The Best ABM Strategies Scaling Non-Tech Companies Must Employ

Account-based marketing (ABM) uses data to deliver customized content to high-value accounts. By targeting accounts, businesses can shorten their sales cycle, and decrease resource waste while increasing their revenues by focusing on specific accounts.  According to a Benchmark Study conducted by ITSMA, 77 percent of the participants saw a 10 percent increase in their return on investment (ROI) when they used ABM strategies.  

If you want to get the most out of ABM, you need to adhere to best practices and a set of strategies and tactics that match your resources. We created a list of ABM strategies that non-tech companies can utilize to grow their businesses. Use them according to what your team needs and your available resources. 

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Tip #1: Create Offers that Will Land Meetings

A lot of marketers design offers designed to get leads from webinars. These help the sales team convince prospects to agree to a meeting. 

But we know that it doesn’t stop there. They should see how your product or service can be of value to their business. And value equates to convenience. How can your product or service make their life convenient?

Furthermore, that offer should be specific to the CFO or COO you’re targeting. It allows you to create content using language that specifically resonates with them. 

For example, if you are an AI company that specializes in automation. You can offer a fast-food chain looking to reduce its overhead costs with cashier-less technology, similar to Starbucks. The technology would help them cut on manpower, allowing them to save money in the long term.  

Tip #2: Retarget Leads to Put Your Brand In Front of Accounts

Lead generation is a long process that requires resilience, strategy, flexibility, and teamwork. And if you want to keep your brand at the forefront, retargeting is one of your best strategies. 

When retargeting key decision-makers, don’t forget these three strategies:

  1. Combine Website and Direct Mail Personalization

Email marketing and direct mail campaigns have the same response rates. But according to a study, direct mail generates purchases five times larger than email marketing campaigns plus, it has a longer shelf life.      

In a time where email is more prevalent, rarely do C-suite officers receive physical mails. So when you send them one, it will definitely stand out. But there are some elements you can use to further set your letter apart. 

  • The envelope. Personalize by addressing it to the intended recipient. It will ensure that the person it is addressed to will receive the letter.     
  • The letter. Using data, create an offer that addresses a specific pain point the recipient is experiencing. Such focus allows you to create a one-on-one experience that nurtures them and moves them down your sales funnel.
  • The reply card. Make sure that your prospect can easily contact you back when they want more information from you.
  1. Create Offers that Are Prospect-Specific

Personalization and relevance are two essential factors in account-based marketing. A typical ABM program normally has a small number of target accounts; thus, your campaigns and offers should aim to deliver high conversion rates. 

One strategy that works, no matter what industry you’re in, is creating offers that specifically target an account. When your prospect receives it, they feel compelled to open it knowing the report or offer has been created with them in your mind. 

Tip #3: Personalize Your Landing Pages

Personalizing your landing pages is another effective tactic for getting high conversion rates. Here’s how to create account-specific landing pages for your prospects:

Cluster Accounts by Industry

It allows you to address the specific pain points of each segment. Get the details you gathered and use it to create your account personas. If it’s applicable, create a unique persona profile for each role/position at certain accounts. It might be additional work for you, but they are essential for creating a personalized landing page. 

Follow the Same Layout

Although you are using customized content for your landing pages, you should follow the same basic layout for your landing pages. Make sure that it flows naturally and guides visitors to take action. Each page should look like a mini resource page, addressing their specific concerns.    

Add a custom logo and banner for the company. Research their brand guidelines to make sure you’re using their logo properly.

After that, put some relevant content. Use an AI engine grab to pick the best content you have for each visitor’s industry, problems, and challenges. 

Lastly, don’t forget to include your personalized offers.

Tip #6: Supercharge with Videos

Sending key accounts with a direct video message makes personalization one step further. It puts a face to a name and helps build trust. Here are a few instances where videos can boost your ABM strategy:

  • Whiteboard Technique

The whiteboard technique is a selfie-style video where you introduce yourself to your prospect. At the beginning of the video, you have a whiteboard with your prospect’s name on it. 

  • Screen Share Video

This type of video works well if you want to walk your prospect through your product because it showcases your expertise. Don’t forget to talk about their pain points and the solutions you have while presenting your product or service.

  • Email or Newsletter Videos

Adding a video to your email or newsletter produces higher engagement scores than a text-based email alone. It increases open and response rates since it effectively catch the attention of even the busiest CEO. 

Tip #5: Use an Appropriate Call to Action

Not everyone is ready to buy. But marketers often overlook this so they fail to use a call to action that compels the prospect to act. 

If you really want to win your prospect, let them take action in several ways. You can give them access to gate content, free tools, app downloads, resources, and many more. Be creative with your call to action. Don’t just show them you want to land a sale but genuinely care about their challenges and needs.   

Here are the 3 Cs to a powerful CTA: 

  • Concise

When it comes to CTAs, less is more, especially in account-based marketing. C-Suite executives are busy and they won’t take a minute to read a mile-long CTA.  So how short is short? Strive for 3 – 4 words for clarity. The CTA below tells visitors that when they enter their email, they will get a demo:

  • Clear 

Make sure you use actionable words that guide your visitors on what they exactly need to do. Don’t just say, “Learn more” or “Download Now.” Instead, be specific like the example below:

  • Context

ABM is all about creating personalized messages for the right people at the right time to keep them engaged. Consider the end-to-end experience of your audience when creating ads.  Make sure that they know why they saw it and where they are going. Take note as well that not all visitors are going to convert immediately. Thus, it makes sense to offer non-risk CTAs like “Get the e-Book” now. Then, you can use the data they submitted on your form. 

Tip #6: Assign a Dedicated Sales Rep for Each Account    

A dedicated sales rep can add a human element to the user experience. 

It’s true that users nowadays want to research on their own. But they also appreciate that someone — a human being — is there to answer their questions and requests. Talking to an actual human assures them that immediate action will be taken. 

Don’t forget to add the sales rep’s photo and a simple profile blurb to make it more legitimate. 

Next Steps

Hopefully, you’ll have a clearer perspective on what you can do to improve your ABM strategy. It might seem challenging but starting little by little is better than not doing anything at all. Start with baby steps if you haven’t yet and you’ll soon reap the rewards of your effort. 

If you want to learn more,

B2B Tech Sales Trends Every High Tech Sales Rep Should Know

Staying on top of the newest B2B sales trends and adopting them into your plan is essential for increasing revenue and staying ahead of the competition. Although it is difficult to forecast what will happen in the B2B sector, it is always reasonable to assume that nothing new will occur.

Several things have changed this year, as you are aware, but one thing has remained constant: sales activity has not slowed down. For sales and marketing to succeed, originality and ingenuity are becoming increasingly vital, as they have been for some time.

A renewed focus on salespeople’s roles as well as the tools and technology that may assist them in doing what they do best. That’s the basis for these tech sales trends for this year.

Personalization and CRM

Personalization-and-CRM

CRM is becoming increasingly important because it helps bring data from many corporate silos together. It combines data from selling, marketing, customer support, and social media, giving salespeople access to data from a single spot. It has evolved into more than simply a glorified organizer or a spreadsheet substitute in the current area.

Today’s modern client utilizes more than two electronic devices, giving sales and marketing a distinct edge in gaining a better perspective of customer activity and the ability to hyper-personalize.

It’s simpler to follow up on meetings using CRM, there’s less information loss, and targeting clients is a lot easier. 

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

Account-based Marketing

B2B-Tech-Sales-Trends-Every-High-Tech-Sales-Rep-Should-Know

Although ABM has been there for a while, it is projected to see substantial growth in the next few years. The reason for this is obvious. At its finest, ABM examines the synchronization of marketing and sales operations. When the pair agree to work together and use a spearhead instead of a net, the fish they capture will almost certainly be larger. Apart from discovering the greatest match accounts, the major success of ABM is having both sales and marketing working together toward a single goal.

With modern ABM, marketing may send targeted communications to targeted accounts that salespeople are working overtime to convert. They’ll all be constantly communicating, which will boost income.

Related: Account-based Marketing: Why It Delivers the Highest ROI

Automation

Account-based Marketing

Because of automation, this tendency has considerably improved. The use of technology, AI, and other new technologies to automate repetitive, time-consuming, and difficult processes helps divert sales people’ attention toward sales activities, making them more effective and productive.

Non-sales operations like data entry, email contact research, and other administrative duties might be automated to save up critical time for sales personnel, allowing them to focus on sales. At the same time, it’s important to keep in mind that automation must be useful and cannot infiltrate the zone where prospects seek customization. It can’t surprise the prospect by invading their privacy.

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

Digital Sales Rooms

Transactional sales will become even more automated in the future. Salespeople will devote more time to larger possibilities that need a consultative approach, discovery sessions, and customized bids. More individuals will become involved, both as buyers and sellers.

Customer-facing digital portals and microsites will gain popularity as a result of these broader sales processes. Parties may exchange pertinent materials, interact, and create personalized offers for potential purchasers. By reducing any buyer friction even before the contract is signed, the purpose is to improve the connection. These platforms also allow vendors to measure the material their customers watch and engage with, which is essential for determining which content has the most impact.

Product-led Growth

Operating in the software sector, you’ve undoubtedly heard the term “product-led growth” a few times. Companies, as you may know, can have a variety of sales and growth methods. Some companies rely on sales-driven growth, while others rely on marketing-driven growth. Product-led growth is the newest buzzword.

It’s a sales process in which the product is the primary driver of new company sales, growth sales, and retention. PLG businesses frequently use a freeware or free trial business model to allow potential consumers to test the product before speaking with sales.

Platinum Partner, Callbox Receives First HubSpot Trophy

HubSpot is an inbound marketing and sales platform that assists businesses in attracting visitors, converting leads, and closing transactions.

HubSpot accomplishes this by combining a number of functions and enabling marketing and sales teams to handle all of their efforts in one location. Content development, social media sharing, workflow automation, lead acquisition, customer relationship management, sales pipeline mapping, and performance tracking are all part of this process. 

Callbox has been a HubSpot Solutions partner since 2020, and as a lead generation company, Callbox, together with HubSpot makes sure that every B2B company’s success and development depends on having a stable, high-quality pipeline. 

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Having worked with HubSpot for a few years already, we have recently become a HubSpot Platinum Partner, and over the weekend, we received our trophy from HubSpot. 

It is with pride that we receive this trophy of recognition, and we promise to work even harder to provide our clients with the best service that we can. 

The Lead Generation Center of Excellence

As a company grows, marketing functions are dispersed throughout the organization. Some companies, for example, may employ social media experts both locally and at corporate headquarters. 

A center of excellence (COE) brings individuals from several disciplines together and offers common facilities and resources. In academics, it’s known as a “competency center” or “capability center.”

Why Do You Need a Center of Excellence (CoE)

Why you need a canter of excellence

Despite the concurrent growth of multiple abilities, teams tend to function in silos as firms get more complex, not sharing their knowledge. CoEs identify crucial areas and pool internal resources so that they can be shared across organizations. This not only boosts organizational productivity, but it also gives customers a more consistent experience across the board, which benefits both B2B and B2C customers.

Once a CoE is in place, it’s easy to uncover internal resources that can be pooled and shared among groups. This resource pooling boosts internal efficiency while also giving clients of B2B and B2C firms a more consistent experience.

A CoE provides a structure for members to evaluate, experiment, and motivate one another to attain excellence. Its primary goal is to encourage advancement and innovation.

Companies utilize CoEs for a range of things, such as implementing, managing, and utilizing new technology, or adapting, managing, and utilizing a specific or unique concept or talent.

Related: 7 Actionable Tips to Better Manage Outsourced Marketing Campaigns

The Lead Generation Center of Excellence

Unlike in the past, when lead generation was limited to a single channel or two, today’s multi-channel, multi-touch lead generation approach requires a great deal of cross-collaboration.

In essence, your Center of Excellence for Lead Generation will provide the leadership, best practices, research, strategic and technical support, etc.– from the initial planning to the final results.

Modern and process-driven lead generation requires an entire Center of Excellence to function.

Lead Generation Head

The Lead Generation Head is in charge of establishing, implementing, and monitoring your lead generation campaign, as well as ensuring that your project’s goals are reached.

Production Manager

Your Production Manager is responsible for overseeing the critical components of your campaign and ensuring that they all operate together smoothly.

Sales Development (SDR)

So that your sales team can focus on the proper leads, your dedicated SDR is in charge of outreach, prospecting, nurturing, and lead qualification.

Email Marketer

Your Email Specialist is in charge of planning and implementing email marketing campaigns, including copywriting, design, and testing to ensure that your target audience receives engaging emails.

Social Media Marketer

Your Social Media Marketer is in charge of maintaining your social media accounts, including creating and managing profiles, developing relationships, joining and contributing to relevant groups/forums, and gathering and validating information.

Operations, Research and Data Analyst

They’re the ones (behind the scenes) in charge of list building, technology setup, automation, CRM tagging/mapping, tracking, reporting, and measuring results.

Quality Analyst

Every lead generation asset (contact list, email copy, scripts, landing sites, images, social profile, call quality, leads, and appointments) is checked to verify that it fulfills the defined quality standards necessary to effectively represent your business and deliver your message on point.

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

The Takeaway

The Lead Generation Center of Excellence will be implemented in stages, beginning with selecting team members, arranging regular meetings, defining goals and timetables, and ending with the creation of a resources hub for sharing beneficial information.

Callbox Ranks Among The Best in 3 Categories on Clutch 2022

Callbox takes pride in its commitment to assisting B2B organizations throughout the world, no matter how big or little they are or what sector they specialize in. We ensure that B2B organizations receive only the highest-quality leads and that appointments with all of the correct prospects are scheduled.

We are beyond grateful that our efforts and hard work are continuously being recognized and appreciated by our clients as well as prospective clients. 

Today, we want to proudly share with you that Clutch ranked Callbox in three different categories.

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Top B2B Lead Generation Companies & Services

The goal of lead-generating firms is to get leads inside the doorstep as rapidly as possible. Finding a lead-generating agency, on the other hand, may be tough—difficult to know who to trust and which firm would be the best fit. You’re probably looking for a lead-generating firm that is reliable, provides a return on investment, and has the experience to produce high-quality leads to fill your sales funnel. 

Top Appointment Setting Services

Setting appointments is one of the most challenging aspects of business growth, as well as the most common roadblock to expanding a firm via generating sales. Selling will be impossible without initially communicating with a prospect. This is especially true for start-ups and small firms looking to expand – and expansion isn’t feasible without lucrative sales.

Top Call Centers


People who work in call centers must have a natural ability to provide outstanding customer service, as well as good listening skills, adequate communication skills, an excellent memory, and a positive attitude. In many cases, it’s the intangibles, such as excitement and the capacity to listen, that distinguish the finest employees.

It is both humbling and inspiring to watch how our work is assisting other businesses in growing and reaching new heights. At Callbox, we pledge to gain a competitive edge to provide you with the highest level of service that you, our valued customers, deserve.

Prospect List Building Tips for Tech Companies

You’ll be confined to delivering cold emails to contacts that have no need for your product and hence no rhyme or reason to engage if you don’t have a well-defined prospecting procedure.

You’d be losing out on contacting folks who have a good chance of becoming customers simply because you didn’t identify them and strike up a discussion with them. While squandering time and money on customers who aren’t interested in your offering.

You’re setting yourself up for a lack of response rates, insufficient pipeline volume, and diminished sales by sending emails to a handful of contacts with little relevance.

Is there a more efficient approach to developing your pipeline? Of course, there is!

In this article, we are going to uncover the most effective ways to build your prospect list. 

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Leverage on Email Marketing Tools

Multiple email marketing solutions are available on the market to make your prospecting experience as simple as possible. These email marketing solutions collect all of your prospects’ information, especially their contact information. You may even migrate the prospect list to other database platforms using these email marketing solutions.

In addition, most email marketing solutions enable users to send numerous emails at the same time. This simplifies and streamlines the prospecting process.

Related: What goes into creating a successful Email Marketing Campaign

It’s Networking Time!

Prospecting is very much about making relationships and networking. You’ve created the ideal consumer profile, but how will you approach them?

It’s time to contact the decision-maker now that you understand who they are. We spoke about LinkedIn and how it may be utilized for prospecting during our first subject of contention. Similarly, you might try to interact with the decision-maker using LinkedIn or any other social networking channel.

Apart from the media, consider how you should be able to engage your leads in the discussion. What are the key aspects you’d emphasize in order to convert leads into long-term prospects? You may now further categorize your prospect list based on each lead’s reaction.

If you receive a chilly answer from one of your leads, for example, the wisest choice to do is to remove the lead from your target list. If someone gives you a positive reaction, on the other hand, you may add them to your target list to further entice them to become a paying, long-term customer.

Understanding Your Buyers

This may be a no-brainer, but stick with us! You must have a thorough awareness of your consumers and the reasons that influence them to make a purchase, just as you must have a thorough grasp of your product/service and its place in the tech market. Specifically, their problems and requirements. This crucial information will enable you to pinpoint your target pool even more and improve the accuracy of your target audience. 

Organize Your Database

You have datasets at this stage in the process. The first offers crucial details about the products and services, while the second contains essential information about your ideal leads and top clients. It’s now time to incorporate them into the start of your B2B target list.

To do so, consider the following question: Who? Who is the target market for my product? Or, to put it another way, who wants my product? You must solve the problem using the facts you’ve acquired so far.

Related: How to Build and Grow Your Marketing Database in 2021

Conclusion

It’s critical to build your prospect list. This should not be an afterthought to conduct research and go out of your way to engage with your target audience. You’ll need a bunch of data and insight on your prospects before you can decide whether they’re worth your time and effort.

Additionally, pick which path to take when it concerns how to construct a B2B prospect list by developing a consistent approach and timeline. After you’ve finished creating your list, you’ll need to devote more time to connecting with your target prospects and gaining an advantage over your competitors.

6 Cutting-Edge Lead Gen Strategies for Non-Tech Industries

No matter what industry your business is in, lead generation is a vital element in the growth and success of your company. 

Lead generation is done by advertising through multiple channels. The more audience you reach, the more they become aware of your product or service. And that could lead to more customers.

These channels can be paid or non-paid sources, like referrals and search engine results. And the channel that generates more leads is email marketing. That doesn’t mean you only stick to using one channel only. 

But before we delve deeper into it, there are three basic things that you MUST never forget in lead gen. 

  • Audience — your lead gen strategies should always be customer-centric
  • Budget — your strategies should fit the budget you have; otherwise, you’d end up failing. 
  • Skill  — does your team have the skills to do the lead gen strategy you created?
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Create a Strong Content Marketing Strategy

Content marketing is an effective lead gen strategy. Sadly, a lot of businesses are not using putting in a lot of effort to create content that attracts clients.

An effective content marketing strategy includes quality research. In other words, you have to dig deeper and find out what appeals to your target audience. What kind of topics engages them? What kind of language appeals to them? 

There are a lot of tools available to take the guesswork out of this. These tools can help you track the keywords your target audience is using. Once you know that, you’ll be able to create relevant and engaging content for your audience. 

Aside from using the right keywords, effective content answers the questions your target audience is asking. One of the best ways to find out is by Googling it. For example, if someone is looking for a lead generation tool will type “what is the best lead generation” type of question, and Google will generate different kinds of questions.

According to Kinsta, you can use this simple framework in writing useful content:

  • Do keyword research to find a popular question
  • Create an article that answers the question
  • Follow SEO best practices for your article
  • Satisfy the required word count
  • Edit and publish your article

Just make sure the question you chose will make for an evergreen topic and just a passing trend; otherwise, that content will be dead in just a few months. 

Guest Post on High Authority Sites

Guest posting is one of the underrated lead gen and link-building strategies that still work wonders. But how does guest posting work in the grand scheme of lead generation?

When you guest post, you get links that improve the SEO of your website. It also generates more traffic to your website, especially if you guest post on high authority websites with a large following. 

According to Moz, both link building and guest posting work on the same principle. They provide a secondary metric that bridges the gap between a stranger and a customer. When a stranger comes across your product or service, he does not become a customer immediately. They become a lead first, then you nurture them until they convert.  Nurturing takes time and for that, you need to reach out to them in a much more meaningful and personalized way. The guest posts and the links you create are the touchpoints that guide the stranger to become a lead to become a customer. 

Use Email Marketing

Email marketing hasn’t lost its magic yet. It is still one of the most effective and cheapest lead generation strategies. With careful planning and research, you can generate thousands of leads through email marketing. 

Here are some tips for creating a killer email marketing strategy:

Get personal, but not too personal

Personalization has a lot of benefits, especially if that email addresses their needs. According to Epson, 80 percent of the customers are more likely to buy when they receive a personalized experience.

However, in a study conducted by YouGov, 32 percent of the participants get turned off by personalized messages because it feels like an invasion of their privacy. Meanwhile, 29 percent don’t like their names in emails. 

Keep the subject line short and simple

Research shows that 49 percent of email recipients open their email based on the subject line. More so, emails with the most open rates are those with subject lines that are 6 – 10 words and have a sense of urgency or exclusivity in them. It can also be a witty or funny subject line. Here’s an example from Shutterstock:

Don’t forget the freebies

People love giveaways no matter how small or simple they are. Giving a simple tool, template, or premium content in exchange for their email is not a bad idea. In fact, emails that offer freebies have a 26  – 66 percent click rate.  

Optimize for mobile

No one would want an email that looks bad when you open them on your mobile phone. 80 percent of users use their mobile phones to open their email. So you should have a responsive email so that no matter what device they use, they have a wonderful experience. 

  • Segment your emails
  • Segmenting your email lists allows you to send relevant information and use the right tone of voice. According to Lyris’s Annual Email Optimizer Report, businesses that use segmentation have seen a 24-percent increase in sales. 
  • Send at the right time

There’s no one-size-fits-all solution when it is the right time to send because each business type is different. Here’s a chart from SendinBlue that shows the perfect time to send your email for which type of business:

Related: Email marketing: What does 2022 hold?

Leverage Influencer Marketing

This strategy is fairly new compared to other lead gen strategies. But as social media takes precedence, online influencers are now the king on different social media platforms. They have millions of followers, and their voice is an authority in the niche where they are in. 

Building a relationship with an influencer and partnering with them to market your business can help you grow. Here are some tips on how to leverage this lead gen strategy:

Identify the key players and experts in your industry/niche

Look for the different influencers related to your industry on various social media platforms. You can also conduct a survey on your potential buyer. 

Research them

Look at the influencers’ following. Are they similar to yours? After you identified them, create a shortlist of who will make the biggest impact on your business. But before you start hunting, create a persona for your influencer and reiterate your value proposition from the eyes of the influencer. 

If you are the influencer, for example, you might ask what’s in it for you. You might also think if you want to champion the product or service. 

Engage with them

Once you identify who the influencers are, start engaging with them to build a relationship. You can start by sharing their content, liking their content, thanking them if they shared yours, asking for feedback, leaving a comment, and more. 

Measure results and make adjustments

Creating an influencer program takes time but as you measure, you can make adjustments along the way. 

Copy Your Most Successful Competitor

All of us want to be the original. But the reality is, that only a few have that one brilliant idea that all others copy. But imitating someone is not bad at all. China slowly built its economy by offering cheap imitations of popular brands until it became the major economic player in the world today. Now, no one is laughing at China.

In the same way, copying your most successful competitor isn’t so bad. What they’re doing right can also benefit you. The challenge is how to make it your own — something that reflects your brand and your product/service. 

Be More Visible On Social Media

Social media might not be a popular lead generation strategy. But the truth is: that your audience — your target customer — is on social media. Every day more and more businesses are using social media than other existing media to engage with their customers and prospects. 

So how do you generate leads on social media? Start by finding out where the large percentage of your target audience is. After that, create content that is relevant to them. Find out what they are looking for and answer those questions.  

Related: Social Media Marketing: Top 9 Keys to Generate Leads and Boost Sales

Conclusion

Lead generation needs patience and tons of research. Learn where the majority of your target audience is and create the best strategy that can win them over to you. 

Take time to know them and be mindful of how they interact with your brand or business. Always test what strategy works and optimize them for the best results. 

Top 4 Tips and Tricks to Increase B2B Sales Leads

Generating new leads for your business isn’t an easy task, especially for B2B companies. You need to have an enticing offer, know exactly how quickly your customers will get a return on their investment, make sure they understand your products and services and the benefits of working with your brand. 

In this article, we’ve prepared an actionable guide of 4 easy ways you can quickly increase the number of sales leads. 

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Invest in social selling

Focusing on social media is not just a great way to increase brand awareness and build a loyal following, it’s also an efficient way to generate leads. Social platforms allow you to present your product and services, talk about your brand and give your audience insight into your processes, goals, and values. 

The trick is knowing which platforms to utilize. LinkedIn is a great choice for B2B companies. It allows you to quickly reach out to people from specific industries, even companies. That means that LinkedIn’s algorithm isn’t doing a lot of guesswork – like Instagram or Facebook metrics

With LinkedIn, you can reach out to qualified prospects and promote your products and services directly to them. Seeing how ads are sent to people’s inboxes, you can personalize your message in order to have a greater impact. 

Personalization can help you not just generate more leads, but also sell more. Research shows that 91% of consumers are more likely to shop with brands that provide them with personalized content, offers and recommendations.  

Start your LinkedIn marketing campaign by editing your company page. Make sure all the information is correct and up to date and follow relevant people in the industry. Then start engaging with opinion-makers in the industry in order to gain further credibility. 

After that, work on your content strategy. Make engaging content that brings actual value to your audience. Don’t just write promotional posts about your brand. 

Once you’ve set the stage, you can start creating ads. LinkedIn is a pricey platform, especially in comparison to Instagram and other social media but the value you get in return is great. 

This is the best platform for finding qualified leads as well as communicating with specific people in the selected companies. 

Create a Smarketing team

Joining your sales and marketing team doesn’t just make sense, it increases your sales. A lot of companies struggle with aligning their marketing efforts and sales processes. That’s a huge shame because the goals of these two teams are the same – increase revenue. 

Think about your sales content – is it highlighting the benefits of your products and services, does it incentivize people to perform a certain action, and is it up to date?

Give your current sales funnel content to your marketing team and let them do their magic. Make sure to get the newest data from your customer success team and use that insight in shaping your messaging. 

That way, you’ll have a better shot at attracting qualified leads and more time to focus on closing sales. 

Take SEO seriously

Having your site ranking high on search engines can help you increase the number of leads as well as the number of sales. The easier it is for people to find you, the more your traffic will increase. People have a lot of faith in the Google algorithm so once you rank high, it increases your authority and people’s trust in your brand. 

Now that we covered the importance of SEO, let’s jump into the strategies you can use to get your page a good ranking. You’ll need to combine on-page and off-page strategies. The first one includes processes you can do on your site in order to make it rank better. 

On-page optimization includes keyword implementation, content optimization and speed optimization. 

On the other hand, off-page SEO includes processes aimed at other pages, such as link building, email and social media marketing and more. 

Our tip is to use a mix of these strategies in order to have a well-rounded SEO strategy. That way, you’ll attract more qualified leads and you’ll quickly get them to the checkout page. 
A huge benefit of SEO that people don’t talk about a lot, is that people don’t trust ads. With research showing that nearly 80% of users ignore paid ads that appear in search results, it’s clear to see that investing in an SEO strategy is far more important than PPC campaigns.

Your SEO strategy won’t bring results overnight, as PPC might, but in the long run, your search engine optimization will help you keep existing customers as well as attract new ones. 

SEO can also help you spread on your local market. Make sure to optimize your Google My Business account and regularly update your content like – open hours and more. 

Utilize content marketing

Guess what? Content is still king. 

Content marketing entails a marketing approach focused on creating and distributing valuable, relevant and consistent content to attract new and retain existing customers. It’s effective because it’s focused on what your customers would like to read and watch, instead of being purely promotional. 

Many companies love to use content marketing because it creates opportunities for their potential clients to find them and learn about the brand, products, and services. The more content you place out there, the better your chances are that your customers will learn about your company straight from you. 

Other than spreading brand awareness, content marketing is great for every step of your sales funnel, generating leads, creating brand loyalty and increasing your sales. The important thing is knowing your audience and focusing on them every step of the way. 

Create your content strategy based on what your audience wants, needs, and expects. Create helpful blogs, podcasts, videos, newsletters, social media posts, and any other type of content they might enjoy. 

Make sure to always keep checking the engagement and performance of your content in order to make sure your audience is enjoying it.

Conclusion

Our actionable guide will help you not just generate leads, but also increase sales. The more effort you put into the quality of your products and services as well as the content you’re pushing out, the more your audience will trust you and recommend you to their friends. 

New B2B Telemarketing Techniques That You Can Start Using Now

Old but gold. That’s what telemarketing is. If you can’t see the beauty that it radiates to your marketing and sales activities, you are definitely missing out on something!

You may just be a few years older or not even born yet during the inception of telemarketing, but it doesn’t mean that it is outdated. In fact, about 60% of marketing managers from Fortune 500 companies expressed that telemarketing is very effective in leads generation and customer outreach.

People who say that telemarketing doesn’t work may be doing their campaigns with methods from the 90s.  Well, it actually wouldn’t work during these modern times. That’s why you have to step up your telemarketing game and adopt new techniques to keep up with the ever-changing market environment and consumer behavior.

Now, let’s look at these new telemarketing techniques you can employ to kick off a successful telemarketing campaign.

Use Good Icebreakers

Use good ice breakers

One challenge for telemarketers is to make prospects feel comfortable to talk about themselves and their pain points. Some are hesitant to share valuable information, especially during the first meeting. That’s why building rapport when calling is essential, and an effective way to kick off a great conversation is through icebreakers.

4 Good Icebreakers to Break the Tension in Telemarketing

Break the tension or awkwardness with these icebreakers:

  •  Offer a compliment – about your prospect’s recent achievements like a promotion or a simple observation like being able to pick up the call quickly
  • Mention a current event/holiday – could be an upcoming holiday or recent events/news in your prospect’s area, but be mindful because not everyone celebrates the same holidays
  • Find a commonality – something similar between you like hobbies, hometown, or school can increase your prospects’ interest and make them more willing to talk
  • Showcase your knowledge about a prospect – could be an event they are preparing for or any interesting and relevant information that you’ve discovered from your minor research

Note that it should come out naturally in the conversation. Also learn to personalize your icebreakers and avoid using the same ones for several clients.

Talk Less, Listen More

Talk less, listen more

You have two ears and one mouth for a reason, and that is for you to talk less and listen more to your prospects. You may want to talk about your products/services, but there’s a right time for that. In fact, you’d be more successful in converting leads if you could get them talking about their company, their goals, and the problems they’re facing.

Focusing the conversation on your prospects is how you can gain exclusive information about them and better understand their needs or wants. So, by the time you make your pitch, you can address relevant issues, needs, and goals. And that’s how you can increase the possibility of successfully turning them into customers.

Research beyond Demographic Data

Research beyond demographic data

Calling your prospects without knowing anything about them is like going to a battlefield without any weapon. So, if you want to have successful calls, you need to spend time and effort researching your leads, and it should go beyond knowing their basic information like name and job title.

You can widen your research with firmographic data, which is about companies and what they do, and technographic data that presents the software and technologies companies use and their purpose. Having such information helps your telemarketing team prioritize the right prospects and produce more productive conversations, which eventually leads your telemarketing campaign to higher sales conversions.

Help to Sell

Help to sell

Winning over customers is the ultimate goal of your telemarketing campaign, and what best way to achieve it is by helping your prospects along their customer journey. 

When dealing with leads, you will go through several calls before you could actually close deals. In these instances, you should be helping your prospects diagnose their pain points, understand their needs, and identify appropriate solutions or actions. If you dwell too much on selling your products/services every time you get in touch with your prospects, they may find you too pushy and eventually get irritated. And you don’t want that for your business. So, keep helping your prospects because that’s how you can add value. Then, sell when they are already sales-ready. 

Integrate Artificial Intelligence

Integrate artificial intelligence

You can’t just have the right people in your telemarketing campaign. You also need to accompany them with the right tools and software to maximize their productivity and efficiency. That’s why you have to provide them with the optimal work environment, and integrating Artificial Intelligence in your operations is the way to go. 

You might ask, How can AI make a difference?

With the surge of data you have to deal with, AI can give you a competitive advantage as AI:

  • sift through mountainous amounts of data and pre-qualify, sort, and hand out leads to agents
  • analyze prospects in the pipeline and identify deals with the greatest likelihood to close
  • consolidate customer data and update records for Customer Relationship Management (CRM)
  • gain insights on the time prospects are receptive to sales calls, their interest in the offering, and customer behavior

So, go get moving! Integrate Artificial Intelligence ASAP and provide your prospects with superior customer experiences 

Create Multiple Contact Points

Multi-channel marketing

There’s this famous saying, “No man is an island,” and ironically, it is applicable to marketing too. With the availability of several communication channels today, one channel alone won’t effectively capture your customers. Your prospective clients expect to reach you at multiple touchpoints, so telemarketing should go along with other channels, such as mobile, web, email, and social, to get your message across to your prospects.

Build a multiple-channel marketing program to provide an immersive experience that can attract your prospects’ attention and stimulate their interest in your offering. It will also help you gain valuable insights into your prospects’ behavior, then use these to modify your approach and curate your pitch according to their needs and wants.

Takeaway

As the world continues to evolve, so does telemarketing, which means that you should too. You can’t expect telemarketing to work if you’re not updating your strategies. You have to continuously lookout for changes and be proactive in adapting to them. As long as you have the right strategies, techniques, tools, and people in your telemarketing campaign, it is highly likely that you will succeed. If you’re developing your campaign right now, refer to the techniques above to level up your game.

7 Elevator Pitch Examples that Will Get Tech Buyers’ Attention

One of the factors that can make or break your product or service offering. It sets the precedent for the other person whether to engage in a conversation with you or not. So how do you present yourself during a meeting to make people want more from you?

In this article, we will be presenting 7 elevator pitch examples that will catch your listener hook, line, and sinker. It doesn’t matter whether you are a professional or a first-timer, the examples we will give will cover you no matter what situation you’re in. 

But before that…

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What is an Elevator Pitch?

In a nutshell, an elevator pitch is a brief introduction about yourself, what you do, and what you are offering. It’s an icebreaker,  a prelude to making a meaningful connection. And through that, you could stir curiosity and leave your listeners wanting for more. 

You might not be aware of it, but you might have given a number of elevator pitches in your life — from interviews and proposals to investor meetings and business opportunities. 

An elevator pitch may vary in length, but the most ideal is around 30 seconds. That’s because our attention span only lasts around eight seconds. However, this guideline is not set in stone. You can make it longer, depending on the industry you’re in and what you are pitching. The most important thing is it should contain the most important points you want to say. 

Another factor that contributes to a successful elevator speech is the person you’re delivering it to. As a rule of thumb, you should go for the best point of contact. Those who are interested in or related to what you are offering. By doing so, you’ll have a better chance at winning them over to your side. 

Anatomy of an Elevator Pitch

When writing your elevator pitch, don’t give a history lesson on your business. Include only the most relevant and recent details. You will be able to do that if you have carefully researched who you’re going to talk to. You also need to understand the basic components of an effective elevator speech.

Introduction

You have the freedom on how you want to introduce yourself. You can start by stating your name and your company. Or you can start with a good joke to break the ice. But no matter how you do it, make it sound natural and relevant — something your audience is familiar with. 

Make the introduction short and direct to the point. And don’t forget your body language and eye contact.

Problem

After the introduction, talk about their pain points. It will set the stage for the solution you have. For example, discerning high-quality leads from the bad ones. 

Use real-world examples so your audience can relate. It’s much better if you’re going to use their experiences. Making them the star of your story will grab their attention. Moreover, this exercise might help them become aware of the problem they have overlooked. 

Solution

The solution you bring makes them realize why they need your skills and expertise. For example, Callbox helps you get high-quality leads for your business, qualify and nurture them, and convert them into buying customers. 

Presenting your solution is crucial to the success of your elevator pitch; so take time crafting it to perfection. Fine-tune it so it fits your audience. Share the uniqueness of your solution and why it would greatly benefit them. 

Value Proposition

The solution is the icing while your value proposition is the cake. It’s the element that will seal the deal because it will show your prospect why your solution is better than the competition. For example, Callbox is the only lead generation agency that connects prospects through six different channels. 

Engagement

After you present everything, your job does not stop here. You need to keep your prospect engaged even when you’re saying goodbye. They have to keep wanting more. After that, don’t forget to swap information. 

7 Most Effective Elevator Pitches to Attract Tech Buyers

Now that we have covered the basics, it’s time to look at some of the most effective elevator pitches we have compiled. 

Pitch #1: Questions

Tech buyers love problem-solving. After all, that’s how innovation starts — with a question. So it makes sense, when you present your pitch in a question form like this one:

Have you ever felt frustrated about getting quality leads that convert? You have so many leads but they stop after the trial period. But you know what? After utilizing all 6 lead generation channels with various tools and strategies, we tripled our sales. Have you ever tried something similar to this?

Pitch #2: Statistics

Presenting tech buyers with stats is another exciting topic in the industry. Data and figures have a premium in this group because that’s what they use to solve a problem. Here’s an example of a stat-driven elevator pitch:

Did you know that only 56% of B2B companies, including the tech industry, check valid leads? No wonder a lot of companies are still struggling in boosting their sales. By contacting leads faster, you have a bigger and better chance of converting them.

Pitch #3: Story

This type of elevator pitch uses your own experience or customer testimonials to create a compelling story for the audience. It’s a good strategy if you only have 30 seconds to introduce yourself. 

We have a client that has difficulty getting customers because of the pandemic. With our help, they were able to generate leads by 73%, enabling them to retain all their employees.

Pitch #4: One-liners

We are not talking about cliche one-liners but facts or statistics that are relevant to their business. Here’s an example:

63% of buyers requesting information on your company now will not purchase for at least 3 months. What tools and strategies do you have in place to seamlessly guide them to a buying decision?

Pitch #5: Talking to a business owner or entrepreneur

Business owners are warier than C-Suites when it comes to new investments. If you want to win them, use examples pertaining to their business as you present the problem and solution. 

I love your products at XY Enterprises. I admire your vision, but I realized that a lot of people have missed the opportunity of working with your company. Have you ever used various channels to generate more leads? I think it could greatly impact your business growth in the long term. 

Pitch #6: Sales Pitch

Salespeople often use incomprehensible sales jargon that drives prospects away. The key to success is establishing a real connection sprinkled lightly with selling your product. Start with a personal story instead of the usual sales presentation.

We have experienced great setbacks caused by the lockdowns during the pandemic. We were on the verge of laying out some of our employees. Thankfully, we found a solution to our dilemma. Exploring new and novel channels in generating leads enabled us to find new clients. Each business has a different strategy in getting new leads but I can confidently say our tools and strategy were exceptional at getting high-quality leads that we didn’t let go of anyone in our team. 

Pitch #7: Virtual event

A virtual networking event is common these days. It is also challenging in making meaningful conversations. But no matter how difficult it is, be ready to deliver a compelling elevator pitch. You’ll never know who you’ll be talking to no matter where you are. 

It’s a pleasure to meet you. I’m Gen from Callbox, Inc. We’ve been able to increase our sales even during the pandemic by utilizing g lead generation channels. If you ever need help with your lead generation, just reach out. I think we can create a huge impact on our business. I’ll make sure to have your contact information ready as well. 

Fine-Tuning Your Elevator Pitch

Aside from creating an awesome elevator pitch, you need to fine-tune your delivery. Don’t punish your listeners with a boring speech. We are not just talking about the content but also the tone you use and your posture when delivering it. 

Here are four tips to keep in mind: 

  • Stick to your script – it will help you stay on topic. You might not say it word for word, but memorizing most of it will make you more confident. It will also prevent you from forgetting the most important points. 
  • Speak clearly – even if you feel nervous, do not show it. Relax and speak slowly so your listeners can understand you. However, be aware that it is not too slow or you will bore them. 
  • Record your speech – recording your speech before you deliver them allows you to see areas that need improvement. Practice and record your speech a number of t
  • imes until you can confidently say that it is enough. 
  • Practice – it might sound cliche but practice makes perfect. 

An elevator pitch is an opportunity to present prospectus your strengths and solutions. It might be scary but try using the suggestions we gave you and develop your own strategy. 

While the elevator speech is important to attract more people to your business, there are many more ways to boost your sales and revenue. And one of those methods is by generating high-quality leads that have a 99 percent chance of becoming a customer.

The Challenges of Selling Industry-Specific SaaS (and How to Overcome Them)

There is no better time to sell SaaS than now. The market looks promising, with an estimated growth rate of 18% annually. With 99% of businesses using at least one SaaS solution, nearly 7 of 10 enterprises are ‘intermediate’ and ‘advanced’ users. And companies are allocating more budgets for SaaS services.

Industry-specific SaaS providers are especially thriving with focal markets and the ability to adapt to the needs of their clients more quickly. Yet the appeal of software sales also comes with looming challenges, from seemingly unattainable quota to customers resisting changes that come with technological advancement. This article will discuss some of the challenges and opportunities in selling industry-specific SaaS. 

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A Smaller Lead Pool

Industry-specific SaaS providers focus on solutions to niche problems of the niche enterprise. At some point, it can also feel like you may have exhausted your lead pool. What happens when you’ve converted your lead pool into customers?

Opportunity: First, work on scaling with your customers–grow as your customers’ businesses grow. A top priority of niche providers is to continue boosting the success of their customers. Second, consider expanding to similar niches where your SaaS tools are also relevant. Don’t be afraid to enter smaller markets in the same vein as your current customers. 

Take inspiration from these winning SaaS marketing examples from the industry’s familiar brands.

Reaching the Wrong Target Audience

Stunted growth could be an indication of advertising to the wrong target audience. Reanalyzing your target description may help you narrow down who your target market is. As much as possible, get more specific. For instance, you may soon realize that you are selling to an entire buying committee with multiple stakeholders handling different divisions in the company. 

Opportunity: Focus on having one-on-one conversations with your ideal customers. Listening to them can give you more information about your target customer profile. Learn how they use your SaaS tool. Identify the unique needs and challenges of the various divisions within the company. Identify how your software can provide solutions that would meet these unique challenges. In the process, you may better describe your buyer’s persona. Finally, learn to identify which decision-makers within that buying committee have more influence than the others.

Getting False Hopes from Unqualified Leads

SaaS reps who educate their customers find more success than those who aggressively try to close a deal. However, don’t fall into the trap of expecting leads to be more qualified when they ask for a free trial or a demo than those who don’t. 

Opportunity: Amp up your lead scoring or lead qualification process. You can save money, time, and energy otherwise used on low-quality leads. Questionnaires and checklists can help in qualifying leads. Improve your lead scoring model to filter out demo users who may never be planning to convert. 

Tip: Learn how you can drive more revenue with lead generation optimized for the SaaS market.

Sales Reps Find It Hard to Explain Your Solution to Prospects

Niche industries can be complex — managing more employees, operating across multiple time zones, locations, and such. Thus, industry-specific SaaS solutions can be complicated as well. These tools support a wide range of users, departments, and goals of the enterprise as a whole. Integration with other enterprise applications is also a must. Moreover, as the product is more complex, there may be no free versions. 

Furthermore, it can be a challenge to train SaaS sales teams who will have a deep understanding of the product. Failure to provide vital information about the SaaS solutions can make it even harder for your customers to understand the value of your product. Unqualified salespeople can drive qualified leads away.

Opportunity:  Invest in the training of your sales reps, starting with the foundational knowledge about the SaaS tool. Also, teach them how to obtain any additional information they may require along the way. Sales teams should be adept at answering questions, conducting demos that fit your clients’ needs, talking with the different decision-makers, educating and negotiating with prospects. Also, incentivize and retain trained sales reps to avoid the cost of staff turnover. 

Understanding the Longer Sales Cycles

Patience and exceptional follow-ups are secrets to thriving amid an unusual sales cycle in SaaS. In particular, SaaS providers who recently launched their sales program may lack precise data on how long it will take to close a deal. It can lead to unrealistic expectations, unnecessary pressures, and unreachable quotas. Another problem is staff turnover that replaces team members who leave the company.

SaaS sales don’t happen in a single transaction. It can take weeks or months for the buying committee to approve the purchase. The complexity and price of the SaaS tool may further lengthen the sales cycle. By contrast, less complex and less pricey solutions will sell faster.

Opportunity: As it is harder to predict monthly and quarterly quotas and manage overlapping sales cycles, consider benchmarking to improve your expectations. Factors to consider include pricing, the complexity of the product, your niche industry, and your customers’ needs. It can take a while to understand the buyer’s process that you can use to set more realistic sales targets. 

Leads Lost In the Long Sales Cycle

As it can take multiple decision-makers longer to approve the purchase, leads can get lost in the coming weeks, months, or years. The problem is not much of having a limited lead pool but a poor lead follow-up. It can be tempting to ignore leads when they are seemingly not ready to make a purchase decision. 

Opportunity:  Encourage your sales team to nurture leads every step of the way in their buyer journey until they are ready to take that crucial step. Consistency is the key to the long sales cycle of the SaaS industry. Avoid neglecting leads by having a system of following-up leads over time. Help them along the sales pipeline by addressing concerns, educating, and adding value. 

Lack of Compelling Content to Convert Leads

Niche-specific SaaS buyers are more than willing to be educated. They want to read case studies, white papers, original research, and blog posts. They also consume how-to videos and content that address the questions they have. Moreover, at every stage of the buyer’s journey, they will have varying concerns. It is important not to overwhelm them with the information they do not need at the onset but may want to know later on as they understand more about the solution you offer and the value it provides. 

Opportunity: Engagement with your prospects make it easier for your sales team to hit their quotas. But first, you need a library of content that will add value to your customers at every stage of the buyer journey. Map out relevant content at the awareness stage, then at consideration, and finally at the decision stage. Having the right content and the timely delivery of this information to the correct prospects will better prepare your buyers to be sales-ready.

Dealing with Resistance to Change

One of the reasons why enterprises take longer in the sales cycle is the fear of change. They have used their systems for a long time and invested time and money in them. Asking them to switch to a more effective and dynamic solution, yet more complex can be a lot to ask. Moreover, SaaS solutions that require organizations to require their existing vendors to adapt to the new system will also take it slow for fear of damaging their relationships.

Opportunity: Reach out to the primary system users who may better understand the solution your SaaS tool is offering. They can help you better work with the key decision-makers since they recognize how much the solution will save them. Let your prospects use product trials so they can give first-hand testimonials on how your SaaS tool made their work simpler, more secure, and less costly in the long run.

Converts are not Using the System

Even if they said yes, users might not have fully utilized the SaaS tool. Without experiencing the full benefits of the SaaS tool, the user might stop using your product. That will affect your client retention reputation. Find out if this situation becomes the bottleneck for users, causing them to abandon using it. 

Opportunity: Focus on establishing a great user experience from the onset of onboarding. Manual intervention may be the missing element. Be there to assist them in reducing the pain of adopting the new software. Make the pain of staying less uncomfortable than the pain of change. 

In the process, you are helping your customers understand the product in person. Also, you may detect any complications in your UI that will need refinement to fit your market better. Work on establishing personal relationships with the customers. It can support the lifetime value of your customers and bring in referrals. An effective strategy in client retention is listening to customers and building features that cater to their needs. Add in customer support such as live chat to improve the overall customer experience.

Before You Go

SaaS sales require a strategic approach that should be intentional and consistent. As you overcome challenges, growth and innovation are inevitable. Finally, remember that SaaS relies on customers continuously using and benefitting from the software over multiple contracts. 

How ABM Can Drive More Tech Leads That Close Faster

ABM should be included in your Tech lead generating plan for a variety of reasons. For starters, ABM will assist you in attracting and retaining clients.

You’ll be well on your way to reaping some of the advantages of ABM if you can promote in a way that inspires trust in your service or product. You may take advantage of various benefits of ABM with the aid of a very good ABM strategy.

These tactics can also be used to build relationships with new and existing consumers.

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Target The Right Leads with The Greatest Revenue Potential

B2B organizations around the world are putting more money into outbound marketing as sales get more sophisticated. Targeted prospecting, when done correctly, initiates dialogues with ideal accounts, develops qualified leads, delivers a high return on investment, and increases revenue. 

It’s crucial to remember that targeting is not just about targeting whoever you come across and who might be interested. You want to make sure that you target all the right leads who have the potential for revenue. The best way that you can do this is by first and foremost, defining who your primary target audience is and taking it from there.

Engage Tech Buyers On a More Personal level

Gone are the days of plain outreaches. Those don’t work anymore nowadays. In today’s market, you have to build relationships that provide value to your customers. Engaging your Tech buyers requires you to become more close up and personal with them. To get the best visibility for your information, engage with tech buyers across numerous platforms. Publish articles to your blog, Twitter, and other social media accounts at the same time. By sending out email newsletters that include both original and curated material, you can build trust, educate your audience, and encourage participation.

Your material mix should be well-balanced. Along with your product material, consider incorporating industry trends and instructional information. However, above all the technicalities, make sure that you personalize your content. When reaching out to them, find ways to make your messaging personal and tailored specifically to them. 

Your customers are the lifeblood of your company, that’s why it’s critical to keep track of how they engage with your brand. Don’t only contact them when you need their company; find ways to show them you understand on a regular basis.

Related: How to Engage Prospects That Are Not Ready to Buy Yet

Shorter Sales Cycle

Shortening the sales cycle without an upfront sales investment is one of the most important marketing goals. With a shortened sales cycle, you’ll have more time to develop new leads. This will eventually result in a higher profit margin. A shorter sales cycle might help you gain a competitive edge. It will enable your organization to gain market share and expand its operations.

Your sales funnel should correspond to your customer’s journey. You should figure out how your consumers make purchasing decisions. Your sales team should be able to produce a quicker flow with more closings by matching the sales cycle with the consumer experience.

Many salespeople squander time on activities that don’t help them create new leads or convert clients. They squander time on administrative work, project planning, and social engagements. It would help complete more transactions if they spent the majority of their time prospecting sales possibilities and following up on leads.

Ascertain that the sales team’s main concentration is on generating leads and turning them into clients. The duties that aren’t related to sales should be automated. This will increase sales team productivity, resulting in a shorter sales cycle and increased profitability.

Related: Software Sales: Shorten Long Sales Cycles with Account-based Marketing

Deliver Higher ROI

The very first step in increasing your investment return is to precisely identify the prospective return or returns on your investment. Greater sales, higher revenues, more profits, lower overhead or production expenses, higher staff retention, improved customer happiness, enhanced brand preference, or fewer government requirements are just a few examples. Set various standards for your return targets if possible. Instead of stating a target of higher sales, create a goal of higher sales during a particular month, in a specific region, with a certain sales agent, or via a specific distribution channel.

Increased sales and revenues, as well as higher pricing, are two ways to boost your return on investment. You’ve enhanced your return if you can expand sales and profits without raising costs, or just increase costs enough to give a net profit gain. You’ve enhanced your return if you can increase your pricing without reducing sales to the point where earnings are eroded. Look for methods to increase your business and profits in ways that offer you a higher profit than your present company practices, based on your current return calculation.

Better Upsell Opportunities

Upselling is the process of persuading clients to buy a more expensive product than the one they had planned to buy. It’s a high-conversion sales technique that’s lucrative.

Customers nowadays conduct research before making a buying choice. Prices, features, ratings, and availability are all being compared. You can make this procedure more convenient for your consumers and use it as an opportunity to upsell.

The Takeaway

You should put these tactics to the test for your own Tech Lead Generating now that you’ve been flooded with knowledge regarding ABM lead generation strategies. We hope that you’ll be able to reach out to your target consumer more quickly and effectively.