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A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

Callbox’s second “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop is just a couple of weeks away.

The free live event will happen on June 21, 2019, @JustCo 6 Raffles Boulevard, Marina Square.

Seats are filling up fast! But there are few more remaining open for reservation. Click below to reserve.

The upcoming “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” is a second among a series of masterclasses that Callbox will hold this year.

It will equip ICT sales and marketing decision makers with the knowledge and tools to get better results from their prospecting efforts.

Moreover, the masterclass will substantially address the need from ICT sellers to develop a complete, coherent and consistent prospecting program that works in today’s ICT buying landscape.

Being able to compete with ICT customers’ purchase behavior brought by the rapid technology innovation and adapting new sales and marketing processes to keep up with the development were some of the key takeaways that Innobay and Fluxym got from our first “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop last March 29, 2019.

Get an in-depth account behind how we planned, prepared, and executed our first workshop that exceeded our goals and expectations.

And in the coming workshop on 21st June 2019, Callbox’s CEO, Rom Agustin, and Creative Director for Marketing, Charmaigne Española, will share practical insights on effective sales prospecting in the ICT industry, covering every important detail in the process:

  • Pinpointing ideal ICT buyers
  • Capturing Crucial Prospect Information
  • Segmenting and Personalization
  • Ranking and Prioritizing Prospects
  • Nurturing and Converting Prospects
  • Case Studies on Effective Sales Prospecting

At the end of the workshop, ICT sales and marketing leaders will take away a holistic knowledge on modern sales prospecting program loaded with high-level content on industry best practices and real-world examples, that will allow them to:

  • Gain a solid understanding of the modern B2B IT sales process
  • Know each component in the IT sales cycle inside-out
  • Become proficient in various ICT prospecting strategies

 

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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A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop

A Couple of Weeks Away to Callbox’s Second Sales Prospecting Workshop (Featured Image)

Callbox’s second “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop is just a couple of weeks away.

The free live event will happen on June 21, 2019, @JustCo 6 Raffles Boulevard, Marina Square.

Seats are filling up fast! But there are few more remaining open for reservation. Click below to reserve.

The upcoming “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” is a second among a series of masterclasses that Callbox will hold this year.

It will equip ICT sales and marketing decision makers with the knowledge and tools to get better results from their prospecting efforts.

Moreover, the masterclass will substantially address the need from ICT sellers to develop a complete, coherent and consistent prospecting program that works in today’s ICT buying landscape.

Being able to compete with ICT customers’ purchase behavior brought by the rapid technology innovation and adapting new sales and marketing processes to keep up with the development were some of the key takeaways that Innobay and Fluxym got from our first “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop last March 29, 2019.

Get an in-depth account behind how we planned, prepared, and executed our first workshop that exceeded our goals and expectations.

And in the coming workshop on 21st June 2019, Callbox’s CEO, Rom Agustin, and Creative Director for Marketing, Charmaigne Española, will share practical insights on effective sales prospecting in the ICT industry, covering every important detail in the process:

  • Pinpointing ideal ICT buyers
  • Capturing Crucial Prospect Information
  • Segmenting and Personalization
  • Ranking and Prioritizing Prospects
  • Nurturing and Converting Prospects
  • Case Studies on Effective Sales Prospecting

At the end of the workshop, ICT sales and marketing leaders will take away a holistic knowledge on modern sales prospecting program loaded with high-level content on industry best practices and real-world examples, that will allow them to:

  • Gain a solid understanding of the modern B2B IT sales process
  • Know each component in the IT sales cycle inside-out
  • Become proficient in various ICT prospecting strategies

 

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+.

Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
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Sales Prospecting Masterclass for ICT (Jun 21) - Featured Image

Callbox to Hold Second Sales Prospecting Workshop for ICT Companies in SG

Sales Prospecting Masterclass for ICT (Jun 21) - Featured Image

Callbox will be hosting its second free workshop titled “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” on June 21, 2019 @ JustCo, 6 Raffles Boulevard, Marina Square, #03-308, Singapore 039594.

This live event aims to equip ICT sales and marketing leaders with the knowledge and tools to get better results from their sales prospecting efforts.

With the huge success of the first “Sales Prospecting Masterclass for Information and Communications Technology (ICT)” workshop last March 29, 2019, the Callbox team concluded to put up another masterclass that would address a clear need from ICT sellers to develop a complete, coherent and consistent prospecting program that works in today’s ICT buying landscape.

Technology has dramatically changed ICT customers’ purchase behavior, and ICT sellers must be able to compete with this change by adapting new sales and marketing processes to keep up with the development.

However, despite technology breakthroughs in tool utilization and process optimization, 53% of ICT sales and marketing leaders admit that the inability to generate enough qualified leads through prospecting is still the top barrier to reaching goals.

In the second sales prospecting masterclass, Callbox’s CEO, Rom Agustin, and Calbox’s Creative Director for Marketing, Charmaine Española, will share practical insights on effective sales prospecting in the ICT industry, covering every important detail in the process:

  1. Pinpointing ideal ICT buyers
  2. Capturing Crucial Prospect Information
  3. Segmenting and Personalization
  4. Ranking and Prioritizing Prospects
  5. Nurturing and Converting Prospects
  6. Case Studies on Effective Sales Prospecting

At the end of the workshop, ICT sales and marketing leaders will take away a holistic knowledge on modern sales prospecting program loaded with high level content on industry best practices and real-world examples, that will allow them to:

  • Gain a solid understanding of the modern B2B IT sales process
  • Know each component in the IT sales cycle inside-out
  • Become proficient in various ICT prospecting strategies

 

The event is now open for registration. Click the button below!

Reserve your seat

Callbox Sales Prospecting Masterclass, The ABM Approach, Reached, Connected and Engaged (Featured Image)
We’re Halfway to Callbox Sales Prospecting Masterclass (The Account-Based Marketing Approach)
Callbox to Hold 3rd Sales Prospecting Masterclass for Sales and Marketing Leaders (Featured Image)
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+.

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Asia’s Top Digital Marketing Events in 2019

Asia_s-Top-Digital-Marketing-Events-in-2019

What’s 2019 got to offer to the tech industry? Let’s find out what’s hot and new in the digital world by peeping through the list of the upcoming top digital marketing events in Asia this 2019.

 

Cybersecurity

  1. A cybersecurity summit was held in Bangkok Thailand last January 21-23, 2019, which is called CPX360. The summit featured up to date intelligence on global threats by leading cybersecurity experts.
  2. cybersecurity

  3. While Cybersecurity Xchange 2019 on February 17 to March 1, 2019, in Kuala Lumpur, Malaysia is a 3-day event that will showcase the latest cybersecurity trends, like effective cyber resilience and leverage on the efficiency of AI, machine learning and blockchain.
  4. Further ahead this year, on December 6-8, 2019, ‘Cyber Security Indonesia’ will hold discussions on the world’s largest source of cyber attacks in Jakarta.

 

Emerging Technologies

  1. Just a week after Valentine, February 19-22, 2019, the 2nd Annual Intelligent Automation Asia conference will gather Asia’s leading innovators and technology disruptors in Singapore, to share upcoming initiatives and challenges they have encountered on their intelligent automation journeys.
  2. A summit in Jakarta Indonesia called Big Data & AI Leaders Summit on March 5-6, 2019 will feature technology experts like scientists, IT leaders, AI and machine learning innovators who are redesigning the technology and business landscapes.

 

Fintech

  1. The week of November 12-16, 2019 will hold Singapore Fintech Festival, the world’s largest Fintech festival and global platform for the Fintech community in Singapore.  
  2. Meanwhile, Indonesia Fintech Show on November 6-8, 2019 will give attention to engaging the Indonesian financial service community, forging partnerships with companies offering complementary technology and services, generating new and targeted leads launching new products to community, investors, and media, meeting key decision makers from startups to multinationals, promoting and raising brand awareness, seizing new business opportunities, and sourcing new funds and investments.

 

IoT

  1. IOT Asia, a dedicated business platform at the forefront of creating collaboration and knowledge sharing opportunities for professionals in the IOT value chain, will be holding its 6th edition event on March 27-28, 2019 in Singapore

 

Digital Transformation

  1. While stakeholders in operations, HR, finance, marketing, and technology will come to a forum to the 7th Annual Enterprise Innovation CXO Forum,  to understand and collectively strategize for a sustainable enterprise transformation, on February 28, 2019, in Singapore.

(IDG Connect)

 

Conclusion: Digital marketing has changed business landscapes by leveling the playing field in a competitive marketplace, with data collection and analysis as key to success, social media as a crucial tool for communication and reducing costs, but what these upcoming events have in store for marketers, brands and consumers this 2019 is yet to be seen.

 

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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