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Lead Generation in Singapore- How Database Integration can Keep you in Profit

Lead Generation in Singapore: How Database Integration can Keep you in Profit

It’s a data-driven world out there and B2B enterprises need to drift with the times. In the face of unpredictable market forces, it is important now for these companies to harness new technologies that can provide wide-ranging benefits to their lead generation and appointment setting campaigns.

As a way to effectively reach out to multiple audience touch points, database integration is becoming an important strategic answer to business needs in vibrant economies like Singapore.

Despite negative outlooks this year, the country continues to receive international capital. In recent developments, Britain-based business intelligence firm B2B International has expanded its reach in the Lion City. The firm believes that South Asia continues to be an important opportunity base for similar companies to harness.

For now, B2B suppliers such like you need to use cost-efficient and time-saving ways in order to stay in profit and provide the necessary services to current and potential clients.

Integrating your marketing and sales functions in this case should be the first thing in mind since it entails benefits to B2B lead generation like:

1. Savings

Economic uncertainties entail the need to become more conservative in terms of spending. In this sense, businesses need to make better and highly profitable strategies. Linking your CRM with your sales drives accuracy and proper revenue attribution. This provides you insights into how much you are spending and how much you are gaining back. Accordingly, this enables you to create more revenue-friendly strategies.

2. Lead generation proficiency

Quality is usually a pressing issue among B2B service providers due to the particular problem of setting up an effective lead prospecting and lead scoring database. Manpower proficiency has been the common culprit, but the problem usually demands investment in an efficient system that accurately gauges audience interests and undertakes interaction-based scoring.

3. Effective and timely deliveries

You cannot afford to send the wrong messages to the right person. It entails a waste of time and money. On the other hand, you can use marketing automation software to segment your audience and send them content in line with their needs, thus keeping in line with the need to prioritize audience interests.

4. Accurate reporting

Integrated CRM and sales are essential in providing you with up to date information about the implementation and progress of your campaigns. Letting you focus on the right metrics and KPIs, integrated software systems is advantageous in identifying the best actions to take for better profitability and survival of your business.

Why Opting for B2B Outsourcing Matters

Why Opting for B2B Outsourcing Matters

As managers, your main aim is to provide solutions and generate enough revenue to grow your organization. You will need to create unique products as a prerequisite to this. More important than that, however, is an effective strategy for marketing such products.

Businesses possess a lead generation and appointment setting program as these provide your sales teams with the right people to pursue and realize these goals. But aside from that, you might also need to ask yourself this: “Does my marketing campaign have the right stuff?”

Going back to the prime motivators of a successful business, successful revenue generation and business growth can be realized through several factors, one of which is having an optimized marketing infrastructure. And too often, one is compelled to try out outsourcing, what with all this talk about its being “effective” and “cost-efficient.”

You might be even wondering about why you should trust your lead generation activities to an independent enterprise. No doubt, it entails a lot of risks. Then again, recent studies suggest that a majority of B2B companies enjoy considerable benefits from outsourcing specific business functions.

For even more compelling reasons:

Outsourcing frees you from stress. Indeed, any marketer can tell you that generating leads and qualifying these for sales is a difficult task. Competent lead tracking and analytics skills are essential, but imagine the stress it will incur managing a large amount of decision makers! You will need all the help you can get in scoring individual leads and observing their online activities.

Outsourcing provides quality-services. Once you pen a contract with an outsourcing firm, you gain access to its arsenal of competencies. From infrastructure to trained and experienced staff, a well-respected firm within the B2B industry will make sure to maximize your efforts generating qualified sales leads and improve your close volumes.

Outsourcing is reliable. Yes, having someone to handle your lead management activities for you can feel like playing Russian roulette. But in recent years, independent B2B marketing firms have updated their technical capabilities. They now produce accurate and timely reports about the campaigns they handle, determining whether current strategies are producing as expected.

Outsourcing gives you more time for more important things. The beauty of outsourcing lies in the fact that it saves you extra time and money to focus on more important administrative work. If you are opting for balance, then outsourcing is the key.

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

If there’s an appropriate metaphor for your lead generation campaign, it’s a cargo vessel.

And like any ship that crosses seas and oceans, we just can’t expect the journey to be a relaxing boat ride on the pond for our precious cache of prospects.

Elements of failure abound, and B2B marketers are always at their toes drawing up contingency plans in anticipation of a collision.

And it takes a good sense of perceiving critical cracks to make sure things abide by your campaign objectives.

Here are five warning signs your campaign could be unfit to traverse turbulent waters.

Too much content. Content is good. In fact, marketers couldn’t get enough of it. But the same doesn’t go for your target market. Overloading your campaign with extravagant emails and long, nausea-inducing articles only add to weight, which matters most when your ship starts to sink. So, before putting your content marketing plans to work, make sure you choose only content that matters to your targets.

Dependency. When it comes to B2B marketing, technical expertise plays an indispensable role. Thus, you spend money and put in a lot of work employing experts to do customer service and appointment setting for you. But you should always remember that no matter how skilled your personnel are, there is no guarantee they can help resolve unique problems. The best approach is to look for a company that is results-oriented and not just there to swell your ranks of specialists.

Over-regulation. Within the control rooms of B2B companies, each department works on each aspect of the campaign. The only problem is that there is a form of tribalism that dominates the work environment, where the sales reps complain about low quality leads and the marketing officers telling them to “bite me.” The atmosphere should be that of a commune, where information and suggestions flow freely.

Lack of B2B buyer knowledge. A great deal of your lead generation campaign is dedicated to knowing more about your target market. Of course, the success of your lead generation can all depend on how your prospects absorb the information you give them and relate them to their needs. Failing in this aspect can bring about consequences as depressing as poor sales closes.

Poor Demand Generation campaign. Creating leads and following them up is impossible without having an effective demand generation campaign. Since generating demands creates awareness, not nurturing your campaign would divert it off its original course. Poor market analytics as well as branding endeavors can be the main culprits, thus you may need to revamp your demand generation strategies completely.

Conceptualizing a lead generation strategy is similar to drafting a design for a safe passenger ship. And because it is a vessel full of people, you will have to make sure that every aspect of the vessel is free from harbingers of danger.

Source: http://customerthink.com/5-ways-to-recognize-b2b-lead-generation-failure-and-move-on/

How to Fail at Fill Forms for Lead Generation

How to Fail at Fill Forms for Lead Generation

If your business wants to succeed in yielding qualified leads, trust that your fill forms will do just that.

However, online marketers often ignore the fact that making efficient fill forms are as important in lead generation as having them in a landing page.

It is thus wise to nurture your fill forms, make them capable of capturing leads, and avoid counter-effective practices, the most infamous of which are as follows.

Overfeed your visitors.

Your campaign will all go down the drain if your forms are exhaustingly worded and perplexing, peppered with a lot of unnecessary questions and checkboxes. Clarity and convenience are imperative. And for this, you will need to design eye-friendly fill forms. Resources such as drop-down menus can be used in order to give that ease many people expect. Impress your prospects with your inkling for comfort.

Make your prospects do finger work.

One good way to irritate your prospects is to have them scrolling down just to locate your fill form. It’s a good workout for the finger, but in this day and age, everything has to be done in a snap. For this reason, place your fill forms ideally on the top right part of your landing page where they can be instantly seen.

Not giving a hoot about privacy.

The main issue with supplying one’s information is the uncertainty that goes with it. There’s no telling whether supplied data will be used as intended. And this is the reason why many users are reluctant to fill up online forms. But since we are not living in a dystopian society a la 1984, it is important to erase fears regarding privacy intrusion. Include a link that directs to your privacy policy, and your prospects may give a sigh of relief.

Overusing the word “submit.”

Humans are a particularly freedom-loving bunch. And the least they want is someone dictating them. It is typical that webpages have “SUBMIT” buttons for registrations and signups for free trials. It’s direct, but it has an obnoxious tone to it. A better strategy is to replace the word submit with something less harsh, like “Start my Subscription” or “Start my Free Trial.”

Knowing how to fashion your fill forms efficiently and positioning them at an advantageous location in your landing page entails an important facet of online lead generation. Creating quality forms merit only high quality leads, which is also effective in improving conversions and setting effective sales appointments.

Source: 7 Tips for Lead Generation Forms That Generate Leads

Facebook, Twitter and Google+ Creating Effective Lead Generation Content

Facebook, Twitter and Google+: Creating Effective Lead Generation Content

Through the years, social media has been strengthening its reputation as one of the reliable online marketing channels out there. It’s proven to be an effective hub for B2B lead generation content and also an effective tool for demand generation.

LinkedIn has already been established as the ultimate B2B marketing site. But what about Facebook, Twitter, and Google+? These three are not purely B2B in nature, and certain adjustments have to be made  – in terms of the substance and manner of content posting – to cater to B2B leads.

A post at JeffBullas.com shares how lead generation marketers can optimize their content on Facebook, Twitter, and Google+:

Facebook

Facebook has three posting options: link posts, image posts, and video posts.

1. Link Posts

As soon as you enter the URL in the posting window, Facebook will detect the link and automatically supply you with information—like a preview image and short description.

2. Image Post

Some users don’t utilize the image post very much. In fact, image posts—if done right—can actually spark more engagement than just a link. Image posts allow for quite a bit of creativity. The key is to select the right image and pair it with the right copy.

3. Video Post

A video post is similar to an image post. However, a video is sometimes more effective if your audience needs extra convincing to click the link. Rather than posting a link to a YouTube video, you can actually add the video directly to the post. This means users will see the video on Facebook; they won’t be sent to another site.

Twitter

Compared to Facebook, Twitter is much simpler. And now that you have some of the basic writing tips down, it is just a matter of tweaking them for a different audience.

When using images with your Tweets, you have two options.

  1. Option one is to use images that relate directly to the topic of your post. Users will be able to quickly identify and relate to the topic based on the image you chose.

  2. Option two is to use loosely connected images that are used for the sole purpose of capturing attention. If you go this route, be sure to write copy that ties everything together.

#Hashtags

Like images, hashtags produce much more user engagement. But it is possible to have too much of a good thing; don’t abuse the power of the hashtag.

  • Don’t use more than two hashtags per post.

  • Only hashtag things that relate directly to the content you’re sharing.

Google+

While the audience and general use are different, Google+ is a mashup of Facebook and Twitter.

Embracing the Circles

In order to take full advantage of Google+, you must embrace the circle. Create several different circles—one for each of your different audiences. This will make sharing content much easier.

You can create the perfect headline and description according to who is in each group. It might take a while longer to get your content out there, but it will be much better received.

Rules of Engagement

Communities provide direct access to your target audience. But the privilege shouldn’t be abused. Consider the following:

  • Don’t keep posting the same content over and over. Once is enough.

  • Always reply to comments. You want to keep the dialog going.

  • If you want people to engage with your post, engage in theirs.

  • Make sure you are involved with the right community. For example, business owners would benefit from this particular article, but it might not be well received in a business community.

 Source: How to Create Awesome Content for Facebook, Twitter and Google+

More Reasons Why You Need To Outsourcing Your Lead Generation (Infographic)

More Reasons Why You Need To Outsourcing Your Lead Generation (Infographic)

Outsourcing lead generation helps businesses focus on improving their product and services while the b2b lead generation provider works for their marketing campaign.

The main reason why most companies in the IT and Software industry choose to outsource rather than train and build themselves their in-house marketing staff.

Aside from the obvious, there are more reasons why you should let a b2b lead generation company do the work for you.

More Reasons Why You Need To Outsourcing Your Lead Generation (Infographic)

Explore More on Lead Generation Outsourcing:

4 Key Points in Increasing B2B Sales Leads Conversions

4 Key Points in Increasing B2B Sales Leads Conversions

Sometimes marketers would get to thinking that a prospect’s decision to perform an action – say, make a purchase or subscribe to a newsletter – solely depends on that person. The notion is that marketers could only go as far as presenting options and information to prospects, and the rest is up to them.

On the contrary, there are things B2B marketers could do to help increase their chances in converting ordinary prospects into sales leads. The very core of lead generation is in the ability to persuade people to commit to something, and this mission entails deep understanding and methodical approaches.

Vann Morris, Director of Buying Behavior Studies with MLT Creative, shares a post at mltcreative.com on what 4 controlled steps marketers need to take in order to boost B2B sales conversions. She calls it B2B Marketing Science:

Step 1: B2B Buyer Persona

Sure we all want a free iPad, but that may not be the thing that will persuade your prospects to convert to a lead on your website.  You have to know what their pain points are, what their needs are, what can help them, etc., and buyer persona interviews are the key to finding all those things. So before you do anything, you simply must develop your buyer personas.

Step 2: Use That Info Immediately

Once you develop your b2b buyer persona, immediately begin using those buyer personas to guide your CTAs and other marketing promotion. You must keep the momentum going – do not put them down, or like so many others before you they will simply end up on a shelf.

Step 3: Keep it Simple

Research shows that when people receive multiple persuasive attempts at once – sometimes as little as 2! – it can significantly lower their chance of conversion.  So know what they want to hear, and say it in a persuasive manner – but only say it using one persuasive method.

Step 4: Use Emotion

We all like to think of ourselves as rational human beings, but research has found that the majority of our decision-making is subconscious and emotional.  So when you are strategizing how to persuade them, consider using an emotional appeal in order to reach the most salient factor that could affect their conversion.  (And again – you will find out what could appeal to their emotions through your buyer persona interviews.)

Read the entire post at MLT Creative

A graphic illustration of a woman sitting while using a laptop

This 2014, Master the Art of Link Building with a 5-Step Strategy

When it comes right down to it, link building works in the very essence of marketing itself; not only is link building an incredible way to acquire visibility of your website on authoritative, relevant websites, but it also adds cement in the foundation built upon the relationship that exists between businesses online.

That makes link building an essential cog in the business marketing machine, and in the coming year, you as a marketer must go back to their roots and master the of going about building great links to your website.  Consider this 5-step strategy proposed by Alison Groves of Raven Internet Marketing Tools:

Step 1: Research

What kind of websites do you want to discover?

To make sure they’re high quality, look for sites that are:

  • Highly authoritative
  • Seen as trustworthy
  • Sites you want to be associated with
  • Popular with competitors

Step 2: Outreach

Use your research to cultivate a list of high quality websites with whom to start building relationships.

  • Connect with website owners via social media
  • Organize your outreach:
  • Manage the outreach:
  • Share the load

Step 3: Organize

What do I need to know about the potential link and relationship I’m working on?

  • Date of first outreach
  • Date of follow up: You never want to be too forward or needy.
  • Type of link requested or acquired: Are you writing a guest post? Did you comment on a blog? Did the link happen organically?
  • Website domain: Yeah, you might need that one.
  • Website owner’s contact info: Can’t build a relationship if you can’t get in touch with them.
  • Conversation notes: If you’re talking to a ton of people, keeping detailed notes on the conversations you’re having will save you from a world of embarrassment later. Trust me.

Step 4: Follow up

Once you’ve done your research, performed your outreach, organized all the data, hopefully you will have heard back from some site owners and will be well on your way to building great relationships with them.

If so, make sure you are constantly maintaining your information. Every conversation you have, every step of the link building process (requesting links, to active links to even inactive links). The more information you have, the more you need to organize and maintain it.

Step 5: Report

One of the biggest struggles marketers have is proving our worth to our boss or client.

While the end game of traffic and conversions is somewhat apparent, how did we get there?

Acquiring mentions and the relationships that come along with that take time, and can be hard to quantify that time to those paying the bills.

Let Your Instincts Help In Generating Sales Leads In Singapore

Let Your Instincts Help In Generating Sales Leads In Singapore

When it comes to generating sales leads in Singapore, we are often interested in the numbers, the statistics, of your business prospects. You want to be successful in your B2B lead generation campaign, so you need the facts clear, no doubts or misgivings. However, even the smartest or the most accurate data may not be a good measure for profits. Sometimes, the best business solutions come from what your instincts are telling you. In that case, you must nurture your instincts well. Let it become a useful aid in your decision making. In any case, you should cultivate it. To do that, you might want to take note of the following tips:

  1. Heed your interests – your instincts are hard-wired to what interests you. If you feel like singing, and you really are driven to sing, this is your instincts telling you that you are on to something. Your instinct is actually passion, in another form. What you love to do will define what your instincts will tell you to do.
  2. Give your everything – every instinct, in order to be effective, requires that you fully dedicate your efforts to make things happen. Basically speaking, you have to put in a lot of work. Well, this is a good thing, come to think of it. If you want to follow what you feel is right, like some new B2B lead generation tactic, you will find a way to get it done, no matter what obstacles or challenges lay in your way.
  3. Be involved with your idea – as mentioned previously, your instincts are defined by what you love to do the most. By getting immersed in the world around of our ideas and dreams, we get to gather knowledge and plans that can help us, either now or later. What is nice about this is that others cannot say you have no idea how your plan works. You are actually living it already.
  4. Go against the rules – while this advice is definitely not for everyone, it does hold some merit for the ones that need it. Remember that the business environment changes over time, maybe even faster now. This means that whatever rules you follow today are following the trends of the past. If you want to make a difference, you have to create rules that are applicable today. For example, using social media and B2B telemarketing together to make things happen.
  5. Be ready to change – the only thing that never changes in this world is change itself. Your business ideas and plans will also change, depending on how the market sees this. What may seem to be a winning product or service may not be so interesting now. All you can do is to be ready to meet with the change. That is how you survive in today’s business environment.

As marketers in Singapore, you should also count on your instincts to tell you what to do. Sure, this might be hard to believe, but your instincts can really help you in your B2B lead generation efforts.

Effective Lead Generation Tactics Where B2B differs from B2C

Effective Lead Generation Tactics: Where B2B differs from B2C

In April 2013, research agency Ascend2 (ascend2.com) and financial firm ResearchUnderwriters (researchunderwriters.com) surveyed marketers around the world in terms of lead generation tactics. Their study made particular emphasis on the difference between Business-to-Business (B2B) and Business-to-Consumer (B2C) industries on which tactic they perceive as most effective and which are most difficult to execute.

The results are not very surprising, given the contrast of fundamentals between the B2B and B2C, but it turns out that they are actually the same in terms of choosing which the extremes: Both B2B and B2C industries consider email marketing is the most effective at 51% and 54%, respectively, while mobile marketing came out as the least effective at 1% and 2%, respectively.

The difference lies in the middling tactics, particularly in the second most effective: For B2C, paid search or online ads is at 52%, while for B2B, SEO and Content marketing are both tied for the second spot at 38%. Paid search or online ads only got 29% for B2B.

Another contrast is the use of online events such as webinars. Only 6% of B2C companies perceive it as effective, while it got 27% from the B2B side. This goes to show that regular consumers don’t really like participating in online events, and even when they do, it’s not really that effective. Meanwhile, other tactics such as direct mail or print ads and trade shows get average scores.

Now we put the spotlight on social media marketing. If you can notice on the first graph, only 11% of the B2B respondents think that social media marketing is effective. In this second graph, both B2C and B2B industries think it’s the most difficult tactic to execute, at 50% and 49%, respectively.

Mobile marketing, evidenced as ineffective in the first graph, seems to also be a difficult task to pull off, especially for B2C at 42%. Only 25% of B2Bs think it’s hard, but it’s still in the 4th spot. Not surprisingly, email marketing is easier for B2B (18%) compared to B2C (25%).  While SEO is easier for B2Bs (26% compared to B2C’s 29%), Content marketing is harder for them (39% compared to B2C’s 25%).

B2B lead generation is a much more complex task to undertake, considering an audience that’s generally “experts” in the field they are in. Prospects in the B2B industry are not easily swayed by cheap and shallow propaganda; hence, it is important for marketers to distinguish it from how B2C marketers generate leads. Acknowledging these differences can help give better understanding on how people‘s interest are captured.

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

There are reasons why people never forget songs from the past. First of all, they were written back when songwriters really wrote from the heart, when they used faithful words and metaphors of how they felt at that time. It is also because old songs are universal – although they may tell particular love stories, they may also be applied to almost anything in life.

Say, Outbound Telemarketing and Lead Generation?

Like a typical cycle of human emotions, Outbound Telemarketing and Lead Generation also follow a path where every action matters and could either be helpful or detrimental to the goal. It’s easy to understand how the Telemarketing process works by relating them to timeless songs:

Hello (Lionel Richie, 1984)

  • Of course, everything starts with a greeting. This initial contact is one of the most crucial parts of a Telemarketing call. If not done right, a professional telemarketer may not even get to proceed to anything at all.

Getting to Know Each Other (Gerard Kenny, 1980) –

  • Also a make or break stage, this is when the telemarketer tells something about his company and at the same time asks the prospect about certain details relevant to Lead Generation. Although it is not the actual sales pitch yet, asking the wrong questions or introducing impertinent points may ruin the conversation.

Words (Bee Gees, 1977) –

  • Words are all telemarketers have to take a prospect’s heart away. This is it – this is where the real stuff happens. The telemarketer discusses specific information on the goods or services or potential contract details. As expected, the telemarketer would also have to answer the prospect’s curious questions and clarifications.

It Might Be You (Stephen Bishop, 1983) –

  • Depending on the outcome of the product discussion, the prospect may now realize the benefits and likelihood of the proposal. He may give hints that he is interested and may be now ready to take things a step further.

I’d Really Love to See You Tonight (England Dan & John Ford Coley, 1976) –

  • Well, not tonight, but definitely in the future. This is when Appointment Setting is done, usually an in-person meeting with a Sales Executive or a phone call during the prospect’s preferred schedule.

The Search is Over (Survivor, 1985) –

  • The prospect’s meeting with the Sales Executive may seal the deal, and the Telemarketer’s mission is completed, unless otherwise if the deal was not made.

Don’t Throw it All Away (Bee Gees, 1978) –

  • If the prospect declined a business partnership, it’s still considered a lead, but one that has to be recycled and followed-up in the future. It goes back to the Telemarketers work list and may not be touched in the near future until a new need has developed.

Somewhere Down the Road (Barry Manilow, 1981) –

  • A sales call may not always turn out productive, but the good thing about it is that in this industry, “no” is not absolute. As long as Outbound Telemarketing services providers keep records of target information, there will always be opportunities and needs somewhere down the road, and when that time comes, the mission is reborn.
a graphic illustration of 3 different people

The Three People You Need In Sales Leads Marketing

As a business owner, you certainly want to make a presence in all aspects of your operations. You have the energy and the determination to make your marketing and lead generation processes succeed. Still, there will come the time that you lose steam, feel sluggish, or simply run out of ideas to propel your firm forward. When this happens, it can pose a serious stumbling block in the continued success of your company in generating qualified sales leads. But it does not have to be a serious handicap. If you have done your homework right, then you would know that your business will need at least three people to keep things going even when you are no longer around. And these are:

#1 The Visionary

This is a person who can visualize the direction of the company 5-10 years from now. Well, they may not be able to foresee what to do the next day, but you do need someone with long-term plans.

#2 The Strategist

A visionary sees where your business can go, but it takes a strategist to plan that path out. This is also the person responsible for communicating the vision to those below the business ladder.

#3 The Tactician

Basically, this person stands in the frontlines, putting the strategist’s plans into effect. If the plan does not pan out right, then it is the tactician’s job to make the necessary deviations to reach the desired goal. They can use various marketing tools like social media or even telemarketing, ensuring the success of their campaign.

The success of your business and its appointment setting processes depends largely on these three people. If make the right hires, then generating B2B leads will not be that hard anymore. Of course, it helps if you can alternate between yourself and them, just to make sure everything is on the right track.

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