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7 LinkedIn Lead Generation and Sales Prospecting Rules To Follow

LinkedIn is the biggest professional social platform, and it is one of the most powerful channels of acquisition that we have today.

However, marketing and selling on LinkedIn can be daunting because it doesn’t function like a regular old social media platform.

In today’s article, we take a look at the rules you must follow to become effective at finding prospects, generating leads and winning customers off of this platform.

 

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Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

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Rule 1. Optimize Your Profile

Before you can even reach out to another person, you have to make sure that your profile is optimized, and we’re not just talking about putting all your achievements on it.

Your profile is where potential clients will judge you and your company by. To a certain degree, you are carrying the image of your organization.

Quick tips to optimize your profile:

  • Smile in your profile photo and use clothes that you would typically wear to a quick meeting. Everyone’s sick and tired of the standard formal picture; they want to get a glimpse of how they will meet you in person.
  • Your profile headline should summarize what you do, forget fancy titles; you need to tell people looking at you what it is exactly you do and how you solve their problems.
  • Your summary has to be convincing. Don’t bore your reader.
  • Clean up your professional experience.
  • Your cover photo has to be you in action.
  • Make sure you have links on your profile to your landing page!

Now you can proceed and not be apprehensive if a contact you’re speaking to decides to check out your profile.

 

Rule 2. Connect then Connect Some More!

Make sure you are friends with a lot of people because the more connections under your belt, the more powerful and engaging your posts will be and the more people will trust you. Invest in a tool that automatically connects you with people or engages them with a message; this will be powerful in the long run. You can opt to message them manually, too, if you want to go after a customized approach.

 

Rule 3. Publish Engaging Content

Want to get noticed without having to message everyone individually? Then, make sure you’re publishing content that everyone likes. By being able to establish yourself as an industry leader, you get to have the ear – or rather the eyes – of the people, and this is useful for building goodwill. It also shows that you are an active contributor.

 

Rule 4. Check Out Who Else They’re Viewing

Fancy connecting with someone that could be a prospect for sales? Then, double it up, by checking out the “People Also Viewed” bar to the right. This is where you can find other prospects that are similar to the prospect that you are checking out, and just like you can add more leads to your pipeline!

 

Rule 5. Check Out What Your Competitors Are Doing

Good marketing and salespeople know who their rivals are and you can always go find a competitor and check out who they have in their network. This is great for two reasons: first, it gives you a view of the playing field and to what extent they are using the network to scout for prospects, the second is something else entirely.

Here’s what.

Remember that it is harder and more expensive to sell a completely new customer? The same theory applies here, your competitor’s prospects are now laid down for you, and you can now connect with them, given that they already know what your product or service is. This makes your job easier.

 

Rule 6. Use Targeted Searches When You Are Adding Connections

Did you know that you can use Boolean searches on LinkedIn? This means that you can combine several keywords and phrases, find specific phrases, limit your search, and refine results quickly. This allows you plenty of room to find people that you want to connect with.

Now instead of looking for people from the purchasing department only, you can combine that with people who are in purchasing that went to a specific school.

The possibilities are endless.

 

Rule 7. Use the LinkedIn Sales Navigator

If you have the resources for it, the LinkedIn Sales Navigator tool is worth taking a look at. It can help you with the way you prospect for new prospects for your pipeline. However, it does cost money, and some may argue that you can manage without, but given the fact that it was built by the platform itself, it is still pretty indispensable.

 

By combing LinkedIn prospecting with the other tools in your arsenal, you can create a multidimensional sales experience that combines different channels of acquisition. You can even nurture leads using LinkedIn. Supercharge your pipeline today with these great tips and put your lead generation strategy on the next level!

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Examples of Exceptional SaaS Marketing from 3 Notable SaaS Brands

Earlier this year, the story of an influencer who has more than two million followers but struggled to sell 36 t-shirts became viral. To add insult to injury, her post about that humiliating experience got 36K likes on Instagram. Almost everyone was baffled how on earth can she get tens of thousands of likes but have difficulty selling 36 shirts. 

That example might sound laughable but it is also an eye-opener, especially in the concept of SaaS marketing

The lesson learned is almost a cliche — not because you have a great product or service, people will kill each other to buy it.

However, there are businesses and companies that are able to hit the nail right on the head and become successful with it. Here’s a list of some of them: 

 

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The Ultimate Lead Generation Kit!

Jumpstart your business using the best and latest techniques in Lead Generation.

DOWNLOAD NOW

 

Netflix (Customized Content and Innovative Ideas)

The modern consumer is not only well-informed but also clever. They know if a company is really listening to them or just want to get their money. 

While arguably more of a half Saas than a full SaaS solution, Netflix follows the SaaS-pricing model and this example is a must-know for SaaS companies out there.

Netflix was able to earn the trust and loyalty of their customers by delivering customized content to each country, region, and person. That means that the content in the United States is very different than in Asia. 

What’s more amazing is that even each person also gets their personalized content – what you have is different than what your kids have. What’s more amazing is that content is delivered automatically on a regular basis to the user’s account. It saves them time wondering what to watch or what’s new because everything they need is there. 

And if you think Netflix is stopping, you’re wrong. They have recently added the Netflix Party feature where you can watch the same movies with your friends at the same time in different locations. So if one of your friends does not have Netflix yet and you don’t want them to miss the fun, you will refer the service to him. 

As a result, Netflix has currently more than 150 million paying subscribers worldwide and that list continues growing despite the recent setback the company faced.

 

Trello (Word-of-Mouth and Straightforward Product)

As of June 2019, Trello has 35 million registered users and 1 million active teams worldwide — all that for a company who is barely 10 years old. 

What is Trello’s marketing secret? You’ll be surprised — None! Yes, you heard it right. 

Instead of spending their time creating a marketing strategy and millions on advertising, they focused all their money and energy on building a simple yet powerful product. 

Using Trello is very straightforward. If you are a company with several teams, all you need to do is register in Trello, create separate boards for different teams, and invite each team member to their respective teams. You can add tasks using cards and categorize them. Everyone on that team can see what’s happening and they can create updates when needed. No task is lost or forgotten and everyone gets informed — how cool can that be?

But what’s cooler is you don’t need long tutorials or spend hours to understand how it works. Even children and the not-so-tech-savvy users can understand it. 

It did not take a long time before people and businesses started to sing their praises about this wonderful tool and the fire caught on. Trello continuously stokes that fire through valuable content and amazing rewards. 

 

Canva (Influencer Marketing and Educational Content)

There are many graphic design websites but nothing becomes synonymous with the word except Canva. It has saved a lot of people who have no graphic design training and businesses that have no in-house designers. There are similar websites but they cannot match what Canva has done.

It’s a freemium tool that gives you access to hundreds of templates, graphics, and other design tools. Creating a project is easy — you just drag and drop what you need, make a few adjustments, and you can save or share your design. If you want to hone your graphic design skills, Canva has tons of content that will help you achieve that goal

But what really helped Canva grow its subscribers was through influencers. Even before its early years, Canva sought out brand evangelists on different social media platforms to talk about them. These people not only promoted Canva but some of them created tutorials and taught classes. They even got Guy Kawasaki on board as their brand evangelist. As a result, Canva continued to grow exponentially — now that is what influence is all about!

 

Grow Your SaaS Company

Success in any industry takes hard work and creativity not only in creating your product but in marketing it to the public. It also takes patience to find the best method that will be compatible with your business. 

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

4 Lead Generation Techniques to Drive Interest and Awareness

Lead generation has been undergoing a lot of changes with the growth of the internet. Many years ago, people have access to limited information and they are dependent on what is being fed to them. Now, however, they can find any kind of information they want with just a click.

While such access presents a lot of advantages, it also has disadvantages for marketers. Social scientist Herbert Simon talked about it saying, “What attention consumes is rather obvious: it consumes the attention of its recipients.” Consumers have their attention on so many things that they don’t focus on just one thing anymore. More so, they learned to ignore the information they don’t want. Because of that, marketers now have to fight tooth and nail to get the attention of prospects.

 

The Ultimate Lead Generation Kit eBook Cover

The Ultimate Lead Generation Kit!

Jumpstart your business using the best and latest techniques in Lead Generation.

DOWNLOAD NOW

 

Fighting Attention Scarcity

To fight attention scarcity, you have to think like your target audience. After all, they’re the ones you are trying to reach and win over. It does not mean creating a new strategy but tweaking your existing one (maybe) just a bit.

Craft the right content and messaging to attract prospects

Remember those kinds of movies where a beautiful woman fell for some ordinary despite being pursued by other guys who are way better in every aspect? If you noticed, there’s one trait why this normal guy wins the girl – he became her best friend!

The same thing goes with marketing. If you want to get your target audience’s “love” and undivided attention, you need to become their trusted advisor. And that can be done by creating content that speaks to their needs and pains. Content that also includes the solution and somehow brings them a eureka moment. 

More so, building trust requires patience and consistency. You have to put out content on a regular basis. Consistency sends a message that when your target audience needs you, they can always find you waiting with helpful advice for them. 

Choose which inbound and outbound channels to use

Herber Simon also said that because there is a scarcity of attention, there is a “need to allocate that attention efficiently among the overabundance of information sources that might consume it.” In other words, you need to be where your audience is. If they spend more time on Instagram than on Facebook, then you have to invest your lead generation effort on Instagram. 

Moreover, a healthy lead generation strategy combines both outbound and inbound channels. You might be tempted to just focus on the inbound marketing but these two make a lethal combination. If your inbound is not enough to cause your prospect to make the purchase, outbound can give them a little extra nudge toward the buying decision.

Set goals and objectives for each channel

Lead generation is about setting goals. Each finished goal means success. Goals also tell you if your efforts are worth it. Goals also help you arrive at your destination. Without goals, you will just be riding a merry-go-round, going round and round in circles. 

When you begin to set goals, think SMART. That means, they should be:

  • Specific – what do you want to achieve for each channel?
  • Measurable – can you measure it against a metric?
  • Achievable – will your team be able to reach it?
  • Realistic – is it relevant to the values and vision of your business?
  • Time-bound – do you have a deadline for it?

Specify the role each channel plays in driving and capturing new prospects

Consider your channels as your foot soldiers who are marching for battle. To win the war, however, it should be clear to your soldiers what role they play in the team before you deploy them. 

As mentioned earlier, using both inbound and outbound channels are beneficial for your lead generation efforts. While there are many specific channels under inbound and outbound marketing, they have two general purposes or uses. Outbound channels are used to introduce your message and content to your target audience. On the other hand, inbound channels allow your audience to know your brand deeper and hopefully convert them. 

 

Creating a Pleasant Sound, Not Noise

There is indeed a lot of noise that competes to get consumers’ attention. The challenge is not to create louder noise but a pleasant sound through valuable content that is deployed across various channels.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Why Lead Generation is Important in Today’s B2B Marketing

The primary goal of lead generation is to create a sales pipeline by capturing and stimulating the interest of buyers in a certain product or service. It can be done online, offline, or a combination of both. 

There are many channels for acquiring leads but without a solid lead generation process, you will just be wasting time.

When it comes to processes, there’s no one-size-fits-all solution. Often, it is the product of constant evaluation of your existing processes where you determine what works and what does not. 

Moreover, a solid lead generation process does not only focus on acquiring leads but it also puts into consideration the nurturing and customer retention strategies. In other words, it should be a holistic strategy. 

 

The Ultimate Lead Generation Kit eBook Cover

The Ultimate Lead Generation Kit!

Jumpstart your business using the best and latest techniques in Lead Generation.

DOWNLOAD NOW

 

Here’s what a solid lead generation process can bring

Aligns with how today’s B2B customers actually begin their buying journey

A few decades ago, lead generation involves the marketing team acquiring names of prospects and passing them to sales. The buyer expects the sales team to give them in-depth information about the product or service. On the other hand, the sales team expects to be talking to early-stage buyers who haven’t been qualified yet.

The modern consumer, however, is the direct opposite. They can get the information they need from a variety of resources. Thus, they already know about the product or service even before they talk to the sales team.

With a solid lead generation program, you become a valuable resource to prospects throughout their buying journey. You position yourself as an expert who can help them solve their pain points. That includes giving them expert advice and answering any questions they may have along the way. 

Allows you to easily refocus or scale your customer acquisition program

A good lead generation system can be easily measured by KPIs. Your KPI criteria depend on your business goal, process, and target audience. These let you know whether your strategy is effective or not and scale your customer acquisition program easily.

Shortens the sales cycle and improves win rates

Part of a solid lead generation program is a solid lead scoring system. This allows you to easily determine whether a lead is already in the buying process or still deciding. If you are able to determine your leads immediately, you save your team from wasting time and doing unnecessary things. Furthermore, you can easily evaluate which areas need improvement, and which ones are effective.

You can also easily filter, deliver, and enhance your leads to different systems. Once you identify the highest quality leads, you can also direct them to the right conversion process while avoiding those that don’t meet your criteria.

Sets the stage for building relationships and trust

Content marketing is part of a solid lead generation process. Through this channel, you position yourself not only as an expert but also as someone who offers a solution through valuable content. By regularly and consistently providing relevant content, you earn the trust of your customers and prospects. Consequently, it is not difficult to build relationships once trust is established between both parties. 

Increases the return on marketing investment

Clear processes give birth to clear goals and objectives. When your marketing and sales team know what they should be looking for, they become more effective and productive with what they do. And with everything in place, an increase in your ROI is inevitable. 

 

Don’t Waste the Benefits

Any good strategy is wasted if it remains on paper. Furthermore, it won’t be as effective if not communicated to your team properly. If you want some guidance on how to create a solid lead generation program, we will be happy to walk you through it.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

The Top 6 Sales and Marketing Pain Points of B2B Healthcare

You are not alone.

We understand that scaling in the B2B healthcare industry can be difficult. However, for us to truly grow and scale, we need to identify the pain points in our efforts and find intelligent solutions in dealing with them.

Today, we take a look at the various pain points in B2B healthcare sales and marketing, and how some healthcare companies are rising through the challenge.

 

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets eBook Cover

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

DOWNLOAD NOW

 

#1 Information, Content and the Sales Pipeline

Here’s the universal truth for people who specialize in content marketing for the B2B healthcare industry: it’s hard. This is because you are trying to push content into a narrow segment of the market and coming up with topics can be difficult.

The strategy should move from a quantity to a quality-based perspective. The goal is to be a thought-leader when it comes to planning out a content marketing strategy for B2B healthcare. This means you have to differentiate what you release for it to stand out amongst the stiff competition.

Furthermore, address the issue of informing your prospects at each stage of the pipeline. Your prospects will want a B2C experience that you have to make available to them. This means being able to provide information that they may need at every step of the way.

Of course, you still have to optimize the content to make sure it ranks well so that they click on you instead of your competitors.

 

#2 It Takes Too Long

The most intense pain point in B2B healthcare is the amount of time it takes to close a deal. For you to make a successful entry into a market, you need to be able to prepare for long-term sales and lead nurturing process. It takes a considerable amount of resources to stay afloat as you wait for a decision to be made.

 

#3 HIPAA Compliance

If your product or service allows you to deal in any part or form with private patient data, then you better be HIPAA compliant with the way you do things. However, it is beyond telling and showing the prospects of your compliance. Since it is a very particular industry, you need to be able to either help or protect their HIPAA compliance as well.

Stay a step above the rest by caring for the other issues that bother them.

For instance, a lot of healthcare IT support companies often highlight their ability to help medical facilities be more HIPAA compliant with the way that they do things. This is another example in the B2B marketplace of solving a client’s potential problem instead of advertising the benefits of your services.

 

#4 Risk Aversion

The healthcare industry is careful about the purchases that they make because they can directly or indirectly affect the lives of the people that they cater to. It adds to the length of the transaction period and the only way around this risk aversion is for you to be able to address the concerns that they have. However, viable solutions must be made for you to be able to make it past their fears.

Another good thing to mention is that you should have a product or service that can quickly be adopted to minimize the strain on them switching to your platform.

 

#5 Buying Committees and GPOs

Since healthcare is risk-averse – as we mentioned earlier – getting the final word on a purchase will usually require a decision-making unit that is comprised of more than one member. Some will even take it further and rely on a GPO or group purchasing organization, to work in getting them the purchase that they need.

This means you need a multilateral approach in lead nurturing and everybody that’s part of the DMU should be well-informed and nurtured in the pipeline.

 

#6 Budget Cycles

Healthcare and medical facilities have budget cycles that work differently from other industries. They are usually tied to a fiscal year’s worth of budgets. This means your approach to lead nurturing also has to change.

Being able to attract the prospect and keep them interested until they are ready to purchase from you can be a year-long process, and you should have procedures in place to make sure that you are nurturing them and following up with them every step of the way.

This is the only way to secure your advantage.

 

Sales and marketing are never easy, especially in an industry such as B2B healthcare. However, it is only through the thorough considerations of what the problems are that we can fully adapt to the needs that we have.

We have to stop treating our pain points as problems, but rather as opportunities for creative growth.

 It might be hard, but a well-rounded lead generation campaign is not impossible once we start dealing with our pain points.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

Labor Day: Why You Should Take The Time to Reset, Reflect and Plan

Usually, we talk about how to deal with the different trials you may encounter in your business; how to solve problems in terms of lead generation and marketing strategies. In the world of business, the hustle never stops, especially if you want to stay on top of your game. There’s no time for slowing down. The attitude should always be go, go, go! There is nothing wrong with this kind of motivation. 

However, for this year’s Labor Day, we would like to talk about three specific things you may consider squeezing into your busy schedules. Don’t worry, they’re not hard to accomplish. In fact, they’re easy as pie. 

 

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets eBook Cover

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

DOWNLOAD NOW

 

Rest and Reset

In our busy world called corporate, rest isn’t something that is always readily laid out on the table because constantly being on the move is required to keep the business going. But for Labor Day we would like to encourage you to take a step back and rest. 

Can you still remember the last time you just sat back and enjoyed a day doing absolutely nothing or doing the things you enjoy doing? No? That’s because you haven’t done that in too long. Rest and reset is highly crucial to keep yourself motivated and striving when you go back to work

In the business world, we work long hours. Businessmen usually stay up the latest and are also one of the first people up in the morning to continue yesterday’s hustle. On this day do the opposite. Sleep in. This is your green light so take advantage of it and don’t feel guilty! Ditch your alarm clock and sleep for 10 hours if you want. 

In line with this, may we also encourage you to do something that makes you feel good? Maybe a session at the gym that you’ve missed out on because of your busy schedule, or going out and watching a movie, or going out with your friends. It’s Labor Day, enjoy yourself!

 

Reflect

This is important to keep yourself in check. Take this special day as an opportunity to reflect on your growth. How have you changed from the person you were a year ago? What have you achieved and learned since then? This is a healthy way to evaluate and re-evaluate. In the same vein, you can apply this to your business as well. Take a look back at how your business has been doing in the past year. Has it been growing? Has it become stagnant? Is there something that needs to be worked and focused on more?

By taking your time to reflect while your hands are unoccupied by work allows you to see the state your business is in at the moment clearer. Not only will you see how much your business might’ve grown and improved since it started or since the past year or few years, but you’ll also discover all the nooks and crannies you might’ve missed to fill. You’ll be surprised at the things you find out about how you have run your business so far that you would otherwise not notice because you’ve always been busy with just focusing on the now. Which leads us to the next point…

 

Plan Ahead

Now that you’ve taken a closer look at your own growth as well as your company, you can now start to plan ahead. Make a list of all the things you want to improve and work on for your business. Jot them down and pitch them to your team when you get back to work. Having the knowledge to not just see but also recognize where you might have fallen short in operations, is actually having the power to turn the situation around and turning your business’ weakness into a strength. 

In line with this, think of strategies, marketing campaigns, and opportunities you can take advantage of. If you think you could amp up your marketing campaigns, look for opportunities – you can hold a campaign, seminar, or even a short talk. If you think that maybe you need to step up in your lead generation strategies, try looking into outsourcing this task so you can focus more on the improvement of your services and products. With your team, figure out how you can engage with your audience more on your social media platforms. 

 

There are endless possibilities and always room for improvement. There are just some things you cannot see or realize if there is a deadline for a task constantly roaring in your ears. Remember that Labor Day is your day so take full advantage of it, and if you follow these three simple steps, you will be recharged and up on your toes again in no-time!

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

What Makes IT Lead Generation Different from Other Industries?

There are a lot of lead generation principles available out there, but they’re not all created equal for each industry. IT or technology lead generation fall under these categories. Your lead generation efforts have to be differentiated.

In this article, we take a look at the strategies than we can implement in our IT lead generation campaign, whether you are an IT startup looking for new IT or software leads or if you’re an established IT company that needs to expand its lead generation efforts.

 

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets eBook Cover

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

DOWNLOAD NOW

 

IT is Technical – Play By The Rules

IT and software are very technical fields that involve volumes of procedural and systematic data. During IT sales, the decision-making unit (DMU) usually comprises of the prospect’s professional team, so you have to make your technical data easily accessible and appealing to those people as well.

You have to be prepared to explain how your company’s methodology works, including its quirks.

 

Don’t Alienate the Non-Technical People

However, a caveat of presenting technical information is the fact that most DMUs are also comprised of people who do not understand the jargon. You also have to be willing to offer your product or service in a way that satisfies the needs of this group.

By being able to provide the different members of the DMU with information that is relevant to their roles, you will be able to reach them more effectively. This means you need to be able to provide for their bottom lines as well, give them solutions to their pain points.

Also, here’s an added benefit, say that you are only dealing with the IT team with your offering. If you can offer solutions that are relevant to someone with no technical expertise, you will be able to allow them to sell your product internally to the organization for you.

 

The Buying Process Has Started Before They’ve Even Contacted You

If a prospect contacts you, this generally means that they are already into their buying process and you are one of their candidates. The race here isn’t to show them what your product does, but rather how your product is differentiated from the rest of the other vendors that they have contacted.

Also, think of it this way, they’ve probably read about your services in the past. They know what you’ve been doing so far, so now the questions are more specific. In this light, it is also useful to find out more about your prospects so that you can address whatever pain points and challenges they’re facing.

 

Content Marketing is Different

Given the technical nature of IT, your content marketing plan will also be different. You will need to create more specialized pieces that aim to answer specific questions. These pieces will also need to be optimized.

Content marketing will have an informative rather than viral approach since these will be the foundation of a prospect’s information about your organization.

Since tech is extremely information-driven, it is also a good idea to share whatever information that you already have, which leads us to the next most crucial point in generating sales leads for IT.

 

Establish Yourself as an Industry or Thought Leader

Even B2B leads in tech are also affected by social media, so you need to establish a presence that goes beyond traditional marketing. You have to be a thought leader.

Contrary to popular belief you don’t have to be the most significant player in the market to start being a thought leader; you can do so by being able to establish the methodology for best practices first and market these ideas.

This is why it is essential that whatever information you have that can add value and not compromise your profit margins should be shared with everyone in the industry. For example, let’s say through the results of surveys you have formed a case study, which has a strong statistical foundation.

It would be advisable to make these results available to everyone else; this allows you to be an industry leader in a particular subject because you are willing to provide value for free.

Remember, companies have established their foothold in the market with the value that they have given out to customers and prospects. There is nothing wrong with this as it boosts the image of your brand.

 

As you can see, by just customizing some of the general principles that we have for lead generation, you can create an effective segmented and targeted campaign. There are a lot of lessons in lead generation and nurturing, but we need to customize for our needs.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

B2B Marketing Trends for the Medical Billing Industry in 2020

As of 2019, outsourcing medical billing services have immensely grown and proven as effective. But the year is almost over, and that means it’s time to prepare for next year (and beyond). It goes without saying that, as healthcare providers, it requires convoluted steps in the revenue cycle management (RCM). These steps include claims of follow-up and payment collections, patient scheduling, and enrolling them into an insurance verification. The list goes on and on. This is the specific reason why there have been many healthcare providers in the past years who have considered outsourcing their medical billing services. It is a practical solution to lessen the stressors upon a company and to maximize their revenues.

Since more and more healthcare institutions outsource their medical billing functions, here are four trends for the coming of 2020 that medical billing companies can greatly take advantage of from a marketing strategy standpoint.

 

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets eBook Cover

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

DOWNLOAD NOW

 

Going Digital: Computer-Assisted Coding

Technology has become a constant and an absolute necessity as businesses evolved in the past century. Various reports are predicting that the CAC market will grow at a CAGR of 11.3% from 2019 to 2025. Through CAC, medical codes are allowed to be generated from clinical documentation. By integrating Computer-Assisted Coding, it will help healthcare organizations improve compliance with complex payers and quality reporting requirements that keep increasing as well as streamline the medical billing process.

 

Embracing Automated Medical Billing

Let’s be honest, nobody wants or has the patience for dealing with paper receipts anymore. They eat away the space of your wallet, they can get lost easily, and when you try to look for them, you belatedly realize that you’ve already thrown them away. With medical bills, you always want to be extra careful not to lose such important receipts. Thankfully, nowadays medical billings are handled on the internet or on cloud-based systems. This new software allows your medical billers to efficiently monitor and streamline their medical bills and payments. They will be able to look at their insurances anytime they want without the risk of errors in their insurance claims because the software will flag potential errors already in advance. It boosts the security of their documents and this is the precise reason outsourced medical billing services are very popular. This should be something medical companies should look into for the coming year.

 

Taking it Virtual

The great thing about merging the digital and telecommunication technologies and telemedicine is that it closes the gap between physicians and patients. It is all about efficiency in today’s time. A significant return on investment could be provided by health services as the healthcare sectors move from the outdated fee-for-service model to value-based care and compensation. Of course, billing virtual patients doesn’t and shouldn’t completely replace in-person visits. Keep in mind to maintain a healthy balance between the virtual and the physical so that this method will work out for the better for you, which leads us to our final and most important point…

 

Personalized Experiences

This goes for every business, but most especially for the healthcare business. Patients expect personalized engagements that will cater to their needs. More and more B2B buyers have switched to companies who provide a more consumer-like experience. Beyond just making a profit, companies and businesses should be asking themselves how they can engage their customers rather than how they can engage businesses. So, to tie this in with virtual billing services for healthcare, try to engage a person from mass-circulated messages/content to developing personalized messages/responses to your patients that either tells a story or responds to their concerns and questions in an engaging way.

 

A business that is ever-evolving so equates to having customers that constantly evolve as well. The healthcare business is no exception. If you partner with a professional and experienced medical billing outsourcing company, it will ensure you the best way of gaining the upper hand to future trends and strategies concerning your RCM success.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

How To Sell HR Solutions (Tips To Step Up Your HR Sales Game)

People are the most valuable asset that any organization or company will ever have. However, selling HR solutions doesn’t necessarily mean that your prospect has to have problems with their people.

Let’s take a look at how you can strategically position your HR solutions to your prospects and how you can grow your sales today.

 

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Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

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Compliance Versus Features

One of the most important things that HR has to manage is compliance because companies always run a risk of getting sued by their employees. However, as much as HR teams focus on compliance, that’s not exactly what they live for.

HR cares about creating and maintaining the company culture, making the work-life balance workable for employees, and boosting the overall welfare of everyone in the company. It’s not all about compliance with them.

Focus on the personality of the product that you are pitching

It would be great if the HR solution that you are selling to them won’t get them sued or will keep their likelihood of getting sued to the minimum, but this is not what their department is about.

Focus on the personality of the product that you are pitching and how it will help them make their lives better in the company.

 

Features Versus Value

B2B is reliant on this statement that sometimes we feel as if it is turning into a golden rule. Your product might have all the features that any organization will ever need, but if it is unable to solve a pain point that they have, it will not be worth a lot to them.

If you think about it, the features can already sell themselves alone, but it takes research, questions, and numerous meetings to find out what a company needs before you can establish how they can use your HR solution to make their lives easier. You have to find what sort of value they are looking for from the product that you are offering them.

Once you’ve secured this value proposition, it will be so much easier for you to make the sale.

 

Not Selling to HR (Wait, what?)

We all love it when our product is the best and the latest.  If we did our product research thoroughly, we probably know every technical term that goes along with it. However, you have to understand that you are speaking to the HR department and not the IT department.

When you are talking to the heads of the department, they don’t want to know every single detail of the algorithm that you use or the technical specifications. They want you to understand how they can use your solutions to solve their problems.

The more you confuse, the more they will be ambivalent to the pitch that you have. If HR stops caring about the pitch, they’ll soon stop caring about what you have to offer.

 

Not Helping HR Sell (Wait, what? Part 2)

Remember this: the HR department might use your product, but they are not usually the ones in charge of purchasing it. You have to help them bring your idea to the people in charge of greenlighting their purchase order. They won’t be able to do this if you do not help them.

Provide them with data, evidence, and real-life examples that will help them bring the point across to the involved stakeholders that your solution will help make sure that their operations are efficient.

Think of it as preparing them for the pitch. You have to equip them, but you can’t forcibly train them – also please don’t tell them you’re teaching them.

 

Network

One stereotype that usually holds true for people in the HR community is that they are relatively friendlier than other departments (go figure) and this gives you enough leverage to start making friends with people from the HR community.

Just because you were not able to make a sale doesn’t mean that a lead is wasted. Usually, they are networked with other people, and they can even help you get a referral. The important thing here is to be able to build a real connection with them. Do not be afraid to get personal.

Also, network on LinkedIn, a lot of them spend plenty of time there, and it helps if you can build the right presence on the professional social media networking platform.

 
Selling HR solutions is not that difficult, and it commonly follows the rules of most B2B and SaaS services out there. However, since you are selling an HR solution, you must be able to embody that brand that your product is attempting to get across.

Once you get your point across, nurturing your lead should not be that difficult. Build the relationship, and the product will soon sell itself. You’re selling a people tool, so you have to be good with people, too.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

4 Terrible Sales Follow-up Email Mistakes That Ruin Deals

Getting your initial email out is one thing, but making the right follow-up email is an entirely different story. Most of the time, it only takes the smallest mistakes to ruin a potential sales deal. 

Your sales follow-up emails are even more crucial in closing a deal than you might think.

Here’s a pro-tip: your follow-up sales emails are even more crucial in closing a deal than you might think. Therefore, your messages cannot be riddled with any mistakes. That means no typos, neglected grammar, or poor manners or else you can kiss that sweet deal goodbye.

More than points on how to make a good email, we’re going to give you the top no-nos for sales follow-up emails that you should avoid no matter what.

 

Sorry, MVP only

More than once, there are going to be instances where there will be multiple decision makers. The common mistake in dealing with these cases is the tendency of cherry-picking and only talking to whoever you think is the most valuable person of the bunch. This is a wrong move because by doing this, you discredit everyone else involved in the decision-making process, and you don’t want to do that. 

We advise that you keep a list of everyone involved in a call or discussion. Be sure that you secure their contact details and when you send out your follow-up sales emails, include every relevant person in the email. Address them collectively for general greetings or group-related topics and individually if you have information specifically for that contact that is still significant to the group discussion.

 

Do(‘nt) Do the Robot

There is nothing more boring and offputting than talking to someone who sounds like a robot – no emotions, no reaction, nada. Imagine if your date talked like that? You wouldn’t want to go on a second date with them. The same goes for your follow-up emails. If you keep your tone monotonous, trust me, even if it’s just on text, your potential clients are going straight for the trash bin button. 

The key here is to use less of the big flowery words and use more conversational language. Speak to them in a tone that you want to converse in if you were face-to-face.

Here’s an example: 

Instead of saying, “As per our telephone conversation on today’s date” you can simply say, “As we discussed this morning.” Or using “Because” instead of “We are in receipt of.” Spot the difference? Not only does it shorten your email by large, but it also sends the message that you and your client are in a good and comfortable business relationship.

 

Right Email, Wrong Timing

Timing is crucial if you want to be able to get a response quicker, or one at all. Many take this for granted and just go by sending out their emails ASAP. While sending out emails as soon as you can is also a good tactic, you should also know when to send it ASAP.

Remember that you always have a distinct purpose as to why and how you have constructed your follow-up email. Think of the specific situation you are in. You want to send your message at a specific time to ensure that the receiver gets it at the right time so it is still relevant to them and doesn’t get drowned out in all their other emails.

We suggest that the best and safest time to send out a follow-up is within 24 hours. You don’t want to wait too long to shoot them a message. More than often if the client doesn’t get an initial follow-up right away, especially after a promising and well-received meeting, they will think that it was a fluke and that the company must’ve forgotten about them. So, they will drop you from their list and move on to the next person who can help them.

 

But First, Research!

So, you’re pressing send on your email out of pure excitement of a new possible closed deal. There’s only one problem: You didn’t get to know the person you’re emailing first. By that, we don’t mean that you suddenly have to go out for a cup of coffee with them. Proper RESEARCH will take you a long way and prevent you from making errors that will negatively affect your sales deal more than you’d like to. 

If you’re sending a follow-up to a prospect that is crucial to the deal, read up on them first. Check out their LinkedIn to find out more about them as a person and not just as a business. Simple things such as knowing like how they want to be addressed can go a long way in showing that you genuinely took your time in getting to know them and they will value that.

 

Though these would seem like no-brainers, you would be surprised at how many businesses still commit these mistakes, but if you remember you avoid these common mistakes when making and sending out your follow-up emails, then you’ll be golden.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

How to Spot Warm Leads Using the Right Lead Qualification Framework

Collecting a pool of possible leads is not a difficult feat once you’ve learned how to rein in your ropes and use all the tools at your disposal. You and your team are excited to close more sales and have a firmer grasp on managing your accounts.  Everything seems quite consistent so far, and so is the challenge that comes with the consistency of managing a funnel of leads, prospecting, and qualifying them.

Don’t worry. It’s nothing uncommon. Data shows that 25% of leads are legitimate and should advance to sales. However, 79% of marketing leads never convert. In addition to that, 73% of leads are not even sales-ready, and another 50% are qualified leads but aren’t ready to buy just yet. 

Qualifying and nurturing your leads is essential if you want to grow your revenue. Today we are going to talk about the dangers of not qualifying your leads and the benefits if you do qualify and nurture them. We’re also going to discuss the different lead qualification frameworks and as the cherry on top, we’ll give you some sweet tips on how you can qualify your leads better. 

 

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Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

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The Bad

Now to address the elephant in the room: Why is not qualifying your leads bad? If you know or have established what a good lead is, you automatically have a notion of what a bad lead is as well and how you should nurture them better. 

Here are the negative effects of poor lead qualification.

Waste of Time and Counterproductive

Every day you’re hustling. You work harder and harder and spend even more money, but the truth of the matter is, there will never be more than 24 hours in a day. It’s a common saying and motivation to work hard and you will be successful, which does ring true. But are you working towards sure results or are you just beating against a void and nothing really ever happens?

Many businesses only concentrate on the quantity rather than quality. Of course, you want to have as many leads as possible, but at the same time, you also want to make sure that you are going after leads that are actually a good fit, and that is where a lot of businesses go wrong.

Winning the (wrong) crowd

You might think that there is nothing wrong with attracting any and all clients, whether they fit your business or not because with a little more convincing, they’ll eventually give in, right? No.

Just as we mentioned in our first point, it will be a waste of time and it will only give your team more things to worry about. A client who is not a good fit for your business is going to keep demanding things from your team that they are not accustomed to doing. Your client’s patience is going to wear thin if he has to sit and wait for your team to learn. It’s a lose-lose situation.

Be practical with your leads. You might be expecting too much from these leads only to get disappointed and potentially even lose money by the end of it instead of gaining it.

Bad Blood, Bad Rep

Now say one of your unqualified clients cancels their term with you after not getting the service they asked for? What do you think they will say to other people who’d ask them about you? It sure won’t be words of flattery.

If a client has a bad experience with a company, they are also going to share their bad experience with other people to prevent them from making the same “mistake” as they did. Even worse is if they’d blast you all over social media, and that would tear you down faster than the time it took to build your castle up.

Never compromise the quality of your services. Don’t waste your time on unqualified clients. It’s like trying to harvest oranges from an apple tree. Concentrate on clients who are a perfect fit for your services instead.

 

The Good

The good news is that you don’t have to worry about these problems if you do your lead qualifications right. There is no need to oversell yourself and force yourself to offer services that aren’t your niche. Of course, if there are consequences to bad lead qualifications, there are also benefits that you can reap from taking the time to qualify your leads. 

Time Efficient

In counter to the bad effects, if you qualify your leads well, you won’t have to waste your time on dead-end leads or businesses outside your target parameters. Therefore, it’s crucial that you outline how your team qualifies leads.

Improtant things to be mindful of are their personas which would include their profile attributes and buying cycles. Their industry, location, and company size. These are all great help in determining whether your leads are in the qualifying process or not. Really, why waste one of your salesperson’s time with a client who can’t afford nor fits the parameters

Revenue Booster

The way revenue is generated is through conversions which are manifested in your sales team as closed deals. It’s understood that qualified leads equal improved close rates, yet it is also important that you and your team have a mutual understanding of this; to develop and implement a successful process to achieve this.

The ANUM method is a common way for teams to qualify their leads to make sure that both marketers and salespeople are aligned:

  • Authority
  • Need
  • Urgency
  • Money

This process will determine the quality and stage of your prospects. If your company has verified authority and needs, you can determine the right budget for the right solution.

Attracting More Customers & Good Relationships

By qualifying your leads, you attract the right customers, and by attracting the right customers, you build better relationships with them because you are all on the same page. The better your relationships with your clients are, the higher your chances of recommendation from them. They will sing your praises to their peers and highly recommend you. Free PR doesn’t come better than satisfied clients’ testimonials.

 

Lead Qualification Frameworks

In B2B lead generation, the process and the task of qualifying leads isn’t a simple “one-shoe-fits-all process. There are various ways to qualify leads that suit different types of markets and businesses. Let’s look at the different methods and their respective purposes. 

CHAMP

This particular framework is the one that puts your client’s needs first by taking a modern approach to sales lead qualification. Having the resources isn’t the sole benchmark for buying things, but having the need and desire for it as well.

Challenges

Which obstacles is this lead facing and can your product or service help solve them?

Authority

Does this person have the authority to say “yes” to buying your product or service for their own company?

Money

How much us this product willing or able to pay for your product or service?

Prioritization

Discover how important it is solving this problem relative to your lead’s other priorities.

If you want more in-depth information on this method, read here.

BANT

This method is not a stranger because it’s the most popular one out of the bunch. This method has been around for decades and some aspects of it are somewhat old-fashioned.

The highest-priority factor to consider when qualifying leads under this framework is budget. Some sales leaders believe that the problem with this framework is that it does not put the client’s needs first and instead places a higher value on their budget or authority. But since we are living in a Relationship Era now, BANT is becoming less and less popular.

Budget

How much is the lead willing or able to spend?

Authority

Is the lead the decision-maker for purchasing your product or services?

Need

Will your product or service solve the lead’s business need or help them accomplish a goal?

Timeline

Will the lead implement your product or services in the near future?

GPCT

This framework takes a little more detailed approach into qualifying leads. It is the art of picking apart your clients’ goals down to its timeline to ensure that they are all in line and help see them through.

Goal

What are the qualifiable goals that they want to hit? When discussing goals, help your prospects think outside of the box and see the bigger picture or think more realistically based on their experiences of helping others in similar situations. 

Plans

What are their current plans that they will implement in order to achieve the goals they have set for themselves? Make sure that you nail down whether your prospects that tried these before or if this is the first time or not, and if it worked for them or not. 

Challenges

In any sale, the most important moment is determining if you can help your prospects overcome their and their company’s challenges whether it’s ones they are currently facing or ones they are anticipating for the future. 

NOSO

Last but not least, we have NOSO. As mentioned earlier, CHAMP and BANT are two different types of approaches, one more modern and the other a bit more old school, they both still serve their purpose in certain sales settings. However, for the modern buying-centric client, NOSO is the most effective way to go.

NOSO is a customer-centric framework strategy that prioritizes on diagnosing and putting the customers’ needs first by also being the ones to diagnose them. Here at Callbox, this is the strategy that we actively use and it has deemed effective every time. It is what we desire to achieve In this Relationship Era where companies focus more on what they can give to their customers and not just what they can get in return.

Need

What does your customer need the most at this point in time?

Opportunity

Define the right opportunity in which you can step in to help them with your services. 

Stakeholders

Discover the stakeholders involved.

Outcome

With your clients, discuss the desired outcome that they have in mind so that you can help them accordingly.

 

How To Better Qualify Leads

When qualifying leads, it’s all about gathering insights that are necessary to make good judgment. 

Should you sell to your given prospect? What is the best strategy or framework for closing a deal? Does your prospect fit the services you offer?

Only after you’ve qualified each prospect can you really say whether they are worth investing your time and effort into trying to sell to them?

We advise that you avoid using a one-size-fits-all method because every prospect is different from the other. As we have listed the different frameworks that companies use to qualify their leads, try to choose and see which one works best for you and your prospect and qualify them accordingly.

Take your competition into consideration as well. Who are you competing against? What other companies have they worked with before? Are they comparing your solution with theirs? What are they are basing their decisions on? Once you know all these factors, you will have a better idea and view if your prospect is a qualified one or not. 

There are 4 signs of a good qualifying process that you might want to examine to see for yourself if you are doing your lead qualification right or need to work on it a little more.

  1. Productive sales reps
  2. Successful customers
  3. Time to close
  4. Good forecasting (meaning, you know what kind of deals are going to close and what they are going to be worth.)

If you can spot all these 4 signs in your lead qualification process, congratulations! You are doing it right.

And if there are many of your prospects that don’t qualify, then sometimes that simply means that the people you are talking to are just simply not a good match for your product/service. Avoid casting your net too wide, because by doing so you attract people that are not a good match for you. Consider keeping a more focused and targeted lead generation approach so you won’t have to spend the majority of your time chasing prospects who will never buy from you.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Healthcare and Life Sciences: 3 Ideas to Inject Into Your Lead Gen Plan

No business is exempted from lead generation – small, large, product-based, or service-based – on a certain level, one must do lead generation. As with every business, there are many different strategies that you can implement into your lead generation plan that will fit your business.

The healthcare industry is no different. Its methods are ever-evolving and with it also its clients. So before we go into discussing the best lead generation approach that fits the healthcare industry, let’s take a look and understand the change in your customers first in order to get a better understanding.

Modern medical service consumers oftentimes physically cringe at the words ‘medical sales’. Terms as such don’t fly with them anymore. Nowadays, it is more important to enable the consumer to make smart healthcare choices. So, the easier and more convenient you make it for consumers to find a solution to a healthcare problem, the more kudos to you.

Judy suggests: 4 Trends That Will Drive B2B Healthcare Marketing in 2019

Modern B2B medical marketing is much more different than how it was 10 years ago. Medical professionals and businesses are too busy to be sparing an extra 5 minutes of their time to listen to a cold call from you. When they need a solution, they automatically hit the search engine to find answers online. It’s easier for them, more convenient, and undoubtedly faster. 

Truth be told many medical businesses pay to boost their services online, but what happens when they stop paying? Exactly – the leads will dry up. So, if you want to see growth for your business, you need a more self-sustaining medical lead generation strategy, and these are the ways you can achieve this.

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets eBook Cover

Targeted B2B Marketing Handbook: Guide, Checklists and Worksheets

Find, engage and convert the right prospects with the right message.

DOWNLOAD NOW

 

Online Multi-channel Lead Generation

Have we mentioned how powerful the internet is? Yes. Have we mentioned how your clients and prospects all live on the internet? Why, yes! LinkedIn still remains as one of the superior social media mediums for businesses to connect with prospects and promote your own business. Understand your target audience and how they interact on social media so you can come up with a fitting marketing strategy. In the same vein, do not take your own website for granted. Boost it up, make sure you update it regularly so your presence online doesn’t fade. 

Judy suggests: The Best Way to Use Social Media in B2B Sales Lead Generation

When working on your websites as well as your blog posts, it is important to put emphasis on your compliance with HIPAA. By doing so, you send your prospects and clients the message that you are serious about your services and that you made sure that they don’t breach nor compromise any HIPAA rules.

 

Service trial

Photo of laptop with people discussing what's on the screen

When you are trying to purchase a product online, oftentimes they offer you a trial version for a period of time for you to test the product out and to see whether it suits your needs or not. The latest trend in medical services is virtual assistance for doctors and small clinics. Say, you’re offering this specific service, your clients will be very careful and hesitant at first because it will mean that their VAs will gain confidential information on their patients, handle their concerns, as well as take care of the doctor’s schedules and meetings. Having said that, they won’t be too keen on signing a contract with you right away that will last for 6 months to a year.

A way to slowly but surely gain the trust of the more skeptic client is to offer them a trial period where they can commit to maybe 3 months at a time instead of the full term. That way they can evaluate for themselves if they enjoy and find your service helpful and decide to work with you full term. It’s important to give them an option and to assure them of the safety and security measures you provide to keep their trust. 

 

Constant Engagement Across Channels

One of the most important things to remember in medical marketing is to constantly stay engaged with your clients, especially those who are part of the DMU (decision-making unit). Prospects appreciate it more when you provide them with content and materials that not only educate but also align with where they are in the buying process. It is said that 63% of customers who receive constant (and instant) engagement (across channels) is highly important to growing your business.

Another reality is that consumers don’t just want to see and read about healthcare and life sciences, they want to experience it and engage with you about it personally. So, always try to make this a priority.

To ensure that you are able to consistently nurture your prospects, make use of the power of marketing automation. With a robust marketing automation tool, you can schedule timely emails, make follow-up calls at the best times, and deliver content that moves your prospects further down into the sales funnel.

 

Healthcare is one of the most essential services to offer and operate in, and people will always be skeptical about it at first, but if you do your best and keep an open mind to evolving your strategies and methods as your customers do, then you will see a significant change in your lead generation as well as your customer’s loyalty to your brand.

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.