Outsourcing Lead Generation Services: Best Decision Ever or Disaster?

What is Lead Generation?

Anyone who has shown interest in your company’s products or services is already considered a lead. However, they may not be qualified to buy. They are only potential customers you have not done business with but have already given reasons that they would want to in the future.

Lead generation is this thorough process of attracting and gaining the interest of these prospects and ultimately converting them to increase future sales. Lead generation is a very important part of the sales process of a lot of businesses. There are so many ways you can generate leads, such as through blog posts, online content, live events, webinars, or paid ads.

What is Lead Generation

In this very lucrative market, you need to find new ways and strategies to be heard through the noise and chaos. Traditional marketing as a way to reach your target audience is way over, as well as simple email blasts. With the internet today, customers can do their own research about a certain brand they find interesting through various channels, such as social media, search engines, and other online platforms. Building your digital presence is critical if you want to stay in the business. 

This is where lead generation comes in. While it can be a time-consuming process and there is no one-size-fits-all solution, this is an essential process you must undertake. Studies show that 68% of businesses struggle with their lead generation campaigns, while 61% of people in B2B marketing think lead generation is their biggest challenge.

Focus on selling and we'll take care of the grind. Talk to us.

For businesses who want to take marketing off their plate, the thought of having outbound lead generation comes into play. There are a plethora of lead generation agencies eager to offer their services, helping you market your brand, cutting expenses, and generating qualified leads for your business.

Keeping your lead generation efforts in-house or deciding whether to outsource can be a tough decision. You want to meet your end goal of getting as many leads as possible without having to overwhelm your staff or having you break the bank. 

Should You Outsource or Keep it In-House: The Advantages and Pitfalls

Outsource Lead Generation or In-house

Outsourcing definitely has its advantages and disadvantages. Every company in any given industry wishes to outsource its services to save time, money, and effort on handling other core functions of the business. Most often, the outsourced partner has more experience, skills, and resources when it comes to rendering services and support to the customers. Lead generation agencies can offer your business the in-depth knowledge and technical expertise you will need to successfully carry out your B2B lead generation marketing strategies and slam dunk those leads to victory.

However, outsourcing lead generation is not for everyone. If you are a business owner or a B2B marketer, it is crucial to know what your capabilities are before making the decision of training an in-house lead generation expert or hiring a reputable lead generation agency.

Related: In-house and Outsourced Lead Generation: Getting the Best of Both Worlds

Why Outsource? What are the Benefits of Outsourcing your B2B Lead Generation?

1. Reaching the Right People

While you may have found a lead generation superstar within your company, who has all the skills you need to successfully put into action your inbound lead generation strategies, they could be limited by time and resources. One of the reasons why lead generation agencies are successful in what they do is because they have the appropriate contacts and data. This allows them to speak to the right people who are qualified to do business with you.

You may have the budget to get hold of contacts and data owned by a B2B agency to execute your lead generation efforts and have your staff generate the leads, they would need some time to create the appropriate contact list and develop the corresponding analytical skills to separate the good leads from the bad ones. 

2. Reduce Costs

Marketing costs a lot of money — that is the truth we cannot hide away from. Even a small marketing team can incur costs of over $100,000 annually. That’s a lot of expenses considering you have other departments to worry about. 

There are preconceived notions that outbound lead generation agencies are more expensive than in-house. However, if you take into account all facets of marketing you need to consider to implement inbound lead generation, an outsourced agency’s cost will end up being a lot more cost-effective. You can get access to a range of skills, knowledge, and technology when you need them, as you need them at a more affordable rate.

3. Faster Ramp-Up

Technology is ever-changing at a very rapid pace, which means you need to adapt and constantly update your products/services, as well as making sure your marketers are always on top of things. 

Newcomers to outbound lead generation may take 3-6 months to adjust and learn all the tools and marketing approaches. However, with external experts, this period can be drastically reduced. Since lead agencies already have the right people for the job, there’s no need to build up the knowledge. Additionally, they already know the market very well and have the tools necessary to accomplish the task. This gives you the opportunity to focus on things that matter most for your business and catch up with the competition almost immediately.

Related: 5 Reasons Why You Should Outsource B2B Lead Generation

Why not outsource? What are the potential disadvantages of utilizing an offshore lead generation agency?

Why not outsource

Given the fact that outsourcing can offer a lot of benefits for your business, as with anything else, it also has its drawbacks. 

When you outsource, you put that big chunk of trust and responsibility into the hand of another person. For some companies, it means losing control. 

Lack of quality control can also be another drawback for many companies looking to outsource their lead generation efforts. Most of these companies fear that the quality control they have internally will not be reflected when outsourced. 

Miscommunication could also happen. Possible misalignment of communication and direction can cause conflicts between you and the agency.

All those — lack of control, lack of quality, and miscommunication — can all be avoided.

When hiring an offshore lead generation agency, always check how they communicate with their clients and how often. A well-equipped and reputable lead generation agency will take the time to keep you updated on all the important aspects of your project. Make sure that they understand your reservations when it comes to the quality of your services/products and that they have a quality assurance process in place to see to it that all key messages and brand guidelines meet your business’ expectations and standards. 

On a final note, keep in mind that not all businesses are the same. When running through your list of outsourcing considerations, find the balance — consider your unique operations and weigh all your possible options. 

Related: 7 Actionable Tips to Better Manage Outsourced Marketing Campaigns

Takeaway

There is no right or wrong answer to the question of whether outsourcing lead generation for your business is better or a disaster waiting to happen. It all boils down to which one is the most suitable for your business needs. If you are a forward-thinking decision-maker, you would want to make sure that you use the best tools to hit your goals and implement the best strategies for the growth of your business.

Top Strategies to Improve the Productivity of Your Marketing Team

Optimizing the marketing efficiency can help you get unprecedented returns on your investment, even 100% in some cases!

Hence, fueling your marketing team’s motivation and keeping their performance levels high should be your #1 priority.

But there is a challenge. 

Over the top industry disruptions, rapid technological development, and break-neck market competition – the jobs of marketers have become more complex! 

However, despite these challenges, some market leaders across the globe are able to grab eyes for their products. And of course, they sweat every bit for these results and keep their marketing strategies spearheaded at all times!

So, let us dig through the top productivity improvement strategies and find out how you can join the league. 

What is Team Productivity?

What is team productivity

Team productivity refers to all the valuable activities performed by a team in a specific amount of time. Team productivity can also be referred to as the sum of all individual efforts. Now, productivity does not mean draining all energies out of your team or making them work round-the-clock. It involves offering the right hardware and software tools to help your marketing professionals complete their day-to-day tasks and maintain the right work-life balance.

Marketing team productivity has many metrics or growth indicators that show whether your efforts are headed in the right direction or not:

Brand Perception

When your customers and prospects develop positive brand perceptions, your marketing efforts are directed in the right direction!

While brand perception and reputation stem from multiple factors, team productivity and workplace motivation are their vital parts. Use social listening tools to track your brand perception.

Audience Reaction

When we think about it, it doesn’t take much to gauge the audience’s reactions these days. You can simply share your campaign over social media platforms, streaming websites, and public platforms, and get reactions within minutes!

Sales or Intended Output

Numbers are an important motivation behind every marketing strategy. If every marketing effort meets the intended results and in a sustained manner, you know that your team has been doing good work! 

While these factors might determine team productivity, they cannot be considered specific metrics for tracking productivity or performance. 

Related: Sales Productivity: Tips From the Top Salespeople

Up next, we discuss those metrics and show you how to use them.

How to Track and Measure the Productivity of Your Team?

How to Track and Measure the Productivity of Your Team

Before we discuss how to increase productivity in your marketing team, you must know how to “measure and track” it. Because, if you don’t know how much money you have in your pockets, how can you even think of doubling it by the next quarter, right?

So, take a look at some ways to measure and track team productivity!

Set Productivity Benchmarks

Without setting productivity benchmarks, you are at risk for creating business processes and workflows that might not make sense for your enterprise. With wrong benchmarks, you can end up feeling like your team is average or under-performing. This can send you in a firing and hiring frenzy, accosting your employee trust as well as money!

Further, you must have two types of benchmarks:

  1. Internal: They evaluate your productivity overtime against your best performances.
  2. External: They compare your performance against your competitors’ performance.

Factors to keep in mind while setting benchmarks:

  • Accuracy 
  • Industry relevance
  • Long-term sustainability of the benchmarks 

Track Employee Activity

Tracking employee activities allows you to measure an employee’s individual performance and his contribution to the team’s productivity. 

In order to measure employee productivity, you must set clear expectations, such as deadlines, the number of tasks to be completed, etc. Moreover, discourage marketing professionals from spending too much time on social media, phone calls, etc. while they are at work. This is one of the most bankable strategies to improve team productivity

Other ways to measure employee productivity are:

  • Regular feedback from managers
  • Time tracking software
  • Setting team-wide and organization-wide KPIs and check them

Regular Employee Check-Ins

Regular check-ins or one-on-one progress meetings enhance the quality of communication between managers and employees. The managers feel more approachable, and they are able to guide the employees better. 

With clear expectations and an in-depth understanding of business goals and skill development, all the team members better understand their organizational and project duties. 

Focus on Quality Over Quantity

While it is important for the team members to deliver the set number of tasks for a set time period, quality is foremost!

Quality and quantity are the central performance measures, but only thorough and accurate feedback can balance them well.

Hence, you need to consider the following to ensure quality and quantity are in equilibrium:

  • Accuracy
  • Productivity
  • Detail-mindedness
  • Multi-tasking 

Evaluate Team Engagement and Happiness

Evaluating team engagement and happiness scores allow you to measure employee satisfaction levels. Such insights allow you to find out if there is room for improvement and to incentivize the individual performance. 

Happy employees are 13% more productive, which is your ultimate goal. 

Related: 5 Reasons Why Your Sales Team is Underperforming

How to Improve Productivity in Your Marketing Team?

How to Improve Productivity in Your Marketing Team

Data Democratization: Data Must Be Accessible to All

Data democratization gets rid of data silos that are present in an organization because of data access rights. Making campaign data accessible to the entire marketing team allows them to learn about the previous campaigns in a factual manner. 

This also paves the way for self-service so that marketing professionals can resolve their queries and generate reports themselves. This is a self-learning method to boost your marketing team’s productivity. 

Results:

  • Marketers co-relate results with efforts based on facts and data
  • Granular comparison of marketing efforts
  • Marketing becomes a shared responsibility

Invest in a Smart and Robust Team Management Tool

Team management tools that come with advanced data analytics and actionable insights, such as ProProfs Project, are a boon for productivity!

You can see which employee is working on what task, at what time and how is his speed faring against the deadline. You can set due dates, prioritize projects, and track project progress with excellent in-built tracking functionalities. You can also receive real-time updates, such as alerts and notifications for tasks, deadlines, etc. 

With core insights and real-time data, you can find ways to increase productivity at the granular level. 

Never Overlook Individual Performance 

In a team, every person has a different level of commitment and capabilities. While some marketing members perform way better than the set KPIs, some struggle to deliver as per the deadlines. 

When you start measuring individual employee performance, it allows you to enhance the team performance as well. However, always ensure proper work distribution and fair evaluation for the best results.

This is one of the most bankable strategies to improve productivity in business and kick-starts a cycle of productivity in your enterprise.

Enhance Team Communication

Before you start wondering how to increase team productivity, you have to know whether “a team actually exists” or they are just individuals working together!

When your marketing team enjoys an excellent team bond, every member is able and willing to contribute. Create an open atmosphere and encourage every team member to share their ideas. Maintain a non-judgemental stance towards suggestions and appreciate healthy debates. 

When teammates can communicate with each other in real-time, you generate a pool of commendable ideas.

Gradually, everybody works towards a common goal and your productivity levels improve. 

Offer Timely Feedback

Marketing team feedback must be regular, thorough, and timely! This is because the marketers are working from “campaign to campaign” and have the “overall brand positioning and promotion” agendas.

When they “know the results” of any latest measure they took, they understand better whether:

  • The tactic was worth it or not
  • Their efforts are aligned with the current market
  • The team performance is downgrading or improving

Timely feedback allows them to stay on the right track at all times!

Related: Sales Enablement: 8 Ways to Help Your Sales Team Sell More

Never Lose Track of Your Marketing Team’s Productivity

Never Lose Track of Your Marketing Team’s Productivity

Marketing team productivity is of immense importance as it determines how well your products or services perform in the market. In fact, your brand image and reputation depend on your marketing efforts to a great extent. Hence, you must always ensure that your marketing efforts never falter in the wake of new market expectations.

Establishing the best strategies to improve team productivity requires time, effort, and experience as a team manager. However, when coupled with smart team management tools, you can make this job easier and more streamlined.

So, start following the tips shared here and steer your marketing team towards sustainable growth.

Related: 7 Actionable Tips to Better Manage Outsourced Marketing Campaigns

The Anatomy of a Winning Lead Generation Process

Every B2B or B2C business dreams of having a lead generation strategy that fills their sales pipeline on overdrive. 

It’s not impossible to achieve these days with all the lead generation services available as well as the technology on hand. 

But why are businesses still complaining of trickling sales and low revenue? Not to mention the amount of money and time they pour into lead generation.

The truth — it’s not a problem to generate leads but…

All they churn are low-quality leads that do not really need their services. Or the leads haven’t been qualified and nurtured properly. As a result, they end up abandoning the cart, so to speak, when asked to buy. 

In this post, we’ll go over the three steps that make up a winning and high-converting lead generation process.

Focus on selling and we'll take care of the grind. Talk to us.

The Anatomy of a Lead Generation that Converts

Every strategy has a foundation, a basis from where all tactics are created. If you’re not able to nail the foundation, everything else will fail. 

Basically, every lead generation process revolves around these three steps:

  • Attract
  • Engage
  • Convert

Attract

Attract

Here’s the million-dollar question: how do you attract your target market? 

This step has nothing to do with your product or service. Why, you might ask. 

It’s the step where you have to define who your ideal client is. Before you can start attracting your market, you need to be very specific who you want to deal with. 

It’s a very vast market out there. And if you’ve been wondering why you keep on getting low-quality or non-converting leads, go back to your buyer persona.

How specific are you? 

Let’s say your business is in the healthcare industry, which segment of the industry are you targeting — psychologists, dentists, surgeons? 

You can also add how much they’re making in a month. If you’re targeting psychologists, how much should they be making monthly to qualify? 

Related: 25 Best Lead-generating Marketing Strategies for B2B Companies

Engage

Engage

What do you do when you engage your prospects? You communicate with them. 

And we know that communicating is more than just talking to them. Effective communication is being able to understand and be understood. It’s about being able to convey your message clearly and the other side feels heard. 

With that said, let’s take a look at your message. Is your message relevant to your target? Does it resonate with them? 

The only way for you to create a message that speaks to your prospect is to listen to them. 

According to a survey conducted by the RAIN Group, buyers are influenced by sellers who listen to them. Sadly, only 1 out of 4 salespeople know how to listen and these are the ones who close the sales.

The same principle applies to your lead generation strategy. Learn to listen in order to create content that will engage your future buyer. 

One way to gauge whether your message is appealing or not is to read it to yourself. Put yourself in your prospect’s shoes.

  • Do you find the piece of content you created engaging? 
  • Is it compelling enough for you to respond to the call of action?

Here’s a tip — you are your number one customer. If you are not convinced or engaged, don’t expect your prospect to do otherwise.

Related: Engaging Different ABM Buyers: From Executives to CxOs

Convert

Convert

Now, we come to the final stage of the lead generation funnel. It is where they make a decision — to buy or not to buy. 

So what’s your unique selling proposition? What is that X factor that makes you stand out against your competition? 

Whether you like it or not, you’re not the first in the niche or the industry you’re in right now. You have a lot of bigger competitions that have been in that space longer than you. But that doesn’t mean you cannot thrive. You can and you can even grow. 

Let’s take a real life example from Blue Bottle Coffee, a small coffee startup that became a $700-million brand. 

Their unique selling proposition was selling literally freshly roasted ground coffee. Second, their simple and unique logo (the blue bottle) is a head turner in itself. 

The coffee restaurant industry is already crowded with Starbucks dominating it. But because Blue Bottle decided to go the extra mile, they soon expanded to 75 chains both local and abroad. It attracted celebrity investors to invest and soon Nestle bought a bigger share that boosted Blue Bottle’s value to $700 million dollars. 

So again, here’s the question — what makes you stand out among the competition?

Related: 2 Surefire Strategies that Increased My Conversions by 70%

Are You Up for the Challenge?

An effective lead generation process is not only one that converts. It should also be dynamic and flexible. But no matter what new strategy you’ll add, don’t forget these three core foundations — attract, engage, and convert by:

  • Clearly and specifically defining your buyer persona
  • Creating a message that resonates to your prospects and,
  • Having a unique selling proposition

Nail these three and you’ll find your sales pipeline filled with high-converting prospects.

8 Things You Shouldn’t Do During a Sales Call

Do you ever break down what you say and how you act with potential consumers after you’ve said it? What are your thoughts about your strategy? Would you consider purchasing a product or service from you? 

On a sales call, there are certain things you should never do. Some of these ideas are plain sense, but others fall into the area of providing something really useful to the client rather than providing everyone with the same answer. Perhaps you’ve already tried these strategies and seen how successful they are.

Nowadays, most B2B sales negotiations take place over the phone (or video calls), so here are 8 things you shouldn’t do during a sales call.

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Multitasking During Calls

When you switch back and forth between your phone and your computer while speaking with a customer, you are demonstrating a lack of attention to their requirements. Put your other gadgets away and give them your undivided attention to show them how valuable they are. This requires your undivided attention.

Cutting your Prospect Off

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Even if you’ve gone over your sales process multiple times in one day, you never know what a customer will say. Make it a point to pay close attention to what your consumers are saying. Stop and truly listen to what they have to say. Always double-check that they’re done before responding.

Lack of Empathy

Sharing your personal experience is one of the most effective methods to connect on a human level. “Hey, I know how terrible it is to lose you, as I did last week, but here are your options,” she says. This helps to establish a bond with the consumer by demonstrating that you genuinely understand their situation. A robot, at least not yet, can’t relate on that level.

Related: What Prospects Love to Hear During a Sales Call

Pestering Them for a Decision Right Away

Pestering them for a decision right away

A crucial aspect of effective selling is determining the time period and urgency. The wording of this question is bad since it invites the prospect to respond in an ambiguous manner, such as “right now,” “very soon,” “ASAP,” “yesterday,” and so on. It’s easy to assume that as a salesperson seeking to close a deal, you need to get a contract into their hands right away since they’re ready to buy. “ASAP” might really imply “by the end of the year.” The takeaway here is to avoid asking confusing questions. Choose the appropriate phrases and inquire simply if you genuinely want to know when someone will make a choice or when they want delivery.

Using too Many Jargons

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Make careful to utilize clear, comprehensible language while making a sales call. Technical words may be unfamiliar to business department leaders. As a result, avoid employing jargon. It might signal disaster for you if they can’t grasp what you’re saying. It’s the same the opposite way around. Before speaking with the technical heads, it’s a good idea to discuss your technical department colleagues so that you can utilize the appropriate technical phrases on the phone. It’s important to remember that being straightforward, direct, and educated pays well.

Being Too Pushy 

If you are overly aggressive and always talk about yourself, you risk alienating a large number of individuals. You should avoid being overly aggressive or demanding in order to convert prospects into clients. Overselling is unnecessary if your product or service is excellent. Your desperate need for sales might be interpreted as a sign of weakness and insecurity. Desperation has the ability to quickly turn a possibility off.

You Don’t Stop To Ask Questions

Some salesmen have the erroneous idea that the best salespeople are the ones who can talk the most. Many of them waste a lot of time on material that isn’t relevant to them. You should improve your listening abilities as part of your overall fitness. When you talk too much, you’ll never be able to clinch a transaction. Listening to your customer conveys an interest in their business, which aids in the development of a connection and trust.

Related: ‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

Failing to Follow-Up

Failing to follow-up

Follow-up is an important aspect of sales that you should not overlook. When someone does not become a client or customer does not rule out the possibility that they will be interested in your products or services in the future. It is your job to find out how the product or service is working even after you have succeeded in converting a prospect into a client. One of the most typical mistakes made by salesmen is failing to follow up.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do

Conclusion

Sales people must accept the fact that you will be rejected from time to time. If, on the other hand, rejections are the norm rather than the exception, you should reconsider your calling and sales presentation technique. There’s a risk that the method you do your sales call has faults. If this is the case, you should rectify it as quickly as possible by avoiding these errors.

Why Is User Experience Key To Digital Marketing Success

User Experience or UX design holds great significance when talking in terms with digital marketing. Among other interfaces, this ranks at the first place and the reason for the same will be discussed in the article.

UX Design

Now, one might wonder as to what exactly does this “User Experience” mean and we are here to fill you in on the same. UX or User Experience, as the name suggests, is how a user feels when faced with a system/brand. This could be anything, a website, desktop or laptop software, application and other sorts of interaction. This same interaction between human and application/brand is what we call User Experience.

Anyone can dream up great ideas, but an idea is nothing until it’s realized, be it as a website, a physical product, an app, or a user interface.

Jens Martin Skibsted
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How is User Experience made possible?

Every website and brand seeks to provide better user experience for their audience so that they stay loyal to it. This is made possible by taking quite a few into considerations and those will be talked upon in the following steps:

1. Building user profiles and personas

The main step is knowing your audience as everything would hinge on this step completely. Once you know the targeted audience, you would be able to develop experiences in tune with their emotions and voices.

For this, the user persona is created. It is a semi-functional representation of the customer. This is based on the market research and important information relating to the existing customers.

UX - user profiles and personas

And once this user persona(s) has been developed, you have every information of the person your site/brand will probably be dealing with.

Related: How Customer Profiles and Buyer Personas Drive Your Lead Gen Campaign

2. Testing of the interface

Interface testing is yet another step without which the rest of the steps have little to no importance. Once your interface is ready, it is put against various other interfaces, including your current one so the changes can be pointed out. Even a trivial change in your interface can bring about great results.

Design has long gone from tinkering and sketching auteurs in isolation to a powerful catalyst of growth.

Jens Martin Skibsted

3. Surveys and consensus of users

This approach is taken into account by almost all the website owners, application makers, software developers and others. In this, interviewing existing customers and potential customers can help you gain insight into their needs and wants so that the same can be well taken care of while creating the site.

UX and digital marketing

There’s no objective standard as different customers have different tastes, emotions or attitudes towards the same thing so in order to extort information which fits their taste, they are dealt with separately.

The feedback, whether it be positive and negative, can profoundly affect your site in the long run.

4. Easy run through the site

Another step that you may need to pay extra heed to is the user flowchart. In this step, you will be faced with questions like “how you want the customer to move around the system”. Begin by deciding on how you expect your potential customer to move through the site and comparing it to how they actually browse through it. 

Over here the user persona(s) will come in handy as it would make you aware of the user profile and things will be personalized according to them. 

Once you have come to learn how a user uses your site, you would be able to make relevant changes to your site.

Related: Essential Components of a Lead-generating Website

5. Sitemaps are important

Once the above points are considered, the next thing is to lay out clearly the hierarchy of the pages and subpages your site may contain.

A sitemap will map out everything vividly at one place and how your customer can go from one page to the other as per their wants and the  number of clicks this may take. Since you have all the pages set out clearly, extra efforts like the pages you need to create content for and design, will significantly be minimized.

6. Wireframes and prototypes

Even if everything has been put in place, the site just cannot look appealing without investing into it’s design or visuals. Over here, Wireframes come in use by connecting the skeletal framework of web pages with the visual using paths and once the visual is all ready, you are almost there.

7. Different design patterns

Attractive designs provide consistency and through this you can find out what design suits your site the best. With user interface design patterns like deciding on a good UI element for specific tasks, based on how effective they are, can yield great results(in terms of experiences). A good design pattern can arouse various emotions in users and will give them a feeling of satisfaction upon visiting your site or brand.

UX design patterns

Related: Winning Design Tips for Business and Marketing

8. Readiness to alter your site

The above steps direct you to the building of UX or User experience. If a user happens to leave a feedback, there should be a readiness to make those changes so as to personalize the site as per the customer.

Why is User Experience or UX design so important?

User Experience or UX is important as it fulfills the needs and wants of any user which is the whole purpose of any application/brand being introduced to the market. This is made possible by investigating deeper into the preferences of customers, what they need, their limitations and other pertinent things. These positive experiences get customers hooked to the application/website.

Importance of UX

Moreover, an indulgent user experience pushes the brands/applications to great heights as there are the chances the feedback would be passed around in various places.

Related: From ABM to ABX. Generate Quality Leads Through Account-based Experience

Final words

In the article, User experience has been talked about at length and why it should be a concern among website owners, software developers, etc. Better UX or User Experience is based on how well the site took customer’s profile and feedback into consideration and made necessary changes to the same.

The steps put forth clearly how UX can be built on your site and how much of an importance it holds to websites. The article can be flicked through when you think your website needs a more personalized kick to it and how this can be carried out.

2 Surefire Strategies that Increased My Conversions by 70%

Van, one of our seasoned sales reps here at Callbox thought he’d personally share the 2 things he did to improve his sales conversions – by 70%


As one of Callbox’s sales executives, closing deals was one of the biggest challenges I encountered. But over the years, there are two things I’ve learned when it comes to prospect engagement and closing deals. 

It starts with the mindset of not treating your prospects as transactions. Yes, you want to make a sale and increase your sales stats – that’s a given. But there’s a problem with treating prospects as mainly statistics — we lose empathy. 

However, when I changed that mindset, it opened me up to learning strategies that work.

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Listen and Ask Questions

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.
– Van Salang

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.

People are not transactions nor are they statistics. 

They come to us because they have a problem or pain and they believe we have the solution. So start helping them, making them feel that you genuinely care. 

Instead of selling, I do the opposite — I keep quiet and let them talk about their existing pain points and difficulties. I ask questions that allow me to learn more about them and their challenges. In that way, I can effectively demonstrate how our services will benefit them.

Understanding their present position and them showing how we can assist them is a winning strategy.

Here’s one helpful tip when you ask questions — know when and how to ask them. In other words, timing is very important and the only way to perfect that is to listen to your prospects. 

Related: From Feet on the Street to Digital: 3 Sales Tips That Never Left

Giving the Perfect Quotation

Callbox has standard rates but a good closer should be flexible by providing customized pricing that fits the client budget. 

Our pricing guideline is just that — a guide. Don’t follow it to the letter, especially after speaking with the prospect and learning of their situation. 

This is the newest strategy I’ve been using with my clients. Instead of basing my proposal on our standard pricing, I factor in their sales cycle, the total number of sales reps, geographical presence, and other scopes of work. 

When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review
– Van Salang

Again, the art of listening is at play here. When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review. You’ll be able to explain and justify the quotation you’ve given them. It always works 70% most of the time.

Related: How To Sell More By Selling Less

Final Thoughts

I’d say that what I shared is a very basic and common strategy. However, a lot of salespeople miss them because they do most of the talking. They think that if they talk more, they show their expertise and knowledge. But experience has taught me that isn’t the case. 

Talking a lot doesn’t close sales but actively listening does. 

And I feel great not just because I closed the deal but because my clients were happy to find a solution. At the end of the day, it’s very encouraging to hear them tell me that I have helped them.

High-Tech Lead Generation Strategies To Boost Conversion and Retention

Competition in the high-tech industry is very tough. It got even tougher because of the uncertainty and the change that rocked the whole world. 

The change has made a lot of organizations and businesses realize that working from home has a positive impact on their employees. And with that kind of set-up not going away soon, the demand for technology increased. But with greater demand, competition also increased. 

The lead generation strategies and tactics you’ve used may not be enough to provide the results that will make you thrive. With the fast-paced changes in regulations, market dynamics, and loss ratios, high-tech companies need to have a solid sales foundation. 

So here are a few lead generation ideas that we’ve applied as a lead generation services company that will help you improve your reach, your conversion, and customer retention. 

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Focus on the Right Customers

Having a lot of leads isn’t always good for your business. Your goal is not about the quantity but the quality of your leads. However, a lot of businesses — and they’re not limited to the high-tech industry — usually settle for good and better when the best option is available.

Focus on the right customers

In order to get that best option, you need to refine your marketing and acquisition efforts. Yes, there are a lot of interested businesses who are interested in what you are offering. However, that doesn’t mean that they are available when you want them. 

Because of this challenge, a lot of high-tech companies settle for quantity instead of quality. They think that they can get their ideal clients in the sea of leads. This type of strategy is like looking for a needle in a haystack. 

Highlight: Going for quantity instead of quality is like trying to find a needle in a haystack.

Related: How Customer Profiles and Buyer Personas Drive Your Lead Gen Campaign

Improve Your Contact Rates for Better Conversion

Improve your contact rates

After you get your high-intent leads, you should not waste time. Get them while they’re hot and you need speed to do this. 

And how do you improve your speed to lead?

Automate

Automation is key to winning your leads, especially the high intent leads. How long does it take you to contact or respond to your leads? 

The Harvard Business Review said that those who respond within an hour are seven times most likely to win their prospects. If you’re too slow, you might just lose a lead. 

Related: How Marketing Automation Can Help Drive Leads For Your SaaS Company

Delegate

Don’t miss critical windows of opportunity. That’s why you need to have a dedicated team following up and contacting leads immediately once they come in. Don’t hesitate hiring more if you need added manpower.  

Prioritize

Your team will put a premium on speed if they understand how important it is. When that happens, it becomes everyone’s priority. So make sure to communicate to your team the importance of responding immediately. 

Leverage Multiple Channels

Connecting to the Internet anytime, anywhere is normal nowadays. And it has opened up different channels of communication that you can leverage to your advantage. There’s now no excuse why you’re not able to reach out to a lead. 

Not because you are good at utilizing one channel, you will ignore the others. Use every tool and channel at your disposal to reach out to your leads and prospects. 

Related: Multi-channel Marketing Ideas You Need to Try to Generate More Leads

Aim for a One-Call Close

B2B marketers know that prospects continue to check out other providers even after they talk to them. If you don’t want to lose the lead to a competition, you need to practice the one-call close. 

The one-call close is a mindset rather than a strategy. Before you talk to the lead, you already expect to close the deal before the call ends. 

One tactic to use is giving them a customized pricing — one that fits their budget. 

Leverage Your Data to Streamline Your Sales Pipeline

Leverage your data

If you want to thrive and win in today’s ultra-competitive high-tech landscape, you need to use tools that leverage the actionable insights you generated from your lead acquisition. 

Two of these automated solutions are  a dynamic sales script and omnichannel outreach workflows. Utilizing them can deliver personalization and efficiency for success.

Dynamic Scripting

No matter how good your sales reps are, there are days when keeping everything linear seems daunting. Dynamic scripting software provides all the information they need to check the compliance boxes before proceeding with a sale or transferring the call to the right place. 

Using the customer data from the lead acquisition process will help your sales team deliver a personalized experience to your prospects. The inclusion of even the most basic of information in your scripts can spell a world of difference 

Omnichannel Outreach Workflows

Not all your prospects want to be contacted over the phone or through email. Instead, reaching them where they want to be reached can greatly influence their buying decision. 

For example, if your data shows that one of your leads opted in using a mobile device might appreciate getting a text message from you. Or you can use channels that will lead them to you. 

Related: How to Generate Leads Faster with this Proven Outbound Workflow

Takeaway

You can boost conversion and improve retention by leveraging the data you have and optimizing every channel to reach your prospects

5 Ways To Strengthen Your Email Marketing Campaign

Creating a strong email marketing campaign that helps you achieve your digital marketing goals can be tricky. This is especially true if most of your experience has been with other types of digital marketing.

Nevertheless, if you have an email marketing strategy already and you see that it isn’t working the way you want it to, there are some things you can do to improve this. Hence, here are the five ways to strengthen your email marketing campaign.

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1. Personalize Customer Onboarding

First of all, you need to look into your customer onboarding process. While you may already be using personalization in your email marketing strategy to some extent, there are still some things you can do with it, especially when applying it to your onboarding process. Instead of only segmenting your target audience by using basic customer characteristics, look into behavioral-based segmenting which will allow you to personalize even further.

Personalize Customer Onboarding

To put it simply, behavioral-based segmentation relies heavily on the behavioral patterns you see in your customers and combines this data with other personal characteristics like socio-economic status, location, interests, etc. This way, you will be tracking which demographics act in which way so that in the future, it is easier for you to determine which new subscriber is likely to have which type of behavior.

In addition to that, you can use the onboarding process itself to determine such things. Once a user subscribes to your email newsletter, send them a welcome email and track which item they click on in the email. For example, one user might instantly click on the “current discounts and sales” while a different user will choose “our loyalty program”. Likewise, you can ask users to fill out a short form while subscribing so that you already have data on their preferences.

2. Change Email Scheduling

Another way you can strengthen your email marketing campaigns is by changing your email scheduling method. Scheduling can be an extremely powerful tool in digital marketing because of the way it can influence the response time from your target audience as well as the engagement your content gets. If a subscriber receives your email during a period of time when they don’t tend to check their inbox, they won’t respond until much later.

As Gordon Aldridge from the writing service reviews site Best Writers Online puts it, “It’s the same with blogging, email marketing, and even social media marketing. There are certain periods during the day and during the week (and even during the month or the entire year) when your target audience will be more active online and will be more likely to see your content and respond to it. Your goal should be to identify that time and use it.”

So, how exactly do you adjust your scheduling? Right now, you might have programmed your emails to be sent out automatically at certain points in time. But is this effective? The best way to know what time is the most optimal one for you is by analyzing the data you already have such as open rate, click-through rate, and so on. If you see that a particular segment of your audience tends to open emails on weekdays at around 6-7 am, then that’s probably the best time for you to shoot for when sending out emails to them.

Related: How AI Is Shaping an Increase in the Impact of Email Marketing

3. Maximize Email Preview Text

Screenshot of email inbox showing email preview text

When it comes to email marketing, a lot of the work can be done for you with the help of various email automation tools. These will help you schedule emails, track their performance, and so on. But what can’t be programmed for you by machines is the content you put into your emails. More specifically, the preview text of your emails. And the only way you can successfully make it better is by working on it yourself.

Maximizing the impact of your email preview text can help you increase your open rate by a lot. To put it simply, the preview text can either include just the beginning of your email that gets displayed right after the sender’s name and the subject line or it can include all three of these elements. In any case, working to improve all three is the best path to take as it will get you the best results from your efforts.

To make your recipients click on the email and open it to read it, they need to get hooked first. The displayed sender name should be either your brand name or your representative’s name (to give the email more of the “human” factor). The subject line should be short and sweet and should get right to the core of your email. The preview text that follows needs to be relevant to the subject line and should act as a continuation of it.

Related: 15 Best-Kept B2B Email Secrets to Win Prospects’ Hearts

4. Update Email List Regularly

One thing many email marketers tend to forget about is just how important it is to de-clutter their email list and update it regularly. The more unnecessary email addresses you keep in, the less accurate your metrics become and the more effort you might be spending on your email marketing as a whole while getting poor results in return.

As Keira Darcy from the custom writing reviews site Writing Judge explains, “Try to update your email list at least once every three months. You don’t need all of those deleted email addresses that are skewing your metrics. It’s pointless to try to reach these people anyway. Moreover, you don’t need the people who never open your emails. If they haven’t opened a single one of your emails in quite a while (say, three months), then you should probably stop trying to get through to them. Your efforts can be spent on a different user.”

Related: 5 Steps to Update, Validate, and Enrich Your Contact Database

5. Test and Track Email Campaigns

Last but not least, you should remember that it’s never enough to just create an email marketing campaign and assume that it will function just the way you intend it to. No email marketing strategy is perfect, and no email is guaranteed to achieve the aims you set out for it. This is why it’s so important to keep testing your email marketing materials and then tracking your campaigns.

Email marketing metrics

If you see that a particular approach doesn’t work with one or more segments of your target audience, then you should either try to adjust it to make it work or drop it completely. Experiment with new ways of using email to get through to your audience and you will ultimately find what works for you best. Track all the relevant metrics (open rate, click-through rate, conversion rate, bounce rate, etc.) and always aim to improve them.

Related: The Only Guide to Email Marketing Analytics You’ll Ever Need

Final Thoughts

All in all, improving your email marketing campaign and maximizing its results is definitely something you should do if your efforts seem to be in vain. Use the tips from this article to help you change your email marketing strategy for the better and start getting more positive results from your email marketing campaigns.

How Marketing Automation Can Help Drive Leads For Your SaaS Company

Marketing automation is the solution for SaaS marketers and entrepreneurs who want to make their lives simpler.

Marketing automation is meant to take care of “the majority of the work,” allowing you to focus on the essential aspects of your business. Simply said, SaaS marketing automation allows you to generate leads, nurture those leads so they’re ready for a trial or demo, improve trial conversion, track lead-flow and analytics, and execute the customer journey, all while putting a lot of it on autopilot.

Operating a SaaS company, you already know that, so in today’s post we want to put the spotlight more on how marketing automation can help drive more leads, improve conversions, and grow your SaaS company

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Onboard New Users

Every process has a set of steps that must be followed in order to be completed. Many processes, on the other hand, are clogged with time-consuming, error-prone, and costly manual operations. It’s like tossing a few rocks into your dominoes row. Workflow automation removes the stumbling blocks and replaces them with a superior kinetic force that is quick, precise, and reasonably priced.

Onboard new users

While process automation cannot completely remove human error, it can assist to minimize the chances of it occurring. Rather than worrying about forgetting to send an email or adding an out-of-date file, your staff can focus on what they do best while automating the repetitive activities.

To optimize your time and efforts, instead of manually having to send welcome emails, instructions, tagging users, and other menial tasks, you can let your marketing automation do that for you. 

Related: Marketing Automation Tips to Improve Conversion

Qualify Prospects

Automatically assigning a quantitative value to leads to reflect their level of interest in your product or service. You may establish a score for your leads by giving points to the activities you consider the most useful, such as viewing the price page or requesting a trial. This will demonstrate how active they have been and how high their interest level is.

When you identify who and how many people regularly visit and interact with your brand, it’ll identify which prospects you should be investing your time and efforts in. 

Related: Telemarketing: The Secret Sauce to Racking Up Qualified B2B Sales Leads

Segment Users and Leads

Segment users and leads

Consider why you’re developing a consumer segmentation plan. Consider why you’re investing time in segmentation and what you intend to gain from it.

Look over the list of frequent reasons firms segment customers. Determine which outcomes you want to achieve so that you can tailor the rest of your strategy to support you in achieving them.

It gets easier once you’ve consolidated all your data into a marketing automation platform as this will give you a better outlook from the amount of data you receive from all your channels. It’s also important to remember that your customer segmentation goals will be unique to your company – segmenting consumers isn’t a one-size-fits-all approach.

Just like with qualifying your prospects, segment your users and leads according to their lead scores, app interaction, tiers they fall under, how often they come back to your site, etc. 

Related: ABM Best Practices: Selecting and Profiling High-Value Accounts

Automate User Notifications

Earlier we talked about the importance of automating your workflow, so is also automating your user notifications especially for urgent and important notifications such as billing, new or deprecated features, discounts, free trials, etc. 

Automating important alerts is a simple procedure that may make a significant impact in the way a company operates, such as increasing company performance, assuring 100 percent visibility of essential information, enhancing customer service, and eventually decreasing financial risk. Not only does it improve the flow of your company, but it also establishes your brand presence and reputation in the eyes of your prospective customers. They will see you as a company that’s responsible and trustworthy. 

Check out one of our case studies for a FinTech SaaS firm

Analyze App Usage

Analyze app usage

Building a distinctive app is difficult; yet, reaching out to the proper audience and engaging them with your app is much more difficult. We enjoy customized items and seek for products that best meet our requirements. In-app events enable us to discover which features are the most popular among users and so earn money from in-app purchases.

You’d want to learn all you can about your users and their behavior, which implies there should be no limit on the amount of data you gather and analyze. However, analytics services are expensive, and you’ll frequently have to limit what you track and how much you track. Following certain best practices for tracking your in-app event data, on the other hand, may help you improve the process and achieve the highest return on investment.

Marketing automation also works for monitoring all your in-app events. Program your apps in a way that it will trigger actions and messages depending on how your users interact with your app. Using the analytics on your app, determine how you can improve your product and/or service to give your prospects a better experience. Lastly, make sure that you consistently deliver appropriate personalization based on your users in-app footprints. 

Related: Software Sales Strategies for SaaS Sales Reps

Conclusion

As you can see, marketing automation has more roles to play than just making your lives a little bit easier. It covers a wide range of operations in the SaaS spectrum that will actually drive in more leads and in the process grow your SaaS company further.

6 Types of B2B Marketing Videos that Your Business Needs in 2022

Video marketing is an evolving marketing tool that enables your business to grow closer with prospective customers, businesses, and audiences. Because of technological innovation, your brand has the opportunity to leverage assets like vlogs, 360-degree videos, and customer testimonials to influence B2B decision-makers toward an informed buying decision.

We’ve outlined the six types of B2B marketing videos that your company must utilize to separate itself from competitors. It starts with providing value, but these marketing tools are sure to capture the attention of your target audience.

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1. Vlogging

Vlogging is a very effective marketing tool because it provides a unique lens into your business. Your prospects can view what daily life is like within your company. This increased transparency will build trust with your potential buyers and showcase how great your company culture is. It will also establish a meaningful, personalized connection with your potential customers.

Businesses will buy your company and what it stands for before they invest in your product or solution. Vlogging will showcase how your employees interact, how teams collaborate, and how ideas are shared. These videos also provide a glimpse into the work ethic of your people. If your team members have unique talents, vlogging is an excellent way to convey these capabilities.

Vlogging enables your company’s thought leaders to step up and share their insights with the world. Executive leaders are often the face of the brand, so hearing their vision for the future will also instill trust in B2B prospects. Good people are a critical competitive advantage between the players in the space. When promoting the creativity of your team members, your brand will be tough to ignore.

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Source: giphy.com

Although vlogging can focus on the daily operations of your company, it can also be a valuable tool in promoting your product or solution. Since you already have your audience’s attention, vlogging allows your team members to hype up your products, teach your prospects about the benefits, and guide them toward making an informed buying decision.

Lastly, you should integrate a call-to-action in your vlogs. Throughout your videos, it would be best to add small bits about how your prospects and customers can keep in contact with your business.

Your goal should be to increase conversions, and you cannot do this without driving action. Focus on incorporating calls to action in the earlier stages of the video to boost engagement, elevate conversations, and create more sales.

Related: 5 Video Marketing Mistakes to Avoid at All Costs

2. 360-Degree Videos

Videos will always have the upper hand on photos because they can showcase your product or service in a real-time way. Your company can also take it to another level by presenting your offering through a captivating 360-degree video.

360-degree videos enable the viewer to have more authority and personalization in viewing your product or solution. A standard video is a predetermined sequence of actions, scenes, and events. However, a 360-degree video enables the B2B decision-maker to go through a virtual product demo.

The 360-degree video is also on-demand, so the decision-maker can pull it up and view it any time. If other people in the prospective business also want to view the 360-degree video and product demonstration, it can easily be passed on while preserving the experience.

It is essential to mention that 360-degree videos might work better for B2B companies with a physical product. The 360-degree video enables the viewer to inspect smaller components of the product and see the ins and outs without having to hold it in their hand. Most people learn through visual demonstration, so a 360-degree video is a perfect addition to a B2B marketing strategy.

Here are some articles on sales/marketing video that you might be interested in:

3. Educational or Teaching Videos

Any video your brand publishes should provide value in one way or another. Educational videos can serve as an excellent learning tool for your prospects. These teaching videos help students retain information, but they also enable your company to guide B2B decision-makers through the buying process.

As we all go throughout our day, we see advertisements everywhere. These messages drive us toward buying a product. However, the advertising space can be overwhelming because the marketing pitches are on our phones, televisions, billboards, and signs around town in addition to everything you will send to your customers. Your business can take a different approach by developing and distributing video content that informs the prospect.

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Watch the full video here to get some ideas: How to Improve your Sales Prospecting on LinkedIn in 3 Simple Steps

As you plan your video content, your motivation should not initially be to sell. It should be to deliver unique information to your prospect. It should educate individuals on ideas that can help them do their job better, grow their business, or make life easier. When you seek to provide free value upfront, your brand builds trust. When you establish this trust, you will receive more leads and customers.

Educational visuals can also be effective for your current clients in the form of customer service. These videos could include product explanations, demonstrations, and advice on how to maximize your product as a solution. If your clients are struggling with using your service at an odd hour, an on-demand video can provide a lot of value at the moment and grow long-term trust.

4. Videos on LinkedIn

As of 2021, LinkedIn is the largest professional online network with over 774 million users. The platform makes attractive job opportunities accessible for individuals of all experience levels. However, the site is more than a place to search for jobs and upload your resume.

As the platform continues to evolve, it opened the door for individuals and businesses to share content. LinkedIn also launched a new B2B video marketing initiative, which provides brands the opportunity to connect with potential employees, customers, and clients. While it is too early to showcase the data behind LinkedIn marketing success, there is still a lot of potential on this platform.

LinkedIn is also the perfect space for B2B decision-makers. Many of your target prospects will be C-level executives or established team members within their organization. These same stakeholders will tend to make hiring and talent acquisition decisions.

At the end of the day, video marketing is all about capturing attention. Your potential B2B audience will crave video content, especially as they scroll through LinkedIn. Although LinkedIn is focused on connecting professionals, it is still a social media platform.

Related: Lead Generation on LinkedIn: 11 Proven Ways to Secure Qualified Leads

5. Customer Testimonial Videos

There is nothing more influential than social proof in the form of customer testimonials. Customer testimonial marketing videos have several advantages: they build trust and credibility, boost referrals, and are easily shared on social platforms.

You can communicate your value proposition to your prospects all day. However, the power of your brand is amplified when other people speak about how excellent your company is. Your customers can provide their real thoughts and opinions about your brand, products, or services, which immediately increases your credibility. Your marketing team should leverage your most powerful tool: customer satisfaction.

Customer testimonial B2B marketing videos also create the opportunity for referrals. When you request a testimonial video from a customer, it shows that you value their opinion. This connection builds rapport with the customer, which incentivizes them to tell even more people about your business. As your trusted clients tell their friends, this creates even more brand awareness for your organization.

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Get the full story: Ad Guru Gains A Hundred and More Appointments with Callbox Lead Generation

It is valuable to have written testimonials on Google, Yelp, or other review sites. However, text testimonials are not as shareable on social media as video testimonials. Videos are more popular than ever, and social media is where a lot of decision-makers hang out. In fact, 78% of individuals view videos on social media each week.

Lastly, customer testimonials add a unique twist to your marketing campaigns. Every individual has a different story and interaction with your brand. Testimonial videos will bring these meaningful stories to the front stage. Your B2B prospects will still make the decision based on emotion, and special testimonials will aid in that buying choice.

6. Videos Made to Tackle a Specific SEO

Search engine optimization is a key component of your video marketing strategy. It allows your website to show up higher in search engine results and boost visibility for your brand. In the past, businesses focused on optimizing their written content, product descriptions, and headlines.

This strategy is not good enough in the current SEO climate. Your brand should focus on leveraging a search engine optimization strategy with video content. Search engine search tools can provide you the top videos for a certain keyword, and your brand has the potential to be at the top of that list.

It is not too late to start implementing this strategy, but more companies are moving in this direction with content. As more content floods the internet, it means your company will need to focus its video marketing strategy on inputting necessary keywords and terms. So, how do you execute this method? Below are a couple of activities your team can start with:

  • Use closed captions and engaging subtitles
  • Develop customized thumbnail photos for your marketing videos
  • Research relevant keywords and use them for file names, descriptions, and titles
  • Integrate popular search terms and tags that relate to your video’s mission or topic

Final Thoughts

As you can see, there are meaningful ways to showcase your brand, product, and solution effectively. If you want to provide a virtual product demonstration, a 360-degree video will differentiate your company. Search optimized videos will increase visibility for your website. Vlogging will showcase your employees and daily operations in a special way.

How to Improve your Sales Prospecting on LinkedIn in 3 Simple Steps

There are so many social media platforms that you can use to find leads for your business. Data shows that as of July 2021, there are about 4.8 billion social media users worldwide. That’s about 57% of the world’s population which suggests that more than 9 in 10 internet users are actively using social media each month. The use of social media has tremendously grown over the past twelve months with about 520 million new users as of July 2021. 

For many decision-makers, digital marketers, or B2B business owners, social media is a great tool to build brand awareness, increase community engagement, and generate leads for higher conversions.

While Facebook is the most popular social media platform, we should not take for granted the many benefits LinkedIn can offer. Whether you are looking for employees to work for your company, or simply trying to expand your professional network, LinkedIn is your social media place to be. But, how many people really use LinkedIn? As a business owner, how would you benefit from it?

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LinkedIn User Statistics in 2021

Since LinkedIn was founded in 2002, its members have already passed the half-billion mark with over 722+ million and counting. LinkedIn is the social media platform where Fortune 500 executives and decision-makers like to spend their spare time. This is definitely the kind of market you want to infiltrate if you want to generate leads for your business. These high-ranking professionals are not there to simply browse through wedding photos, answer some Buzzfeed quizzes, or laugh at some memes — they are there actively looking for valuable content that can impact their business, which is very much what B2B marketers love to hear. 

Study shows that 97% of B2B marketers use LinkedIn for content marketing, as well as for prospecting. Most B2B leads — about 80% come from LinkedIn — compared to only 13% from Twitter and 7% from Facebook. 80% may be considered quite low for some, but if you think about it, the majority of B2B marketers can confidently say that LinkedIn is a great source to generate quality leads.

Source of B2B leads (Social Media)
Data Source: https://neilpatel.com/

When it comes to connecting B2B sellers and buyers, LinkedIn is at the forefront, and one of the most critical sales techniques is to understand how your prospects behave. With 50% of B2B buyers using LinkedIn as the main source for their purchasing decision, sales prospecting on LinkedIn becomes a lot easier and more successful.

So, how are you going to leverage LinkedIn as part of your marketing and sales strategy? How are you going to profile your LinkedIn account to attract prospects that will convert to leads, ultimately generating a higher return on investment?

Related: Lead Generation on LinkedIn: 11 Proven Ways to Secure Qualified Leads

What is Sales Prospecting

Considered as one of the most important parts of the whole sales process, sales prospecting for some B2B marketers is still considered a big challenge for a lot of salespeople. Sales prospecting is what it sounds like: going through hundreds or even thousands of businesses and individuals to look for quality prospects or leads who are most likely to convert into paying customers. Often likened to mining, sales prospecting like mining for gold takes a lot of time, as well as knowing where to find these prospects. 

Gone are the days when sales prospecting only includes cold calling, daily meetings, or networking over a cup of coffee or lunch. In today’s digital world, roughly two-thirds of B2B buyers use online content for their decision-making.

Related: 7 LinkedIn Lead Generation and Sales Prospecting Rules To Follow

3 Simple Ways for Better Sales Prospecting on LinkedIn

We now know that LinkedIn is a huge market for lead generation and sales prospecting. Here are some ways how you can make your LinkedIn profile stand for prospects to easily find you:

Infographic

1. Show your prospects what you got and what you can offer

The first step for better sales prospecting is to clearly define the purpose of your business. 

  • What is your unique selling point?
  • What can you offer?
  • What can you deliver?
  • What are your skills?
  • What sets you apart from your competition?

Think about all those things – what makes you stand out? We are all living in this very lucrative market where competition is fierce. Look back on your previous projects and think about how you were able to help your clients with their respective businesses. Don’t get too overwhelmed, however, and be everything to everybody. Just focus on those prospects to whom you can provide the best solutions — those high-quality prospects who are a perfect fit for your business.

Related: How to Become a LinkedIn Thought Leader

2. Consistency in engagement 

Always be connected with your prospects. We all know how crucial networking is when it comes to the success of your sales efforts. More than ever, networking is now absolutely essential if you want to find high-quality prospects and gain access to their buying process. 

Quote from video

Most consumers buy from brands they like and trust, which can only be achieved through mutual connections between sellers and buyers. Expanding your network and staying engaged with your LinkedIn connections can help create warm paths to reach prospective buyers and earn referrals for better business opportunities.

3. Reach decision-makers

Go through LinkedIn company pages and identify which of the company’s employees are connected to you on a first-degree level. Finding that person who can help you in that target company, will help create a positive conversation.

You may get the contact information directly from the person you spoke with or from online database platforms, such as Data.com. From there, you can use their LinkedIn to get to know them better before giving them a sales call. Start with giving a formal LinkedIn introduction through InMail, and then call them the following day. 

You can also find employees through LinkedIn Groups. Engage and connect with them — strike up a conversation if they have posted.

Ready for Better Sales Prospecting on LinkedIn?

They say, prospect smarter, not harder. Shift your mindset and focus on the right people and companies — it is what separates you from those who prospect smarter. Here are some key points you need to keep in mind:

  • Keep track of existing relationships and leads
  • Find the right people and companies efficiently
  • Always prioritize the right prospects, companies, and sales activities

There is also a useful LinkedIn sales prospecting tools that allow you to prospect smarter:

  • Real-time Sales Update
  • Lead Recommendations
  • TeamLink
  • InMail
  • CRM Widget
LinkedIn Teamlink

LinkedIn is every salesperson’s most valuable sales prospecting resource. With these tips and core factors in place, you can naturally ensure long-term success.

Lead Generation on LinkedIn: 11 Proven Ways to Secure Qualified Leads

Are you a freelancer or a budding entrepreneur? 

If the answer was a resounding yes, this article is for you. 

From your experience as an entrepreneur, you would know that one of the biggest challenges faced by any new business owner is lead generation. 

Generating quality leads is crucial for any business’ growth as effective leads can convert to faithful customers. Most businesses run online today. So, as technology is growing, mechanisms to generate leads are also growing.

The internet and lead generation for businesses have a directly proportional relationship. To that note, social media websites such as LinkedIn have come into the picture to enhance leads.

With the help of this article, we will tell you everything about the most effective lead generation tactics on LinkedIn that will help your business prosper. Read on to find out!

Learn how to improve your sales prospecting on LinkedIn

Generating Leads on LinkedIn

LinkedIn was born in May 2003. Ever since then, it was used as a platform for professional networking. Nevertheless, today, LinkedIn is one of the platforms that has proved to be extremely powerful and influential in leading generation and brand building. 

LinkedIn is used by over 774 million users from more than 200 countries. So, there is ample scope for generating leads and growing your business through LinkedIn. We have collated 11 tactics that will enable LinkedIn to help you with lead generation. 

Take a look!

1. Introductions Are In Order

It’s all about connecting. If you have to generate leads, you have to connect. So, the best way to establish a connection or a relationship with them is to introduce yourself to them. 

It does not have to be a lengthy introduction – a short and crisp introduction will certainly catch people’s attention.

2. Participation Gives You Brownie Points

Targeting a niche audience is one of the most important aspects of any business. To further this agenda, you’d be surprised to know that there are discussion groups and forums for all niches that you can think of!

Such groups consist of people who are looking for specific answers and support. You can participate and dispense your knowledge and build relationships in these groups. Soon enough, people will start approaching you regarding your expert services.

Related: How to Become a LinkedIn Thought Leader

3. Collect and Let the Leads Lead You

LinkedIn Ads offer you a feature known as ‘Lead Collection.’ Essentially, this feature enables advertisers to collect or generate leads through their own LinkedIn advertising campaigns. Naturally, people who click on your ad are redirected to the landing page of your company. This feature lets you enhance your lead generation list.

LinkedIn Ads
Source: https://venturebeat.com/

4. Find Common Ground

One of the coolest features of LinkedIn is that you can send free messages to anyone belonging to the same group as you. It doesn’t matter if you are each other’s connections – you can still send a message!

On LinkedIn, you can be a part of up to 50 groups at once. So, all you have to do is find the groups and people who would classify as the niche audience. Once you have found the target audience, you can look for that common ground to help you bond with potential customers and connections.

5. Optimization Should Never Be Neglected

Most of you might already know what search engine optimization can do for your brand. Well, you should know that you can optimize your LinkedIn profile as well. 

If you want your company’s profile to show up on a LinkedIn search, the best way to do it is to include keywords in your bio. If you want to enhance your profile, you can always search for the relevant keywords on the LinkedIn search and view the top profiles that showed up.

Identify how others have used these keywords – and try to formulate your profile around a similar rubric.

The Perfect LinkedIn Profile
Source: https://www.uagc.edu/

6. Show Interest to those Interested in You

LinkedIn has an amazing feature where you can see who has viewed your profile. Of course, a major reason for someone to view your profile is – they’re interested in you or your business. In such cases, it is a great option to track down the viewer with the help of email notifications. 

This will certainly help you connect with potential customers – and, thus, grow your business.

7. Knowledge and Opinions Are Best when Shared

A great way to show your presence on the internet is by sharing relatable content. So, if you want to make yourself more discoverable, you will have to publish an opinion or a short article on your LinkedIn feed. This content should be engaging and should be able to gain the attention of many readers. Mostly, informative content is appreciated on LinkedIn.

8. LinkedIn Premium Leads to Premium Growth

LinkedIn Premium allows you to search by company size, function, and seniority level. So, if you are looking to narrow down your search for the niche market, LinkedIn provides you with the features to do that.

9. Be Curious

An effective way to advertise yourself on LinkedIn is through asking questions from your connections. It is essential to engage with those connected with you on LinkedIn because it leads to creating relationships with potential customers.

10. LinkedIn Pulse – The Pulse of Your Business

If you don’t already know, LinkedIn Pulse is a news platform on LinkedIn. It even comes as a separate application. Publishing articles on LinkedIn Pulse helps you reach a larger audience than you would on your blog. LinkedIn Pulse is your path to becoming an industry expert.

Check out our latest post on LinkedIn Pulse featuring our BDM, Mike Carter

11. Visuals are More Attractive

Using photos and short videos in your LinkedIn posts certainly makes it more appealing – thus, leading to more engagement. People may not read a long text but will watch a short 15-second video or read a quote. 

So, grab the attention of readers with attractive visuals!

Final Words

So, we hope these tips and tricks help you in generating greater leads through LinkedIn. It’s not just about professionalism anymore. Many businesses such as HubSpot have generated 400% more leads on LinkedIn than on any other channel. 

LinkedIn truly has the potential to boost your list of leads as it lets you target the niche audience in multiple ways. We hope you can kick start your journey to enhance leads with the tips we just gave you!