Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen (Featured Image)

Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen

Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen (Featured Image)

In July 2018, Singapore has experienced a personal data breach of 1.5 million SingHealth patients. Prime Minister, Lee Hsien Loong was also greatly affected by this personal data breach. With about 160,000 patient’s worth of medical data as well as other personal information violated, it was later on concluded that it was due to lack of adequate cybersecurity awareness, resources, and training that resulted in the poor response to the cyberattack.  

As this cyberattack has been ‘Singapore’s most serious breach of public data’, the government has decided to implement several recommendations to combat and deal with this issue. It was also noted by some officials that there was a need for partnerships across the private sector and the government to increase the threat intelligence sharing and to achieve a higher security level. 

Moreover, the Singaporean government has announced to fund $30 million for the ASEAN-Singapore Cybersecurity Centre of Excellence so as to strengthen the country’s cyber capabilities and to be able to respond more efficiently to future global cyber threats.

Having a hacker not only tinker with highly sensitive personal information but also stealing it and doing with it as they please is a nightmare no one wishes to experience. Cybersecurity breach, however, is very real and many companies have experienced this to a degree and had to pay the price for it. The truth that everyone has to be aware of is that every business can be attacked or is already under attack, and if their cybersecurity is not strong enough they are going to most likely get breached one day or another. Not only will this cost the company eye-popping amount of money, but it will also affect and harm professional careers, personal lives, and business relationships.

With hackers making the digital world their playground, causing it to become a more dangerous space for sensitive information, it is crucial for cybersecurity to expand beyond the mere antivirus packages into a strong mix of devices, connections, and networks, blocking every entry for cybercriminals. 

What does this mean now for Cybersecurity companies?

There is not a more perfect time than now to do lead generation for cybersecurity as it is a necessity for every company in order to protect their data. Having said that, the chances that you are the only cybersecurity company offering its services especially now is very slim. With the increasing demand, many new cybersecurity companies are coming up as well. The challenge lies in standing above the crowd in both your brand awareness aspect as well as your brand’s credibility so that more people with gravitate towards your services. Remember that good cybersecurity also requires cyber defense so be sure that you can offer your clients both because only security is not enough. 

 

Tactics

Since there is a lot of competition out there on the market, how can you make sure that your marketing tactics are above theirs? Here are some tips that will help you market your cybersecurity services more effectively and make your audience aware of the need for one.

Content marketing

Blog posts are a great tool to use to pique your buyer’s interest as it is also an essential part of their own buying journey. Consumers will not buy unless they have read up enough on your services and how relevant they are to their problems. Think of their pain points and write about your solutions that you can offer them. Keep in mind that your content should be data-driven but also unique and educational wherein you can demonstrate how your product solves a security attack. Get creative with it and maybe even add a video to go along with your articles for your audience to watch. 

Another vein of content marketing is case studies. These have proven to be the most important and effective tools for B2B companies. This is great for businesses who are already aware of their pain points and are looking for the best possible solutions to them. Your case studies act as a form of educational testimonials, and so they will look into numerous case studies so your part here is to include as much data to show how your cybersecurity solutions have worked and impacted other clients’ issues and problems. 

Webinars

Yes, webinars are still alive and relevant to this day. For cybersecurity marketers, this is a great way to connect with your bottom-of-the-funnel leads. These webinar attendees already have an interest in learning more about the solutions you offer and most of the time they may have already done their own share of research. That is great as they will be very much interested and engaged in your presentation.

It may be costly to execute but think of it more as an investment. If your webinar is a success, then you can always make new content from the topics you have discussed during your webinar for future purposes.

 

More ways to improve your Marketing Campaigns

Data, data, and more data

As mentioned before, when companies are looking for a good cybersecurity service solution, they need all the facts that they can gather. So don’t be stingy with using your data for your marketing content. Your data is the key to get their attention and interest. 

Don’t exaggerate

Speaking of using your data as proof and additional information, also remember to not exaggerate. Always practice honesty about your brand’s success and its capabilities. Ultimately, your brand honesty is what’s going to convince your buyers to buy your products and drive in more positive feedback and customer referrals as time goes by. 

Easily accessible and easy-to-navigate

Do not complicate the process for your potential customers. The more complicated it is for our customers to navigate through your library of contents, the more likely they are going to stray away from your services.altogether. Make your content to educate them easy to access and navigate through by building an online library where they can view and go through them anytime. You may also want to include premium assets as well as they will highly appreciate that. 

 

Cybersecurity is crucial in this day and age, and no one is completely safe from them. As cybersecurity companies, it is your duty to educate and spread the awareness of its need to prevent more companies from suffering the same fate as many others have before them. 

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

Words are powerful.

Many marketers and salespeople will agree that by just simply switching out a couple of lines of copy, you can make or break any campaign that you are running.

However, which words are the most powerful?

In this guide, the power of words in sales is tested through the exploration of various keywords that grab the attention of your prospects.

 

1. “Thank You”

People like to be appreciated, and sometimes it’s all you need to get them interested in the message that you have. The phrase “thank you” appeals to a person’s heart, and it creates a personal connection to them.

The phrase “thank you” can be used in subject headers or on display advertising for powerful messages that depict how an organization appreciates people.

 

2. “Save”

There are a lot of great products on the market, but a lot of decision-makers or DMUs aren’t making the jump to your product mainly because of the cost involved. Sometimes, telling a prospect about the savings that they will make is enough to get them aboard.

 

3. “Limited”

This particular word creates a sense of urgency for your prospects to act quickly towards an offer that you have. It also develops the Fear of Missing Out (FOMO) effect. This effect moves specific opportunities in your sales pipeline faster since they are pressured to make a decision.

 

4. “Now”

Just like the word “limited,” the word “now” creates a sense of urgency and set the timeframe for the prospect. They are urged to act quickly and to prioritize your message immediately.

 

5. “Special”

The word “special” works just like the word “secret,” it creates the premise that what you are offering to the reader is something that you don’t contribute to anyone else. It allows people to feel like they are getting something significant.

 

6. “Secret”

It seems as if everyone’s been hardwired to want to know a secret. It suggests a feeling of exclusivity, power, and access to information that is not available to anyone else.

This is the reason why this particular word is powerful in getting prospects to look at your message. People want to have access to information that no one else has because it gives them an edge in their affairs.

 

7. “You”

A lot of marketers agree that one of the most powerful words that you can ever use is the word: “you.” The personal pronoun amplifies any copy efficiently by centering the focus of the message on the reader; it turns any generic advertising copy into a personalized message.

Creating personalized messages is one of the most potent ways that you can get through to a person. In fact, ABM (account-based marketing) – one of the most successful B2B strategies relies on personalization.

In fact, “you” is one of the most persuasive words you have in your arsenal.

 

8. “We” or “Together”

These two words emphasize cooperation between an organization and a prospect. The reason it works is that instead of emphasizing a transaction, it emphasizes collaboration and teamwork.

Your prospects know that they need to pay money to avail of a product or service from you, but by being able to rally them towards a higher purpose, you give them more than just a product but a solution.

 

9. “Exclusive,” “Members Only,” “Only for You”

People like to feel special, and by using these particular phrases, you make a prospect feel like an offer was made, especially for them. This increases their tendency to pay attention to the message that you have.

Remember, people pay a lot for exclusivity, and by giving it to them for free based on their relationship with your organization, you can connect with them further.

 

10. “Bestseller”

This is another word that emphasizes on FOMO. People do not want to be left out, and by labeling a product or a service as a bestseller, you create the impression that they need to have your solution.

 

11. “Tips” and “Discover”

These two words are powerful because they drive a sense of value in the message that you are sending to your prospect. They remind a prospect that they are getting information that is not available to anyone else.

It tells them that you are giving them an edge in what they are doing and that you are a knowledge leader in your industry.

A persuasive copy is one of the best ways that a campaign can be modified to make sure it is running at full efficiency. By choosing the correct terminology to use, a marketer can grab and sustain attention until the prospect is lured in.

 

Good ad copy and marketing content cannot be separated from high sales because they work hand-in-hand in capturing and sustaining interest. Once harnessed correctly, anyone can quickly and efficiently supercharge any sales pipeline that may have to go on for them at the moment.

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
Components of Lead-generating LinkedIn Profile Page

Components of Lead-generating LinkedIn Profile Page

Components of Lead-generating LinkedIn Profile Page

LinkedIn is undoubtedly the largest professional social network in the world, and a lot of people have been harnessing its power to generate new leads for their organizations. The question is: are you making the most out of your LinkedIn profile online?

Today we take a look at how you can amplify the power of your LinkedIn profile to generate leads for your business.

From optimizing your profile photograph to your write-up, we’ve got all bases covered. It’s time to take your LinkedIn lead generation campaign to the next level!

 

Profile Picture

One of the most essential parts of your LinkedIn profile is your profile photograph because it’s the first thing that a potential prospect will look at when browsing your profile page.

There is a lot that a photograph can do; it can convey emotion, personality, and at times, even trust. Faces have a psychological effect on people looking at them. In fact, there are also applications available that analyze your picture and show you what your emotions your face conveys.

You should take a headshot wearing clothes that you usually wear to work – to give them an impression of how you do business, and that you also wear a smile.

Trust us. It works.

 

Cover Photo

Your cover photograph also has to stand out; you don’t necessarily have to put something that is branded by your company — placing pictures that you have with other influencers in the industry, events that you have been a part of, or a photo of you in a city that you are geographically targeting for sales can make a difference in the way you are perceived.

Your profile photo conveys you as a person with all your emotions, while your cover photo backs up your claims.

 

Headline

Your headline is the second thing that your prospects read after they see your name. Now due to the limited character space, you really need to work your way around the limitations to stand out.

The best practice is for you to try and encapsulate everything that you do in just one line. One can skip formal titles such as: “Chief Blank Officer” and experiment using terms and additions such as “Growth Specialist | Head of Sales.”

Remember, the headline has to grab the attention of your prospect at the moment that they read it, but it has to be formal enough for them to know that you mean business.

 

Summary

Remember this.

“Your summary is not your resume.”

Time and time again, we’ve observed a lot of marketers using their summary section as their online resume, but this will not help you in the long run. Your summary page should be as it states: your summary.

This is where you can get creative with the type of copy that you want to use. You can promote yourself, but in a way that is engaging with your prospects. Don’t make it too long as you do not want to sound boring.

Add links to make them find out more about you, preferably on your organization’s website so that you can use your profile as a landing page for your company.

You can multiple links depending on where you want to send them or how you want to brand yourself, but don’t make it seem like you’ve turned your summary page into an affiliate page.

 

Recommendations

People giving testimonials about you are one of the more exciting ways that you can provide your profile some social proof. A lot of LinkedIn marketers recommend that you have at least four or five on your profile.

If you do not have any yet, call your old employer or colleague, maybe it’s time for you to reconnect with them anyway.

Just as a testimonial helps sell a product, a recommendation on LinkedIn helps sell you.

Remember that the profile that you have on LinkedIn is an extension of the brand that you have.

 

Complete Your Profile

The more complete your profile is, the more professional you look. Whether it be logos or simple additions such as your educational background, you need to be able to make sure that your profile is complete.

There is a difference between it being loaded and being complete; you don’t have to put every single that you did on your profile.

 

As you can see by merely applying a couple of these tweaks, you can make sure that your profile is ready to generate leads for you. This may seem to be a passive way to generate leads, but it’s part of your brand’s representation.

However, one must remember that it’s not enough that your profile is lead generating. You should also engage in steps to make sure that your lead nurturing efforts are up to par or greater than of the competition.

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

Lead generation is a unique way to uncover business needs and fire up interest in target customers by using relevant channels to shape up the sales pipeline. Over the years, marketers have relied on it in reaching their sales goals. However, some didn’t see the same effect in their marketing moves and reported the following as the worst lead generation tactics.

 

Telemarketing

Calling prospects to build up interest in a product or service may be over the hill, but for true-blue marketers, it remains to be one of the most effective lead generation practices until today. They find it a good way to proactively push an offer and receive immediate feedback from customers. Apparently, human interaction is one of its positive effects. 

Worst when: running a campaign with a non-targeted database that could hold your chances of catching the right decision makers and end up chasing the wrong buyer. 

 

Email Marketing

Among lead generation tactics, email marketing is hailed king. Lauded for its cost-effectiveness and versatility, email marketing enables you to reach, connect and engage a wide-scale targeted audience which helps build awareness for your brand and delivers measurable results. Like telemarketing, a well-profiled list is also key in lifting email KPIs. Thus, expanding your database aside from letting you create a deeper relationship with your target buyers.

Worst when: using an unhealthy contact list which may result in your email inbox crowned with bounces and invalids. 

 

Content 

There isn’t much required of content to be considered as converting other than it should contain a sufficient amount of data-backed information and setting expectations which brings in higher domain authority and increased conversion potential.

Worst when: your content missed to show substantial data that would address the needs and questions of your target buyers – not a single link clicked, no content shared or any form downloaded, which results in less product visibility in search engines and low web traffic. 

 

Company Website

A website is sure to drive traffic if it’s visually appealing, easy to navigate, search engine optimized and geared towards actionable information. 

Worst when: unresponsiveness and other reasons that cause your website’s underperformance can make your web visitors navigate away in 15 seconds after login. 

 

Landing Page

Before you can revel in impressive conversions from your lead generation campaign, you must first learn the art of generating leads with your landing page. Creative and compelling content that would cause visitors to give up their information in exchange of valuable data will allow you to generate insights about your target market, grow your email list and establish a stronger connection with your target audience. 

Worst when: your visitors don’t get enough answers and see no reason to navigate on your landing page. When this happens, you are likely to miss the 5-second chance to achieve 70% longer average sessions to convert visitors into possible buyers.

 

Events

73% of marketers who prioritize lead quality use in-person events for their lead generation initiatives. Whether it’s a masterclass or a trade fair, personally meeting your target customers will help you gain their trust, strengthen your brand message, boost visibility for your product and enable you to create a wider network of engaged customers, resulting in higher chances of conversion and a shaped-up sales pipeline. 

Worst when: hosting an event without a solid objective, taking up topics that are not relevant to your brand and missing to create a detailed pre and post-event program that can cause an overrun on your budget and customer dissatisfaction. 

 

Social Media

Knowing which social media platforms are best suited for your business will open doors to better engagement with your target audience, induce social presence and enable you to cross promote from one platform to another. However, these successes cannot be achieved by simply posting or sharing content on any social media app. You need to identify your ideal customer profile, define your goals and find your audience – be where they are, join their circles and speak their language. 

Worst when: opting to use an app without knowing the culture of each social media platform which could get you blocked or unfollowed. 

 

There are three factors that could cause the worst on a lead generation campaign: a non-targeted list, a non-compelling content and a lack of insight. But, ensuring the quality of data, creating relevant content and acquiring sufficient knowledge about your target market will bring out the best.

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
How to Score Your Leads for Better Conversion (Featured Image)

How to Score Your Leads for Better Conversion

How to Score Your Leads for Better Conversion (Featured Image)

Lead scoring prevents your sales team from wasting their energy on wasteful leads. Furthermore, a good lead scoring system helps your team understand if a particular prospect is most likely to buy, how much they’re going to buy, and when they are going to buy. 

Aside from this, you can also use lead scoring to:

  • Identify and focus on the leads that need nurturing
  • Understand your customers’ behavioral patterns and characteristics
  • Track your customer engagement and identify who are the most satisfied
  • Refine your messages for each segment

 

Is Lead Scoring Really for My Business?

As much as lead scoring has a lot of advantages, it does not necessarily mean that it is beneficial for every business.

How do you know if it is what you need at this point? 

If the following elements are present, then you need to have a lead scoring system in place.

  • You have enough leads — It doesn’t make sense to create a program if you don’t even have enough leads.
  • You already have a service level agreement in place — That means your marketing team already knows how much leads they need to pass on to sale every month, and your sales team knows how many leads they should follow up within the same time frame.
  • You have enough data — You need two types of data to create a lead scoring program — behavioral and demographic. Behavioral data comes from your analytics and lead management platform. It shows how each lead interacts with your website. Demographic data comes from your lead gen or conversion forms.

 

Creating a Lead Scoring System that Works

If the assessment above indicates you need a lead scoring system in place, then you need to create one. Let’s start by listing the steps and ingredients for an effective lead scoring program.

Criteria

How do you know if a lead becomes a customer? You should have a list of qualifications that will serve as your guideline. The qualifications might include their age, gender, region, etc. Once you create them, these criteria are already set in stone. 

Target Market

These are more specific because they include the qualities and characteristics of your target market. For example, if you are targeting teenagers, what kind of teenagers are they? Are they outgoing? What type of fashion do they like – emo, chic, sporty?

Your goal is to find people who fit the bill of your ideal customer, or people who look like your existing customers.

Your marketing and sales teams most probably have valuable insight to help you draft these qualities. After all, your marketing team does the research who they are while your sales team talks to them every day.

 Perfect Lead

What makes one lead better than the other? Is it because they belong to upper management? Is it because they have a certain budget size? Or is it because they arrive at a buying decision much faster than the others? This information allows you to determine how much score each lead should get.

 Lead Behavior

How does each lead behave when they visit your website or in your various channels? What do they do before they arrive at a buying decision? List down all the behaviors based on the data you have and assign a point value for each of them.

Lead Scoring System

Once you have identified the characteristics and behaviors of your ideal lead, it’s time to decide what system to use. It can be as simple as using a 1 – 100 scoring scale or something that has additional options but the point is, you have to stick to one system.

Adjustments

A lead system that works gives room for improvement. You should have a regular schedule to review and evaluate your system. Some point worth considering are:

  • Low scoring leads that end up converting – what were the steps that led to this?
  • High scoring leads but did not convert – what adjustments are needed to prevent this?

These situations are not consistently the same but your goal is to fine-tune your system so you can identify your best leads better. You will always find something new when you take the time to examine these leads closely. 

 

It is also unlikely to create a perfect lead scoring program immediately. But as long as the percentage of prospects who convert are higher than those who do not, that is enough proof that your system is working.

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore

How to Leverage Multiple Channels for you B2B Events in Singapore

How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore

We know the feeling of the months leading up to a B2B marketing event.

A B2B event is both exciting and challenging, there are so many things that you can do to leverage your marketing efforts in order to form powerful personal connections with your client-base and prospects. 

Today we examine how you can leverage multiple channels for your upcoming event and ensure your event’s success!

 

The Preparation

If you want to truly leverage multiple channels for your B2B event. It’s imperative that you start at the soonest possible time. Start the preparation a couple of months in advance with strategic pieces such as venue, speakers, and event marketing activities such as emails and phone calls already preplanned. A lot of things can go wrong in event planning so it pays to get everything sorted out at the soonest.

 

Social Channels

We’re not just talking about Facebook here, but a multi-channel approach on all the platforms that your prospects could be in. Whether it be LinkedIn or Twitter, you have to get the buzz out. It’s useful to note that you should start engaging the people who have already expressed their intention of attending on social media.

Try to hold mini-games, online contests or even distribute viral teaser videos of your event.

At the same time, the content that you are releasing has to be syndicated through your social media outlets as well. Do it on a schedule so that people won’t be overwhelmed with the amount of content you’re releasing.

If you have already engaged in one platform make sure you’re able to retarget on another one. This makes your social media strategy an omnichannel one.

 

Traditional Public Relations

The standard newspaper press release will help you out but it should not end there if you can secure a quick spot on the popular morning radio program, that will be even better. We tend to shy away from television advertising because they can get costly and might not reach your intended audience.

Do not underestimate the power of traditional media.

 

Invite the People That Matter!

Getting the right people involved can be difficult but along for months of prep time will allow you to connect with anyone. Make sure that the people who will be attending are aware of the presence of notable speakers.

If you find that you are having difficulty reaching a particular speaker, you can try to get to them using the current speakers that you have. This strategy works especially for people that you can’t seem to get ahold of.

 

Consider Regular Ad Placements

Magazine ad placements might be pricey but sometimes your target demographic still reads popular print media. If you have the ad budget for it, a B2B ad in a respected business journal would be great to boost your popularity, but sometimes even a magazine article is enough to get the word around without spending too many valuable resources.

 

Industry Connections

Do not think of your B2B sales even as just an event for your prospects, this is also an opportunity for you to socialize with your other industry connections. Sometimes you will find that having, for example, your suppliers present will make a big difference in getting other people to commit.

 

Content Marketing Through Other Web Properties

The content that you will be releasing during the process should have already been prepared and your blog should be constantly updated. This content should be syndicated with your social media accounts as we’ve mentioned earlier.

However, this is not just about producing blog posts. Aim for teaser videos, infographics, whitepapers, and other informative complementary content that can help.

 

Get Your Speakers to Help You Market (And Get the Right Ones)

Do not just concentrate on getting speakers on specific topics related to what you are offering, but get speakers with large followings that can contribute to the “big picture” sale. By doing this you can leverage their networks and create a more holistic event for all your participants.

Ask them if they can tweet about your event or help promote your other material through their online properties.

 

Get the Big Guys Talking

All of these efforts will have been in vain if the head honchos aren’t present. You have to be able to provide a unified front when it comes to event marketing because the spotlight will be on how the event represents the brand. 

The C-suite can be extremely helpful in this case because it shows that everyone is involved. Plus, they might have connections that can greatly benefit the entire brand.

 

Event marketing is one of the most powerful tools that you have in your arsenal because it allows you to personally interact with your prospects and long-term customers. However, it can get costly and it is important that you are efficient with the channels and approaches that you choose to leverage.

 

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+.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects
Components of Lead-generating LinkedIn Profile Page
B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
Must-have Qualities of Top Lead Generation Services Companies in Singapore (Featured Image)

Must-have Qualities of Top Lead Generation Services Companies in Singapore

Must-have Qualities of Top Lead Generation Services Companies in Singapore (Featured Image)

Long before social media networks discovered FOMO or fear of missing out, as a marketing strategy, Singapore had long been fixated by kiasu or the fear of losing out. It’s a survival instinct born of Singaporeans that embodies some kind of national character or pride, and not fear. To work harder to be ahead of others, that’s the kiasu mentality. It clearly explains how the Lion City became one of the primary business hubs and richest cities in the world. It’s a culture that top lead generation services companies in Singapore and APAC must possess, along with the following.

 

Author Best Practices

Best practice is finding and using a method that produces the best results in working to achieve business objectives.

B2B lead generation service providers must demonstrate the commitment to exceed their desired marketing and sales goals by creating targeted campaigns that deliver high converting leads and opportunities. 

By leveraging staff, tools and knowledge, they should be able to plan, execute and manage results-driven campaigns that will let you connect and engage with your target buyers, keep your sales funnel constantly filled with potential leads, fasten the sales cycle, increase both win rates and deal value, let you quickly adapt with developments and make you more informed with actionable intelligence. 

 

Be Credible

Before credibility is achieved, lead generation services providers must first gain the trust of their customers by adhering to quality standards. They must invest in sage tools and be well-adapted to the rapidly changing buying behaviours of your target customers. 

With the availability of sales and marketing platforms that can hone basic schemes into advanced, like the multi-touch, multi-channel program that includes voice, email, mobile, website, chat and social, lead generation services companies must be able to reach and engage your customers with the right message and at the right time. 

They should also remain objective to the breadth of the business from source to results. 

Data is the core of a lead generation workflow and plays an integral part in determining campaign results. And in order to achieve data integrity, your lead generation services provider must initiate data cleansing exercises such as cleansing/scrubbing, verification, deduplication, and data management. Once service quality and data integrity are worked out, you are ensured to benefit satisfied, as well as returning customers.

 

Is Highly Innovative

Innovation is a tool to drive businesses forward. Along the process through, failures may occur.

B2B lead generation companies must be consistently innovative. They should conjure an open mind to welcome challenges and at the same time allow new and fresh ideas to happen. To do this, they must solicit customer feedback through market research or surveys.

Customers have the first-hand experience of your product. They can tell whether your product has addressed their needs, made significant improvements to their process, or did not spring any change at all, and that makes them the most credible resource of answers to address challenges. 

And based on the data gathered, lead generation companies must be able to identify challenges and understand what’s important to your customers as well as keep up with the latest technological trends, to come up with innovative ideas for the business. 

 

The best lead generation service providers are those that possess the above attributes, and if you’re looking for one because you want new and proven effective strategies for your business, that’s good, you just want to be ahead of the game, you are being, kiasu.

 

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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5 Lead Generation Strategies That Work for Singapore Businesses

5 Lead Generation Strategies That Work for Singapore Businesses (Featured Image)

We have always believed in a cross-dimensional approach in doing things for businesses and sometimes some lessons can be learned from other industries. In this article, we take a look at 5 key strategies in B2B lead generation that are guaranteed to drive sales leads for businesses in Singapore and the Asia Pacific.

So read on and explore lessons that we all deserve to be familiar with.

 

Use Multiple Channels

Digital marketing requires cross-platform support and multiple platform exposure. From the number of social media channels available to the various types of digital marketing specializations available, the most important lesson we can get from digital marketing is that you have to be seen everywhere.

It is never enough that you are just available on Facebook or LinkedIn as there are many customers that can be gained from a multi-channel acquisition strategy. You will rarely find a digital marketing expert who will advise you to channel all your efforts into a specific social network.

Doing it this way allows you to spread the risk and resources that you have, but more importantly, it allows you to tap into different markets.

 

Personal Always Works

Nobody likes a general email. Digital marketers often aim to personalize each type of content that they release to the people that they aim to convince and persuade.

A number of experiments and examples are available on why personalization works, but here’s the bottom line: people like to feel special.

It is not enough that you cannot personalize services for your current customers, but you should also be able to personalize from the get-go.

You want to make the potential customer feel special and that you care about their needs right from the start of the connection. It could be referring to them by the first name – which isn’t hard given the multitude of applications that allow you to customize your email – or knowing a little about their spending habits.

Rarely will you find a digital marketer who will write a general email about their services. If you do, you’ll know that they are wasting both time and resources doing so and it is best to run the opposite direction.

 

Geographical Campaigns are More Effective

Are you confused about whom to target? Then, why don’t you start targeting from the local level?

It is a growing trend for businesses who employ digital marketing companies to take the hyperlocal approach to selling and marketing their goods and services. Hyperlocal (or just plain local) campaigns generate more because they are personalized to a group of people.

Also, if a chunk of your customers is in one geographical it also aids your logistical and customer care operation because you become relatable. Right now, every business’ aim is to be relevant, and the best way of going about this is to be relatable.

 

It Pays to be Informed

People who are in the subcategory of Search Engine Optimization (SEO) specialists know that overnight a search engine’s algorithm might change and cause market disruption.

This is why they strive to be informed about the latest trends in digital marketing to be on the safe side. It’s time that B2B learned these lessons. More often than not, most people in B2B feel assured of their status because of their perceived stability, but this can always change.

Staying informed allows you to predict, prepare and execute on changes that you feel are coming to your industry.

It does not only involve reading the news on your industry but finding out about your customers in general. Effective marketing is false if there isn’t any effective market research to support executable actions.

You need to know both the industry that you are in and the people that you have to cater to. This results in better business and better products and services.

The business has become so dynamic over the years that it pays to be in the loop!

 

Learn to Outsource

There will always be someone better than you. Lead generation and outsourcing are two of the biggest examples of how another company can perform better. A lot of digital marketers are not afraid to outsource to other people should these people be better in a specific aspect of their business process.

It’s the same thing with B2B, you’re not always going to be good in lead generation, so why they don’t you assign it to someone else. You save yourself from the capital of setting up and the savings in the time that you will spend generating leads is exponential.

In conclusion, you shouldn’t fear to learn from other industries, because keeping an open mind is one of the key foundations to success if you ask any successful company.

Think about your current pipelines and how you can secure multiple channels of acquisition by studying how other industries do it.

 

Author Bio:

Katrina Chua

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

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

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

Sample Cold Calling Scripts for Key Buyer Personas in Managed IT (Featured Image)

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.

Download your Sample Cold Calling Scripts for Key Buyer Personas in Managed IT eBook

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-Singapore-Lead-Generation-Services-Company

What to Look for in a Lead Generation Services Company

What-to-Look-for-in-a-Singapore-Lead-Generation-Services-Company
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+.

Drive your sales with more leads, meetings and data




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

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Sales Prospecting Masterclass Event Wrap-Up

Sales Prospecting Masterclass Event Wrap-Up

Sales Prospecting Masterclass Event Wrap-Up

Overview

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

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

Event Background

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

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

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

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

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

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

About The Topic

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

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

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

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

Event Goals and Strategy

We planned the event with two main goals in mind:

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

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

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

 

Pre-Event Stage

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

Objectives

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

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

Campaign

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

Attendee List

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

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

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

Event Page and Content Marketing Efforts

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

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

Sales Prospecting Masterclass for ICT Landing Page

Sales Prospecting Masterclass for Information and Communications Technology Landing Page

Email Cadence

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

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

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

LinkedIn Marketing

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

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

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

Phone Outreach (Call-to-Invite)

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

This was how we laid out the phone outreach cadence:

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

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

Paid Promotion

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

Pre-Event Results

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

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

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

 

Live at the Workshop

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

Objectives

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

On-Event Activities

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

Engagement and Promotion During the Event

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

The Actual Program

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

 

 

Results

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

 

Post-Event Follow-Ups

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

Objectives

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

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

Campaign

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

Email Survey

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

Nurture and Follow-up Activities

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

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

Results

Our post-event efforts produced the following:

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

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

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

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

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

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

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

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

 

Conclusion:

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

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

 

Author Bio:

Katrina Chua

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

Drive your sales with more leads, meetings and data




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

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Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts

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




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

Myths About Marketing and Sales Outsourcing in Singapore (Featured Image)
Event Marketing in Singapore: Trends to Expect by 2020
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