The Essential Checklist to Finding  a Decent Leads Database Provider

How to Select the Right Database Vendor? Criteria or Requirements
B2B businesses without a doubt face certain challenges that get in the way of their revenue goals. For sure, these businesses need to do whatever it takes to place their brand front and center and, more importantly, make sure that they are able to generate as many sales opportunities as possible.

However, not all strategies work. And we have to expect that each technique or method we apply has a certain caveat that needs to be addressed. This situation further places B2B enterprises in a dilemma that involves choosing to decide which strategies to implement. In terms of generating high-quality B2B leads, enterprises have to spend a lot of time generating their own lists of contacts to pursue. To this end, companies spend a lot of time and resources creating their own mailing lists from scratch.

While this has been very much possible for big brands that already maintain a portfolio of industry-specific business contacts, those that are still in the age of B2B infancy will have to create their own lists out of nothing. This, of course, entails a difficult and extensive process that will get neophyte startup execs scratching their heads.

But there is actually no reason for them to be all pessimistic as there are tons of lead generation services that offer the solutions these businesses need to feed their pipelines with the right leads – for an investment that’s right for the pocket, of course.

If you seek to generate a good bulk of B2B leads based on your target audience, the right way to go about it is to purchase a ready list from a database provider. B2B marketing services maintain lists of verified contacts that are ready to be engaged and nurtured. Buying these lists from them means avoiding the often complex task of list building and putting you directly into the action.

Still, for businesses that have not yet bought marketing lists before, it pays to know where to find the right provider.

When you are in the search for the right service to purchase, here are some things you need to put on your checklist.

Price

As a business owner yourself, you need to find cost-efficient solutions to certain issues that are costing you money in the first place. Just like when you are out shopping for new kicks, you need to take a gander at the price tag and see if you can negotiate a lower price.This won’t be easy actually since cheaper lists imply lower quality contacts. To be able to get the most out of your leads, of course, you have to pay a great deal, but that doesn’t mean you are not allowed to scale the price down.Ask the provider if the price can still be negotiated and see if there are any trade-offs.

Related: Answering Quora: Why should you outsource your data cleansing and enhancement services?

Quality

It’s true: price does not necessarily define the value of a product. You can buy a golden pen and not use it as the writing instrument it is meant to be. With that, you will have to get assurances that the lists do contain responsive contacts that have recently been updated.

While people will continue to assume that marketing lists contain invalid addresses 90 percent of the time, let’s face it, you still need these lists to remain competitive.

It is just a matter of selecting which service would deliver the best results. As a word of advice, do a background check of the provider before you can even consider sending an inquiry. Take a look at reviews and testimonials from current and previous clients and you will have the information you need to decide on which service to hire.

Related: Declare Your Independence from Bad Data: A 5-Step Plan

Deliverability

When buying a marketing list from a lead generation service, make sure that the contacts will actually translate to leads. To find that out, you simply look at the response rates from a particular segment of the list. Bounce-backs will obviously do you no good, so it really pays to watch your stats and see if your campaign is getting inquiries and the like. Deliverability issues mean that you are sending to invalid addresses, putting your email campaign right in the corner. Do not let this happen by asking the provider a test run of a certain group of contacts from the list before you even consider buying it.

Related: Why IT Companies Say List Buying is Bad…And Why They Can Be Wrong!

 

 

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Sales and Marketing Basics for the Cloud Crowd

Sales and Marketing Basics for the Cloud Crowd

Cloud-based solutions are enjoying a wave of popularity recently, and this is because businesses have realized its potential in terms of streamlining key activities and improving productivity. Essentially, a lot of people especially experts in the software and IT markets are forecasting greater growth for cloud-based packages. Read more IT and software statistics and trends.

This is because there have been increases in the demand for such solutions among B2B enterprises across different industries. These enterprises use cloud computing for a variety of purposes, making it inevitable for them to adopt cloud-based services. This, in turn, just shows how much of a gold mine these types of products and services are to companies that offer them.

Cloud computing will become a norm in three years’ time, mainly because enterprises feel that there is an even greater need to adopt such systems. For sure, the cloud industry will continue to experience significant growth numbers that It executives specializing in a cloud will drool over. To fill you in on what stats to look at, a Forbes article has projected growth from “$67B in 2015 to $162B in 2020 attaining a compound annual growth rate (CAGR) of 19%.” From this observation alone, companies that offer cloud-based solutions are impelled to double their efforts in terms of acquiring customers and securing a better position for their brands.

The challenge remains for companies in the SaaS arena to improve their marketing and sales campaigns. And it starts by knowing just how essential these two are in improving the bottom line and making sure to open up as many opportunities as possible in the wake of cloud computing’s popularity.

Brand visibility

Perhaps the most important reason why marketing and sales are essential to cloud-based products is the fact that these activities allow brands to better position their products for their target audiences. Considering there are tons of IT prospects out there, companies must apply the necessary strategies to get the attention of prospects that are specifically looking for SaaS products that suit their needs. Being able to cater to these needs adds to your online visibility and thus extend your reach to thousands of business executives who in need of specific cloud-based solutions.

Pro-tip:

Use your website as your main lead capturing platform. Fill it up with relevant articles and search-worthy keywords and you will be converting visitors into software leads in no time.

Related: 5 Steps to Future-Proof Your Goto Market Strategy for Cloud Services

Audience relations

That you are able to interact with your audience is one thing that makes marketing a highly significant factor in the success of a cloud-based product. Come to think, sales conversions will never take place without going one-on-one with a prospect. Marketing, in this sense, provides you an opportunity to get into the heart of a potential client and to make a perfect case on why he should consider buying your product. This is something that is called lead nurturing. It is one trick that improves audience impressions about your product, on top of getting a prospect to set a sales appointment of course.

Pro-tip:

Don’t just settle with email blasts for your lead nurturing. Support it with telemarketing and have your best sales reps handle the engagements from there.

Related: The Secret to Making Irresistible Offers: An IT Company’s Guide to Selling

The Bottomline

Lastly, marketing and sales are not that important if they weren’t actually taking part in improving the bottom line. For sure, audience engagements and brand visibility are just the icings on the top. What’s more important is that you are able to attract, nurture and convert for the sake of your revenue goals. Sales numbers will remain stagnant if you are unable to apply the necessary techniques and strategies in terms of brand-building and lead generation. And since it makes sense to converse with your prospects regularly, you have to make sure that your messages are clear enough to effect a purchase.

Pro tip:

Meet regularly with your marketing and sales teams and interpret your weekly numbers. You have to take account of organic searches, bounces and other essential metrics that will show (or at least approximate) your campaign’s efficiency. Then, use this information to develop strategies, add components that would work, and drop those that didn’t.

Related: Answering Quora: Who are the best SaaS Marketing Agencies in the US, and the UK?

Cloud computing is a highly contested market, and companies that are involved in the battle for turf will have to consider applying the best tools as well as the best expertise for making an impact – in the industry as well as the bottom line.

 

 

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The Secret to Making Irresistible Offers: An IT Company’s Guide to Selling

The Secret to Making Irresistible Offers: An IT Company’s Guide to Selling

The challenge remains for IT companies to engage more prospects and increase their sales margins. But in a highly versatile and dynamic market, the challenge turns out to be more daunting than it initially seemed.

For some reason, this has been the result of increased competition, particularly in the web security and software development sectors. As more and more players enter, the market will continue to rise as businesses continue to seek for better IT solutions.

As Statista shows in this well-researched report, the industry enjoyed consistent gains from 2002 to 2016. We can only expect revenue to skyrocket even higher as new trends in software and innovations in hardware are being sought. 

Read more marketing trends for IT and software industry

For IT companies, this sounds like good news. But everything has a trade-off. The trend only encourages companies to become more aggressive not only in terms of marketing but also in terms of selling. Unfortunately, talking points in traditional selling have lost their mojo, leaving IT sales reps in a pickle. It is also worth noting that IT prospects now are not like the IT prospects of yesteryears. They now have a different view and approach to engaging IT sellers, making it even more difficult to come up with propositions that truly resonate with their needs.

Today’s IT customers demand a lot more, and you as an IT vendor have to deliver. In terms of selling, you will have to make a great deal out of knowing the art of negotiation.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

Mentors, not Salespeople

Obviously, it is about making deals, but deals that are beneficial to everybody. Knowing how to negotiate with potential clients involves more than just aiming for a sales appointment. It is about listening to them and taking notes as eagerly as a nerd during Biology class. Learn from The Little Known Art of Exploiting Unhappy B2B Prospects

Moreover, negotiating is not really an act of mind manipulation. Sorry to bum you out, but Jedi mind tricks won’t work in the real world, much less the IT market. Actually, sales is about being able to engage clients as mentors and not as salespeople. Think about how you are going to help the prospect rather than help your revenue goals. With this mindset, you will be able to generate more clients who will be happy to have you on board as their partner in crime.

Clarion Enterprises CEO Bruna Martinuzzi makes a perfect case for getting clients more interested in an IT product (or just about any product for that matter). She points out that using the right techniques rather than to manipulate buyers should form the very foundation of selling.

One thing that strikes a chord is her view on using self-awareness. Martinuzzi proposes for a look inside one’s own psychological make up. This is where extrovertedness and introvertedness come into play. Knowing where the prospect is between these two allows you to identify the messages they need to hear. Martinuzzi writes:

“For example, if you are highly extroverted, your usual approach might be to secure a face-to-face meeting during which you will cover a wide range of items, discussed from a larger perspective. However, if you are dealing with an introverted client, you may be more successful having a more in-depth discussion of fewer topics. Neither is right or wrong—it simply has to do with preferences.”

Related: 5 Lessons From Epic Tech Flops That Will Make You Better At B2B Sales

Communicate, don’t complicate

Writing for The New York Times in 2011, Tom Szaky points out that “sales can be a melancholy job.” This becomes even more true with IT companies that trying to explain their solutions to interested clients, only to have these clients turned off by the amount of tech jargon being thrown around. Isn’t there a better way?

There is: DON’T BE TOO TECHNICAL.

As much as we want to point out that IT products and services should be explained right down to the core, securing an IT sales appointment demands that you make it easier for your clients to understand what your solutions can do for them. Sure, you can always show off your expertise like how a peacock shows off his feathers, but you must allow your clients some time to think things through.

More importantly, give them space to ask a question. With each inquiry, recall what you have just explained and given examples of situations your products are well-suited to handle. Another word of advice: never butt in while the prospect is talking. Hear him or her out first and try to craft propositions from these bits of information.

Related: Why Cleaner Marketing Data is Essential for IT

Selling shouldn’t be that hard, right? IT companies only need to consider the prospect first before everything else. Once you focus on helping your prospect out, selling can be a lot easier from that end.

 

 

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Answering Quora: Why should you outsource your data cleansing and enhancement services?

Answering Quora: Why should you outsource your data cleansing and enhancement services?

Businesses today should know more than just to implement digital marketing strategies. B2B enterprises, in particular, should go beyond content and focus mostly on the crucial aspects of their marketing efforts.

In terms of lead generation and appointment setting, businesses should always concentrate on establishing a robust marketing infrastructure. This involves a great deal of data management. When you have a list of marketing contacts to pursue, you won’t quantify exactly how many of these leads will result in sales. So, in order to feed the sales pipeline with a steady influx of high-value prospects, you will need to make sure you are engaging the right people.

With this issue in mind, you will need to implement an efficient database management system that can help you zero in on the right targets. Especially if you happen to possess a fairly large database of organic contacts, you will have to work round the clock on validating and updating the list with fresh contacts. For sure, this takes a lot of time and resources. It also involves implementing the right tools and hiring the right people to keep the database up and running like it is supposed to.

Did we mention time and resources? It is true that database management can eat up a huge chunk of both, which is why most B2B companies nowadays would rather have someone to take charge of cleansing and validating their marketing lists than doing the dirty work themselves.

In particular, outsourced database cleansing and enhancement services afford companies more opportunities to streamline their marketing operations:

#1. They save precious time.

Having to set up a database management system yourself requires a great deal of time. Validating individual contacts alone can already mean lost opportunities for your in-house team to generate quality leads. In addition, you will have to transfer manpower, thus weakening crucial sectors that should be kept strong. Letting someone else handle your database management activities saves you all this trouble since you will be provided a full team which will make sure your lists are kept squeaky clean of invalid addresses and the like. What’s more, you won’t have to make any adjustments with your in-house team, ensuring that your main business operations are not disrupted.

Related: Declare Your Independence from Bad Data: A 5-Step Plan

#2. They are cost-effective.

Without a doubt, outsourcing can save companies a whole lot of resources. The database cleansing market itself is chock full of B2B enterprises that are willing to offer solutions that are sure to help companies with their database concerns. Competition in the market has in fact pushed prices down, allowing solution-seekers more options for less. On the other hand, outsourcing can also save you a lot of money that would otherwise go to installing an organic arm for managing your database. Impractical? Certainly! At least with outsourcing, you wouldn’t have to think about investing in new equipment and hiring new employees.

Related: Is Bad Data Hitting You Hard? Here’s How to Roll with the Punches

#3. They let you access a lot of nifty tools.

Since developing your own system for validating and cleansing your marketing database just won’t cut it, the best way to go is to have someone that already has the infrastructure handle it for you. Third-party marketing services nowadays offer cleansing and enhancement services as an added feature. The best thing about this is that these services have created their own tools for addressing such tricky database issues as duplicates and wrong addresses. Added to this is the fact that they already have an efficient process for filtering out quality leads and ensure that your pipeline never runs dry of sales opportunities. Here how to find and remove Duplicate data using excel

#4. They basically have more experience than you.

That may seem rough to take in, but let’s face it: You need an expert. Companies offering outsourced lead generation and appointment setting have worked with an extensive portfolio of clients – from IT vendors to merchandise retailers. Being able to consider outsourcing your database to such companies allows you access to the same competencies that worked for their previous clients. You can expect an outsourcing partner to bring nothing but their best in terms of improving your marketing lists.

Related: Why IT Companies Say List Buying is Bad…And Why They Can Be Wrong!

Outsourcing can actually bring more to the table. As competition in your industry increases, you will need to find a steady ally that will make it easier for you to survive the hustle.

 

 

Here’s how to get accurate and updated business list!

Fill in this short contact form or dial +1 888.810.7464

 

 

Grab a copy of our FREE Ebook, Why You Should Bet Your Money on Digital Marketing (And Win)! We brainstormed ideas, analyzed data, and interpreted recent developments vis-à-vis previous trends before coming up with a realistic view of this year’s marketing trendWhy You Should Bet Your Money on Digital Marketing (And Win)

Sales and Marketing Basics for the Cloud Crowd

It Doesn’t Look Pretty for Consulting Firms… Or Does It?

It Doesn’t Look Pretty for Consulting Firms… Or Does It?

Enterprises in the management consulting industry must take heed, for what lies beyond 2017 will be dire.

Seriously, though, consulting services need to be aware of what’s in store in the near future. Especially now that rapid technological and management-related changes are becoming more evident, the least that these enterprises can do is to be left in the dark.

It is interesting to point out that the industry itself has experienced considerable growth in recent years (particularly in the good old UK), but it is also important to highlight the possible challenges that major players in the consulting industry will have to address.

To be sure, an article by Consultancy.uk has outlined these challenges against an optimistic backdrop.

 

Referencing a study published by Source Global Research, the article points out that the consultancy industry has grown “almost four times faster than the economy in 2015, up 8.2% from  £6.02 billion to £6.79 billion.” It also mentions positive figures for counterparts in the US, which saw “good growth in 2015, growing at a healthy 7.7% to reach almost $55 billion (£45 billion).”

 

The trend has also been noted elsewhere in the world. So, why should firms worry? It’s not as if the market is about the crunch?

That possibility might seem a little farfetched, but much of the challenges that consulting firms involve mainly adapting to the demands of fast-paced innovations within the larger business culture.

To sum it up, Consultancy.uk has outlined key challenges that are worth noting: Adopting digital strategies, accessing competent talent pools, and securing sustainable business models that ensure not only profitability but also survivability.

First of all, there is a need for consulting companies to make full use of digital channels. This has to be thinking along the lines of the brand building and marketing and should also focus on addressing the ever-changing dynamics of the consultancy market. Such demands for higher adaptability have eventually brought about relative increases in marketing expenses. The trend has been observed across all B2B-related sectors, with a large bulk of marketing budgets going mostly towards multi-channel marketing efforts.

This would only confirm one important observation: that consultancy services need to outline greater and more sustained client engagements. Without a doubt, this would require enterprises to invest on efficient digital marketing infrastructure and a strategy for acquiring qualified consulting leads

 

Aside from rapid changes in technological tools, consultancy firms need to underscore new operational paradigms to better engage these innovations.

 

From a pragmatic standpoint, this would entail looking at current trends. What can firms do to maintain a firm footing?

At present, most firms are engaged mainly in forming crucial partnerships with companies outside the consultancy industry. We will be seeing more intermarket connectedness in the coming years as consultancy firms need to position themselves outside the market itself.

Related: Consulting Firms, Listen Up: Do You Have these Staples in your Marketing Strategy?

Appropriately, industry events have become the right avenues for extending a company’s influence. Trade shows and conferences do not only offer opportunities for knowledge sharing. In fact, they also function to offer brands to rub elbows and forge potentially extensive partnerships.

Related: How to get Tangible ROI in Joining Events

An even more crucial issue is the fact that companies have changed the way they hire talents for their pools of experts. The trend right now has shifted more from looking at the academic as well as professional backgrounds, to actually identifying skill sets as they are applied. Most consultancy firms right now would bet their bottom dollar on professionals who really have the guns – and by that, actual competence. The influence of one’s academic background has diminished and is no longer a gauge for actual competency. What matters the most whether such an individual is already equipped with the right mindset to provide consultancy firms the expertise they need to deliver. Of course, this remains to be a challenge as there is a dearth of talents that do have such real-world competencies.

Apparently, these are issues that shouldn’t be ignored. Consultancy services need to develop better strategies to address the need for better digital integration and to iron out the creases in management. 

 

 

Check out our latest case study IT Consulting Expert Reclaimed Prized Customer Conversations

or Get Qualified Consulting Leads today! Dial 888.810.7464

 

 

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A Crash Course on Lead Nurturing… And Why it Matters

The Little Known Art of Exploiting Unhappy B2B Prospects

The Little Known Art of Exploiting Unhappy B2B Prospects… And How It’s Actually a Good Thing!

B2B companies always want the best for their clients, present, and past. What business in its right mind wouldn’t want to make client satisfaction a centerpiece of its operations, anyway?

That’s right: None. So, it makes sense to keep your clients happy with your products and services.

But, like everything else today, happiness is relative and not all prospects are happy campers to start with. There will always be prospects that are disappointed in your service and that’s just depressing for companies that put a lot of effort in developing solutions and much more in marketing them.

So, what should be the best way for dealing with such customers? Obviously, there’s nothing much you can do except to let them go, right? Well, what if we say you can use them to make essential improvements?

Like what they all say, “If life gives you lemons, you make lemonade – and generate high quality leads for your product.” Not the exact quote, but it drives home the point to turn missed opportunities into workable marketing solutions.

At times, companies should get their way with unhappy prospects, so we would like to give you a good glimpse of what you can do to (err) exploit them.

Get Informed

There are reasons why your prospects are unhappy in the first place. And knowing these reasons is one step towards making the necessary adjustments.

Rather than ignore complaints and other such negative feedback from them, take these into the heart and pinpoint specific problems in your operations. You can never win back such customers, but their inputs should inform you on what needs fixing and tweaking.

Related: The Callbox Guide in Handling Bad Reviews

Take criticisms seriously

An unsatisfied customer may seem insignificant to a large B2B brand, but he or she has a lot to say about certain issues that are not on your radar.

In most cases, you are so unaware of what’s going on in your business operations that you would be ignoring issues that have crucial implications, revenue-wise. In this case, you should be able to engage unsatisfied customers and ask for any opinions, however angry they seem to be.

Related: Re-activate the Interest of Lapsed Customers to your Company

Act like the Superman to your Lex Luthor

Like it or not, having an unhappy client in your pipeline can be advantageous if you play your cards right. What that means is that you should be able to act quickly on problems that arise at any given time.

Get this: A COO expresses his discontentment with a certain product he bought from you. A complaint is obviously in order and you will have to send your best rep to handle the damage control as soon as possible. Once you have set in place a solution, your prospect will eventually be impressed by how quickly you are able to act. At the end of the day, that unhappy customer will have a robust reason to stay on board.

The moral of this is that complaints can essentially put you in a more advantageous position to grab hold of customers. It is only a matter of establishing an attentive and steadfast customer service system. When it comes to maintaining a good pool of important clients, nothing can beat a 24/7 troubleshooting hotline which never fails to make up for certain issues.

Related: Building Tremendous Credibility and Make Clients Refer You

Tweak your prices

Sometimes, you will have to make compromises just to keep high-value customers within the pipeline. And this, of course, involves giving rebates and other price-related solutions.

Most prospects are quick to point out that so-and-so a product is way too expensive for their budgets. While maintaining your profit margins remains to be a priority, you should also look at how potentially valuable the prospect would be towards your enterprise. Here’s What to Tell Clients Who Say “You’re too expensive.”

Getting face-to-face with a company that already has a good standing in its industry is basically a one-way ticket to a goldmine, so you have to compromise just to get it on board – even if it means making a few deductions from your products’ price tags. For all you know, that particular client will add to your company’s portfolio of big-time players.

Still, you also need to understand the implications of reducing the price to this end. If it turns out to be too unreasonable, then sorry to say you have better chances elsewhere.

 

 

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A Software Company’s Guide to More Software Clients and More Sales

A Software Company’s Guide to More Clients and More Sales

Companies in the Software industry often struggle with marketing their products and services. Much of this struggle involves applying the appropriate strategies to attract more clients and win more sales. Easier said than done, but it largely entails implementing the right process for converting site visitors into leads.

For enterprises in the software business, this remains to be a challenge as increased competition over the years has encouraged important players in the industry to increase their marketing budgets and pursue more aggressive campaigns. This situation has, in fact, become a caveat for newcomers in the software industry. We all know that good ideas are just not enough to entice Software buyers and secure a competitive edge and that the real score is about using the best techniques for promoting a product or solution.

Fortunately, there are tons of methods for software companies big and small to secure higher quantities of leads and better revenue numbers. We just so happen to list down some of them below:

#1. Offer discounts

Credit: https://www.slideshare.net/199design/effective-marketing-strategy-for-a-new-startup-business

Who doesn’t like discounts, anyway? The word itself gives off a good ring to the ears of both vendors and buyers alike. For sellers of software solutions, discounts can open up opportunities for higher sales appointments. In fact, KissMetrics states that companies offering discounts are in a good position to increase revenue by at least 500%.

A word of caution though: Not all discounting campaigns and seasonal sales will result in higher profits. There will always be a tendency for customers to make purchases only when there are discounts.

Another issue to keep in mind is how much you are going to slash from your product’s price tag. You only want discounts because you want to attract even more customers without affecting your profit margins.

Related: Forget About Marketing, Focus on Improving Software Solution

#2. Make your site visitor friendly

Your brand’s official site should always work towards increasing revenue and not to turn away potential buyers. Most initial engagements happen when a prospect enters your site and scans through its contents – in much of the same way as a tourist hunts for bargain souvenirs. Being the owner, you should always think of improving your store’s ambiance and make a good impression on anyone that enters.

This is the same thing you need to do with your site. Make everything accessible and easier for your prospects to navigate and browse through your offers. You can always start with responsive design elements. From the placement of buttons to the way you build your fill forms, these elements are essential to help your customers decide faster. Learn from these 15 Brilliant Web Design Hacks That Convert Traffic into Leads.

#3. Practice ad retargeting

One thing’s for sure, not all site visitors will end up actually buying a software product from you. Still, it is highly important to understand how most of them will return to the site and make a purchase. For all we know, they were just making shortlists of possible vendors and would eventually come back to get a better glimpse of what you are capable of delivering.

Knowing for a fact that bouncing visitors do not amount to rejections, you need to push ads that will continually remind them to come back and eventually make a purchase. Know the Selling Tips That’ll Make B2B Prospects Purchase your Software.

This is where ad retargeting comes in. Rather than let them go, you need to track their journey through the buying cycle. More importantly, you need to take a closer look at how they interact with your content.

Using these techniques will help you craft better messages that resonate well with your audience. However, you should always be mindful of the most effective timeframes for publishing your ads. Doing so, your software products will be able to win more buyers and lead to a huge spike in your revenue.

Related: Want to Increase POS Software Sales? We Got you Covered Fam

#4. Emphasize value

 

It may seem cliché to some, but in terms of generating plenty of software leads, you will have to demonstrate how valuable your products are to your prospects – even before they make inquiries.

Related: Marketing BI Software: Be The Heaven-Sent Solution to Customers

In this vein, you need to make use of content such as reviews. These reviews will add to your brand’s authority, thereby giving prospects a very good reason to make a purchase. You can also solicit testimonials from previous and existing clients to provide your products with enough power to reel in new customers.

 

 

We’ve been generating Software Leads for more than a decade. 

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Contact us, Dial 888.810.7464

 

 

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Sales and Marketing Basics for the Cloud Crowd

5 Essential FinTech Marketing Strategy Tips and Why They Work

6 FINTECH MARKETING STRATEGY TIPS

It’s official: FinTech has reached early mass adoption. Consumers are now making check deposits and rebalancing their portfolio on their morning commute, and businesses can now compare financing terms and secure a loan in less than 24 hours without having to visit a bank. It’s certainly a great time to be a FinTech startup—if you have the right marketing strategy in place, that is.

There’s mounting evidence that shows FinTech is steadily edging its way into the mainstream. The EY FinTech Adoption Index 2017 reports an adoption rate of 33% for FinTech products—a sharp increase from 14.3% in 2015.

Gartner’s Hype Cycle for Digital Banking Transformation 2017 agrees with this finding. Most segments in FinTech have already made it past the hype phase (e.g., robo-advisor 2.0 and social messaging app wallets), with some technologies now entering mainstream adoption (e.g., wearable banking apps and mobile wireless payments).

Still, in a nascent vertical like FinTech, companies face some very unique set of challenges when it comes to marketing their newfangled products. The main obstacle is getting target users to trust what could potentially be unfamiliar tools to help them handle their financial transactions. Even if FinTech products’ main selling point is to simplify and streamline finance, many of the technologies that power FinTech products can appear complex and opaque to most users. Privacy and security concerns, as well as vague terms on fees, charges, and rates, can put off potential customers.

Another likely source of FinTech marketing friction is that people and businesses tend to favor the status quo over new ways of doing things. FinTech products are, by their nature, innovative and ground-breaking. This can mean that users will need to change how they carry out specific financial tasks in order to start using a FinTech product. In some cases, FinTech adoption can require a drastic shift in behavior for consumers and a substantial process overhaul for businesses, adding to switching costs and inertia.

To clear these hurdles, FinTech startups need to get a bit more innovative with marketing. It’s not enough to highlight pains and gains in the value proposition. Both B2C and B2B FinTech companies have to build a reputation as financial experts looking after their users’ interests. This is going to take some major rethink of conventional marketing practices.

That’s why we’ve hand-picked some tried-and-tested FinTech marketing strategy tips to get you started in this direction:

#1. Pivot toward a lean marketing mindset

Practically all tech startups are intimately familiar with how the lean product design model works. A company identifies and develops its minimum viable product (MVP) and brings it to market as quickly as possible. This accelerates gathering user feedback that guides future versions of the product.

The lean model is built on a test-driven approach at making incremental improvements. The same hypothesis-driven, iterative method can and should be applied to marketing. Lean marketers launch small test campaigns and use the results to tweak individual components. The key idea is to “fail early and fail often” so that you’ll improve your marketing setup with every new trial. Learn from these 5 Lessons From Epic Tech Flops That Will Make You Better At B2B Sales.

#2. Embed the sharing economy into marketing campaigns

PWC predicts that the sharing or “gig” economy, which took root in ride-hailing and room accommodations, will become embedded in every part of the financial system by 2020. For example, borrowers will no longer need traditional banks to secure financing. They’ll instead turn to peer-to-peer platforms that directly match sources and users of loanable funds.

A key reason why the sharing economy has grown (and will continue to grow) to such epic proportions is that it’s built on trust and transparency. That’s why FinTech marketers need to apply these lessons into their strategies. In the gig economy, word-of-mouth drives people’s decisions. This means marketers must rely on peer reviews and recommendations above everything else. Here’s how to build a tremendous credibility and make clients refer you.

The sharing economy brings another important benefit to FinTech marketers: it allows better collaboration. Marketers can now count on peer-to-peer platforms to tap into the right marketing expertise for each campaign. These platforms typically run on algorithms that ensure, for instance, that a campaign for a payment gateway targeting hotels and restaurants is matched with freelancers who specialize in exactly that segment.

Related: TechnologyAdvice recognizes Callbox as one of the top 5 lead generation agencies

#3. Understand that “too big to fail” doesn’t apply in FinTech marketing

There’s no question that FinTech is upending traditional banking and financial services, especially in the lending and payments space. But FinTech startups aren’t just displacing banks at their core business. They’re also beating established companies at digital marketing.

A poll by the Carlisle & Gallagher Consulting Group shows that 87% of consumers think banks are “annoying, boring, or unhelpful” on social media.

That’s despite the massive marketing resources these institutions have at their disposal. This presents an opportunity for nimble startups who are better able to engage customers online at little or no cost. It’s not the dollars in your marketing budget that counts; it’s how you make each dollar count.

Related: Sample Telemarketing Scripts for IT industry

#4. Master and deliver CPC

No, this isn’t cost-per-click. Here, CPC stands for customized, personalized content. Educating potential users is an effective approach to build your reputation as an expert, and doing this through relevant and actionable content is one way to show you’re looking after your customers’ interests.

But providing CPC isn’t only good for branding. It can also translate into higher revenues.

So, whether you’re in B2C or B2B (or both), it pays to have a robust content marketing program in place. Be sure that you’ve identified your target audience segments and mapped out your sales funnel. Knowing what content appeals to different segments and what topics resonate with audiences at various points in the buying cycle are the building blocks of a workable content marketing plan. You may want to check our guides below:

#5. Play by the rules, but don’t be driven solely by compliance

TechCrunch reports that uncertainty in the U.S. regulatory environment is threatening the rise of FinTech. Not only do FinTech startups have to avoid running afoul of evolving federal regulations, they also need to navigate a maze of state-level laws. As a result, the U.S. has fallen behind Asia in terms of regional investments in FinTech.

It’s only natural for FinTech companies to make sure their marketing strategy doesn’t break any applicable laws. However, compliance often comes at the cost of compelling marketing messages. FinTech marketers sometimes opt for watered-down versions of their value propositions just to stay on the right side of the Law. But, regulation shouldn’t erode the quality of your marketing materials. There’s always a sweet spot between offering value and staying compliant.

Related: How to Get Quality IT Appointments Hands-Free with Marketing Automation

 

The Takeaway

FinTech startups are starting to reap the benefits of disrupting an age-old industry. With the right marketing strategy in place, an agile FinTech company can easily reach double-digit growth and carve a decent market share. Use these five crucial FinTech marketing strategy tips to help you achieve these goals.

 

 

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How to Cope with Business Rapid Growth: Top Ideas to Stay on Top

How to cope up with the rapid growth of your Business

Transitioning to puberty can get intense. Rapid changes occur, and there’s nothing you can do to stop these changes from happening. Anyone who has had to undergo the sudden shift towards adolescence has already realized that the only way to cope with puberty is to just ride it along.

The same can be said when we talk about business growth. Enterprises also undergo a life cycle which begins with a blossoming startup and culminates into becoming an industry leader. But between these two points, expect things to get a little complex halfway through.

Writing for Entrepreneur.com, John Rampton has this to say about the nature of fast-growing companies:

“On one hand, you have an increase in sales and are starting to make a name for yourself. On the other hand, you have to a lot of scaling, which means the inevitable organizational and managerial changes.”

When your business manages to be at that point where there is stability, the least you can do is feel comfortable with it. In fact, your business’ survival depends entirely on how you handle and maintain its early successes, and how you open up more opportunities for development.

Here are some ways you can do to maintain your momentum and stay on course towards industry supremacy.


#1) Set up short-term goals


You think you are at the height of your game, but actually, you need to do a lot more to get to the top. Most business people have this notion that prosperity instantly comes with stability, but this thinking too often leads to downfall. Sure, you survived the grueling battle get your brand “out there,” but it wouldn’t be enough to keep the business running.

“Never rest on your laurels” as they all say. There are still a lot more objectives to accomplish, and you should know for a fact that innovation is never possible without having to face challenges here and there. Rather than hang up your guns and take a seat on your easy chair, you should be set up short-term goals for you to accomplish – because each victory however small is a big step towards greater rewards.  

Related: Beat the Giants: Marketing Tips and Tricks for Startups


#2) Keep investing


When you are faced with good sales numbers, what could be the most logical step to take next?

Any experienced entrepreneur will tell you that businesses should keep on rolling. Obviously, this won’t happen when you don’t spend for the sake of improving. For a business that has seen dramatic increases in revenue, much of this amount should go towards developing crucial sectors.

Innovation, after all, is crucial and you have to pour a bulk of your resources towards product development and business streamlining.

Interestingly, Boston Turner Group founder Matt Turner is urging businesses to focus mostly on “human resources and long-term capital investments.” However, he also cautions enterprises to be more careful, suggesting that they should test the waters first before taking the plunge. For this, companies should engage in strong business research and analytics in order to acquire a better view of the industry. If you think, it’s the best time to Expand your business in Asia then perhaps read this article.

Related: 5 Lessons From Epic Tech Flops That Will Make You Better At B2B Sales


#3) Improve your marketing and lead generation


Maintaining your business’ gains is one thing; acquiring more is another.

Sales numbers are not the only metrics to look at. You also need to look at how your business is able to generate qualified leads. And this is because they show a number of opportunities to increase revenue and, more importantly, secure long-term client relations.

If you think you are not yet ready to handle the larger and messier tasks of marketing, you can always outsource your lead generation. You might as well look for a company that has the capacity to handle multi-channel marketing using the best marketing tools the B2B marketing industry could offer.

Outsourcing your lead generation is in fact 43% more effective, according to Marketing Sherpa. Read more statistics here.


#4) If it ain’t working, leave it


The only way your business is going is forward. Anything that disrupts your momentum should be left out.

The old cliche of a business being a machine has some sense to it; because machines just couldn’t work properly if the parts composing it are subpar. In the same sense, a business couldn’t run smoothly if certain things won’t work well anymore. In that case, the best thing you need to do is to throw it out and replace it with something that works just as well (or even better).

 

 

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Answering Quora: Who are the best SaaS Marketing Agencies in the US, and UK?

Who are the best SaaS Marketing Agencies in the US, and UK?

We stumbled upon this inquiry on Quora just now, and I’d say, (from all the replies we have made on the site itself) this is something that is the closest to our hearts as B2B marketers in the IT and software sector.

Marketing SaaS solutions in the United States and the United Kingdom entails a great deal of skill and finesse. Too often, companies in this highly competitive industry should not only have the right tools at their disposal. They also need to get the right people who will seek the right customers for their SaaS.

For a fact, having someone to handle your lead generation also means lightening the workload. You can focus on more crucial matters knowing that your marketing is in good hands. But, these days, companies that offer SaaS solutions tend to say that they have trouble looking for the right marketing agency to rely on.

For that, here is a list of the most effective marketing firms that will give your business a boost in generating qualified leads and gaining higher sales numbers for your SaaS.

Buntain and Partners

buntain + partners

First on our list is this company made up of experts who have had made considerable successes marketing the products of various award-winning brands. Boasting of 70 plus years worth of experience in the field, Buntain and Partners aim to provide IT companies with the needed expertise to lead successful marketing campaigns, from applications to full software packages. Simplifying marketing activities for IT enterprises is what this agency aims.

Inturact

lnturact

Are you an American company in need of some quality consulting for your SaaS? Look no further than Inturact. With the objective of helping SaaS businesses grow and maintain their gains, Inturact possesses possibly a great range of services that any IT enterprise should ever need. Having worked with Fortune 500 companies to increase their revenues by 200%, the agency has the capacity to handle your marketing campaigns effortlessly.

Related: Answering Quora: Is there such thing as a good B2B lead Generation Company?

Cobloom

Cobloom

Understanding what the SaaS market wants can be a pain in the neck for most companies in the industry. But that won’t happen when you have Cobloom to handle your campaigns for you. And just like its name implies, Cobloom can beef up your business by ensuring scalable and measurable growth. From increasing web traffic to securing sales from leads, Cobloom can be your trusted partner in terms of getting closer to your audience.

Callbox

callbox

SaaS solutions require a great deal of human expertise and use of the right tools. Since 2005, Callbox has been capable of both, positioning itself as a leader in the B2B arena. And yes, the same capacity to bring in qualified leads is never lost on the numerous SaaS companies Callbox has worked with. With a perfect blend of marketing automation and multi-channel expertise, Callbox gives you the right stuff to kickstart your campaign and increase SaaS sales. Read more..

Befoolish

Befoolish

It’s not every day you find a non-US and non-UK company that is capable of handling SaaS marketing in both countries. Well, Befoolish is one such rarity that does what it sets out to do: Build brands and generate leads as effective and as robust as Dutch dikes (because these guys are Dutch).

Foxtail Marketing

Foxtail Marketing

In terms of increasing your sales opportunities, the right way has always been to rely on experts that are capable of bringing qualified IT and SaaS leads to you. Foxtail marketing is no stranger to this and they might as well be your best bet.

Related: 4 Signs That You Badly Need a Lead Generation Team

Advance B2B

Advance

Acquiring B2B leads for your SaaS products can also get a needed boost from Advanced B2B.

Based in Helsinki, Finland, this agency is also very much capable of giving UK and US companies a good advantage in putting their brands front and center.

SaaS Marketing Strategy Advisors

saas marketing advisor

Yet another important agency to rely on, SaaS Marketing Strategy Advisors is basically your go-to expert whenever you need to make an impact on your bottom line. Dedicated to giving IT companies an edge in marketing their software products, this agency knows a great deal about growing your business regardless of the challenges.

Related: 5 Steps to Future-Proof Your Go-to Market Strategy for Cloud Services

Rank Hammer

rankhammer

Digital campaigns are best handled by an agency that aims to increase their clients’ revenues. Dallas-based Rank Hammer is one such agency that practically commits to delivering results through whatever online channel it is tasked to handle. Looking for the best strategy for increasing your conversions? Rank Hammer will smash through the complexities and let you reach your objectives without breaking a sweat.

Content Harmony

Content Harmony

We need to insert content marketing into the discussion somehow. So, we have to mention Content Harmony as a top choice when it comes to constructing emails and blogs that turn SaaS leads into SaaS sales. Creating content, after all, is an important task, and this agency does it so well that you will have to get them on board.

 

 

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5 Steps to Future-Proof Your Go-to Market Strategy for Cloud Services

5 Steps to Future-Proof Your Go-to Market Strategy for Cloud Services

Here’s a number to think about: $1 trillion. That’s the amount of IT spending Gartner says the shift to the cloud will disrupt by 2020.  Whether you’re launching your first cloud solution or expanding an existing cloud services portfolio, it’s vital that you nail down your go-to market (GTM) strategy well before the planned rollout. A GTM plan acts as your road map for taking a (small) bite out of the huge cloud services market.

Now, there are tons of resources on how to build an effective go-to market strategy for cloud services, so we won’t be looking into that in this post. Instead, today’s entry talks about a simple 5-step process you can apply to make your GTM plan robust enough to withstand any road bumps you encounter along the way.

 

Step 1:  Make sure you’re looking at a trend, not just a blip.

A go-to market strategy often starts by identifying relevant business drivers. Business drivers are the underlying reasons for developing and launching your new solution. These include revenue goals, customer interests, industry developments–or practically anything that answers why you’re building and selling the product.

You want business drivers that result from long-term trends, not random blips. For example, if you’re rolling out back-end SaaS solutions, the related drivers should include generating recurrent revenue based on your core business as well as sustained demand, not just because you want to keep up with your competitor. Learn from these 5 Lessons From Epic Tech Flops That Will Make You Better At B2B Sales.

 

Step 2:  Know the best target customer for your solution.

Some sources consider a GTM plan as a subsection of a marketing plan. GTM strategies apply to specific products or services, while marketing plans apply to the entire business. It is best to identify the key decision makers for lead generation.

That’s why a good go-to market strategy for cloud services requires you to be more specific about your target users.  You want to define what qualities make up the best fit for your solution. Different customer segments often times have widely diverse cloud services adoption and spending rates. Sales and marketing resources should reach only the best opportunities.

 Related: Selling Tips to Make Prospects Buy your Software

 

Step 3:  Go beyond just keeping a close eye on the competition.

Christina DesMarais has an excellent Inc.com article on staying ahead of the competition. The main idea behind the post is that monitoring competitors forms only the tip of the competitor research iceberg.

Just because a competitor launches a new solution doesn’t mean you should, too. Instead, she argues, you should proactively seek out the business value behind your competitor’s decisions. How does the new product affect your competitor’s revenues, customer base, profitability, or market share?

 Related: Forget About Marketing, Focus on Improving Software Solution

 

Step 4:  Gauge your technology partner’s true capabilities.

A 2016 Innotas survey finds that cloud projects have at least a 50% chance of failure. While it’s hard to lay the blame on any single factor, one of the reasons why cloud projects fail is that the provider’s technology partner is unable to deliver the needed requirements. As one source puts it, it’s the supporting ecosystem that’s oftentimes behind why cloud projects fail and not the product itself.

The two main qualities in a technology partner that you should look for are integration and flexibility. This helps ensure that the cloud services solution you’re about to launch runs as expected.

Related: How to Clinch that Million-Dollar Sale in the Software Industry

 

Step 5:  Leave room for instinct and gut-feeling.

A good go-to market strategy sets the metrics for measuring success, but a future-proof GTM plan leaves ample room for gut instincts as well. As with marketing, not all decisions you make need to be based on data. Some situations call for falling back on your experience and intuition.

For instance, it can be difficult to find the right metrics to quantify something as abstract as the quality of user experience your cloud app delivers. You can track end-user experience  with benchmarks like response times, throughput, and invocation time. But you still need to rely on your intuition to get a handle on how everything falls into place.

 

The Takeaway

A future-proof go-to market strategy for cloud services can help you weather the ever-present changes in cloud computing. Don’t just plan for the future, let the future drive your plan.

 

 

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The 5 Success Factors of Multi-Channel Marketing Revealed [INFOGRAPHIC]

Multi-Channel Marketing Process is a way of communicating via different online and offline channels. It runs through a marketing automation tool that converges calling, sending emails, social networking, web, and mobile into a single yet most effective marketing tactic.

Let’s find out what comprises of the multi-channel marketing success.

The Success Factors of Multi Channel Marketing

Transcript:

Calling

The calling channel pipes in live conversations between you and your target customer.

  • 92% of all customer interactions happen over the phone
  • 80% of sales require 5 follow-up calls after the meeting; 44% of sales reps give up after 1 follow-up
  • It takes an average of 8 cold call attempts to reach a prospect

Related: Multi-Channel Marketing: A Fresher Way of Reaching IT Decision Makers

Email

The email is the most exhausted among other marketing channels. Most marketers now have the automation tools to send custom emails in a scheduled manner so it’s easier and even more convenient.

  • 65% B2B marketers planning to increase email spending (eMarketer)
  • Companies who send automated emails are 133% more likely to send relevant messages that correspond with a customer’s purchase cycle. (Lenskold and Pedowitz Groups)
  • Automated email messages average 70.5% higher open rates and 152% higher click-through rates than “business as usual” marketing messages. (Epsilon Email Institute)

Social

The social media channel is where businesses can greatly build themselves up, and connect and interact with their target customers that marketers can jump in and ride on, but which one best fits their customer’s buying journey, is a question:

  • 78% of salespeople using social media outsell their peers (thebrevetgroup.com)
  • 90% of young adults—ages 18 to 29—use social media (compared to just 35% of those over age 65).
  • Fully a third of millennials say social media is one of their preferred channels for communicating with businesses. (business2community.com)
  • 80% of marketers use “likes” and “shares” or what we call “vanity metrics” as primary success metric; 56% base social success on website traffic. (business2community.com)

Related: Using Social Signals to Spot Sales-Ready Leads

Website

The website provides you with opportunities to attract target customers by having a broad online presence through seo and inbound traffic:

  • 2.35% Median click-through rate for Google Adwords (Wordstream)
  • 42% Share of QR code scanners who are under age 35 (Scanlife)
  • 40% Marketers ranking paid search as the best channel to drive online sale, ahead of online display (26%) and social media (18%). (eConsultancy/Adobe)

Related: 15 Brilliant Web Design Hacks That Convert Traffic into Leads

Mobile

The mobile channel appears to be largely impacting today’s generation buying habits.

  • 97% text messages opened within three minutes of receipt (Nielsen Mobile)
  • One out of every three clicks within an email occurs on a mobile device. (Campaign Monitor)
  • It is more common for a reader’s second open to being on a mobile device than it is on a different device: 70% will stick with their mobile device, and 30% will go elsewhere.  (Campaign Monitor)

 

References:

http://www.thebrevetgroup.com/21-mind-blowing-sales-stats/

http://www.forbes.com/sites/jaysondemers/2015/08/13/7-social-media-platforms-that-could-explode-before-2016/#feac94d41af9

 

 

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