must kick off with a customer profiling to ensure list of contacts is accurate and updated before being called
Multi-channel marketing process will help reach the right prospects at the right time
Offline tasks like reports and feedback about campaign status will provide you a clear picture of your campaign status
An open communication line between you and your provider will help keep a smooth campaign flow
Service providers have ready options and alternatives which could easily address campaign challenges challenges, but would always take your decision as final.

4. Phone Surveys

Data is an integral part of a business. You will never know how you fare in the industry if you do not have the right information on your hands on who uses your product and who doesn’t, and why. Data gathering is done in different ways, but phone survey is the most utilized.

Phone survey is less expensive than face-to-face
Employs trained interviewers
Data gathered is more insightful as moderators can easily probe on respondent’s answers
Easy to conduct

Merely outsourcing your marketing activities would not guarantee best results, but having the right one in place will do.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

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Winning High-Value Accounts with Multi-Channel ABM

April 11, 2019/0 Comments/in Lead Generation /by Katrina Chua

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

Targeted 6.3x more tier 1 accounts
Booked 17x more meetings
Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

In short, multi-channel ABM sets the stage and opens doors for Andrew.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

What to Look for in a Lead Generation Services Company

Sales Prospecting Masterclass Event Wrap-Up

Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

Best Practices for Writing Effective B2B Lead Generation Emails

April 10, 2019/0 Comments/in Email Marketing, Lead Generation /by Katrina Chua

When we discuss the effectiveness of different marketing strategies for lead generation campaigns, it’s hard to defy email marketing among all other tactics. Statistics show that email marketing was able to set a towering status for itself in the last decade, $44 ROI for every dollar spent, open rates at 68% and 174% conversions generated than social media, are just a few of the success numbers that email marketing contributes to businesses; the reason why regardless of how many newcomer strategies invade the B2B market, email marketing remains to be the most significant. Below are the 7 tips for writing effective B2B lead generation emails which can help your business count in.

One Target

Don’t just send anything to anybody or your unread email would get dumped easily, rather profile your target recipients for a specific send out activity, containing one message, but expect to receive varied replies and questions. The results will then determine your next actions steps in the process.

Personalize

Personalize your emails is the experts’ advice. This will save your emails from diving directly to the trash or spam folders especially when you’re sending in bulk. As mentioned above, you will be sending one message, but your individual responses will draw the essence of personalization. Gusto.com suggests some email platforms that you can utilize for bulk emails (like 100, 200, 300 or 500 per day), but are personalized like the first names:

CTA (call to action)

No matter how flawless your email template is, but if there is no single call-to-action button utilized in it, you are less likely to receive a response from your recipients. Include at least one CTA button in your email templates like a link to your company’s website, downloadable forms or registration page. This would increase the chance of getting higher conversion rates.

Subject Line Rules

Avoid commanding your recipients to open and read your email, rather get them interested, fussed or intrigued by using functional subject lines that convey an idea.

Short, Focused

Ideally, a lead generation email containing 50 words, complete with introduction, body and one CTA, is enough to grab your recipient’s attention from his 5-minute break to read your message and send a short reply. And with just one CTA to click, your email would look neat and undemanding to the reader.

Avoid Too Many Attachments

Too many attachments to open or access in your email might get your recipient bored and tired. It is best to attach just one or two files in your email for quick browsing.

Lastly, Proofread and Respond Promptly

Read back, check for errors, you might have attached the wrong file or the wrong link, so reread to make sure that you have written the right message (in the body) for the right person (To:) at the right time.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

Winning High-Value Accounts with Multi-Channel ABM

Best Practices for Writing Effective B2B Lead Generation Emails

Lead Generation Strategies for Accounting and Tax Consulting in Singapore

March 21, 2019/0 Comments/in Lead Generation /by Katrina Chua

Engaging prospects on a personal level is essential to any business, whether startup or stabled, big or small, business to consumer or business to business, to build lasting and trustful relationships and grow sales. This is why lead generation, despite its foes’ press releasing its death, continue to thrive and is still regarded to be one of the many ultra practical marketing tools in growing a business by most industries like accounting and tax consulting.

Lead Generating Websites

Alibaba.com, eWorldTrade, Manufacturers & Suppliers Directory, manta.com, DHgate.com are some of the top b2b websites. Although these are not fully designed to generate leads but are the best go-to online help for your clients to better understand your value proposition, download collaterals, and request information.

Pay Per Click

This tool is proven to drive traffic to your website, giving you the opportunity to choose your audience based on demographics (location, language, and device). PPC campaigns are cost effective as you only pay when a user actually clicks your link and can be set up to measure effectiveness to determine returns on your PPC efforts.

Search Engine Optimization

‘Google it’ would be the answer to someone who asks a question, and as long as clients are on their computer or have their smartphones handy, SEO tools are there to help. Search Engine Optimization tools let you perform keyword search, competitor analysis, backlink research, content research, page rank tracking, and backlink tracking.

Online Networking

Online networking can produce the reputation and referrals associated with traditional business networking. Expect to get results in proportion to the level of your investment of time and attention.

Webinars

Long, expensive and time-consuming travels are off the agenda. A computer, internet, and substantial information about your products and services will get your message to your target audience free of charge.

Industry Research Reports

IRRs let you gain a better perspective and understanding of your market, identify potential threats and get you into your competitor’s world, as well as discover their strengths and weaknesses.

E-Newsletter

E-newsletters can get you significant number of leads and could be a great way to nurture existing leads in your database. It’s also a medium to disseminate information and offers for some firms. You’ll be able to build a subscribers list if you have quality content that would make readers look forward to your content, and not set them as spam messages.

Blogging

People blog to express ideas or share information, but some do it to make money, build their network or gain exposure. Although blogging doesn’t generate direct leads, it is still considered by marketers as an essential tool in directing traffic to websites.

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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Lead Generation Strategies for Accounting and Tax Consulting in Singapore

Sales Prospecting and Lead Generation for SAP ERP Solutions

Sales Prospecting for BI and Analytics Software Companies

Sales Prospecting and Lead Generation for SAP ERP Solutions

March 12, 2019/0 Comments/in Lead Generation /by Katrina Chua

They say that SAP ERP buyers are the hardest to close a sale with. Well that may be true since an ERP is a business’ major investment, and it’s but proper for top-level executives to be cautious in choosing and implementing the best ERP for the business. Here is a short list of tips to help you go through generating leads for SAP ERP solutions.

First, Hear Your Client

Know what they need, what they want, then create the best project proposal that would address their concerns. Remember, you are not just selling a household appliance to the client, but an investment that would eventually become an integral part of a business. Focus on long-term impact.

Profile Your Target Customers

Find, profile and reach the right customers for your ERP by interacting with potential buyers. Research and back yourself up with substantial data as this will provide you with considerable insights into the ERP market and trends. Get to know the prospect’s buying behaviour.

Exemplify The Risks

The benefits are given, and no matter how often they hear and see the same positioning, they would always expect you to present what’s in it for them from your product. Share the possible risks of not implementing an ERP like utilizing staff to spend extra time on routine administrative tasks, persistent problem of wrong data entry and confining in disadvantage behind competitors.

Emphasize Cost Savings

Cut costs, maximize revenue, is what every top-level management wants to happen in a business. Highlight the cost aspect by giving sample data to your client; and that an ERP allows staff to work efficiently which results in higher productivity, leading to more profit for the business.

Show Streamlined Process

Not all the big bosses have the idea of how tortuous your existing financing, accounting and inventory process is. It is best to demonstrate how all these repetitive tasks put lots of time and money to waste, and how an ERP would change and improve the process once in place.

Describe The Implementation Process

Not everyone in the pack of executives is tech-savvy so explain the step by step process of the project implementation from start to finish, and even the after work routines, in case you need to do so. Usually, they would be concerned about the disruption of operations during the implementation process.

(Digitalist)

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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3 Lead Magnet Ideas to Grow Your Sales Pipeline

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How Manufacturing Leads Find and Research Solutions [INFOGRAPHIC]

Sales Prospecting for BI and Analytics Software Companies

March 5, 2019/0 Comments/in Lead Generation /by Katrina Chua

Crafting an elevator pitch which you practiced for hours just to appear confident and knowledgeable before the prospect, though might help, may not be the best selling strategy these days anymore, especially when you’re selling Business Intelligence and Analytics Solutions. So, what’s the best way to get your point across and win the sale?

Identify Your Target Market

Business intelligence and analytics solutions’ best market are medium-sized businesses with at least $50 million in sales. Such technologies are much appealing to professional services, wholesale and logistics, including manufacturing industries and companies that require visibility into financial market data using multiple currencies.

Identify The Customer’s Business Need

You just don’t sell any platform to any client as that will put everything you do to waste. If they’re the kind of business with a time-sensitive approach which requires real-time data in order to make fast decisions, and where every line manager ought to respond at once at every matter, then cloud begets the most advantage.

Provide a Holistic Business Package

Always bear in mind that your clients do not decide outright on an offer but rather gather several proposals from providers and choose which one would best serve their need. So make sure that your package includes all the possible resources that the business requires: data maintenance, hardware, and infrastructure, as well as infrastructure management and cost around security, storage, backup and recovery.

Know The Strength And Weakness Of Your Product

Be ready for any question your customers would ask, and the most common would be data security. It is best to provide customers with information and show them how you do the hosting. Bring the subject into the discussion table with company stakeholders like COOs and CEOs. However, if the big guys aren’t that tech-savvy then help them navigate through the system.

Expect Special Requests

If customers request for a specific location for data in the cloud BI systems, channel this via SAP, where the capability to perform when they need it can be found.

Prepare Add Ons

Customers would always get their money’s worth – extra services, freebies, etc. Wholesale distributors’ supply chain range from simple to complex. However, Sap is not tacked with the enterprise version into the SMB product but can be filled with Host Analytics or Arena to provide the same BI cloud product as that of an enterprise-grade.

Do An Extra Mile

Every time you sell a system to a customer consider cost vs value, deployment timing and functionality. It would also add value if you could provide a system that requires lesser administration and management.

Intelligent selling does not mean getting the customer to sign up and purchase your BI and Analytics Solutions but providing them with tools and systems that would take their business at its most competitive level in the future.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

What to Look for in a Lead Generation Services Company

Sales Prospecting Masterclass Event Wrap-Up

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3 Lead Magnet Ideas to Grow Your Sales Pipeline

February 27, 2019/0 Comments/in Lead Generation /by Katrina Chua

Driving tons of leads into your sales pipeline will not guarantee expansion and growth to your business, but filling it up with high-quality leads that were filtered using the right tools and strategies and profiled and nurtured by the right representative, is a sure win.

The Lead – Acquire high quality leads thru predictive analytics

The quality of leads generated and the effectiveness of the marketing message are two important factors that affect conversion rates. Each lead must be viewed differently, and this is where lead scoring helps out in the process. It enables businesses to identify which leads convert quickly and which are not, minimizes conversion decay during the early stages of lead generation process and lets you determine the best converting demographic to create a more holistic messaging for your target customers; more so, giving you granular insights into customer behaviour.

(Innovation Enterprise)

The Rep – Consider outsourcing B2B lead generation options

If you have not done it yet, you might ask “why would I let other people look for customers for me’? That’s fine, but if you think you have too much on your plate or feel like running out of fresh ideas and strategies, then consider outsourcing your B2B lead generation campaign.

However, make sure to consider someone who has expertise in your specific market (with case studies to back their credentials up), sets smart expectation (how many leads in a week, month), with well-trained representatives and utilizes multi-channel solution toolkit. Outsourcing b2b campaigns will save you time, increase efficiency and expand your marketing horizons.

(Forbes)

The Tool – Engage in content marketing

There are many different lead generation tools in the market that you can employ. Each of these tools claims effectiveness and promises success to your business. However, you have to take one at a time to gauge what wonders such a tool could do to boost your sales pipeline.

Content marketing for one can deliver your brand by way of educating your audience and not pitching a sale. As most customers now read labels and brochures before they buy a product, it is imperative that you are able to distribute content via all available channels accessible to your target customers like email, blogs (Tumblr), videos (youtube), photos (Instagram), and podcasts. Create contents that would get your target audience to engage with your brand instead of boring PDFs with lame reasons why they should purchase.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

How to Run a Successful Marketing Campaign (Lessons from KFC)

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Actionable Competitive Analysis Tips for your Sales Prospecting Campaign

February 20, 2019/0 Comments/in Lead Generation /by Katrina Chua

There are a lot of ways to win some leads and clients from your competitors. In fact, by just by being around them can keep you head-to-head in the competition or even get you ahead of the track.

However, the game requires more than just having an afternoon coffee or watching ball games with your competitors – secretly watch their webinars, browse their website, follow their blogs and do a competitive analysis are some of the further steps you need to take. These semi-stalking tactics may look very striking, however, still, may not guarantee success with every lead you poach. So here are some key competitive analysis tips to help you get new leads and clients.

Follow Them

You’ll surely cross paths with your competitors in events or trade fairs and or even randomly bump into them in some restaurants, but such won’t make an impact on your goals. Following their trace, strategically, is what will help you out.

Convince&Convert suggests:

Uncover the keywords your competitors are targeting for paid and organic search, and use this information to identify any keyword they are currently missing
Analyze their ranking against keywords using tools that can track your progress against them
Research their most shared content
Stay alert for new content and track the traffic for each
Track new links as these might lead you to some more important information
Monitor their social activity
Read their blogs and newsletters

Be in the places they frequent

While Inc says get involved with the things your competitors engage with.

Gather both online and offline research and studies from reports like Gartner about your competitors and see which tactics are doing well for them
Pick interesting facts about your competitors via social media
Speak to new customers and find out which or who they used before and maybe probe on why they switched to you
Learn deeper about your competitors by joining industry associations, trade shows, and conferences
Get some information from your suppliers
Hire people from your competitor or better yet hire your competitor
Watch who they hire and profile the potentials
Conduct a survey to get comprehensive reports of all industry players
Call them and talk to them directly. Know how to play “who” in the game

Tie up with them

There’s no better way to know your competitors than working with them.

Join them in a charity work
Collaborate business potentials with and enter a new market
Work together to cross up-sell – your core product and your competitors’ accessories may set a new trend in the industry

And as the Godfather said: “keep your friends close, but your enemies closer”, now how’s that for a business strategy?

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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

What to Look for in a Lead Generation Services Company

Sales Prospecting Masterclass Event Wrap-Up

Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

How Manufacturing Leads Find and Research Solutions [INFOGRAPHIC]

January 22, 2019/0 Comments/in Lead Generation /by Katrina Chua

Technical buyers, like engineers and other industrial professionals, hold a huge influence over the purchase process in the manufacturing space. That’s why converting manufacturing leads into customers requires the right messaging approach tailored for a technical audience.

But today’s buyers control much of the purchase process and determine which path to follow toward a buying decision. This makes it absolutely crucial to ask: How do manufacturing leads search and evaluate potential solutions?

The below infographic helps answer this question by highlighting the latest research on technical professionals’ content consumption and behavior. Many of these findings are based on IEEE GlobalSpec’s 2017 Smart Marketing for Engineers report.

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

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