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The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

 

 
Data is the new oil.
Without it, your sales engine stops running.

 

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

 

The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time

 

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

 

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

 

Learn how to Utilize a Data-Driven Approach to Generate Technology Leads!

 

#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter

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

 

#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: Symptoms of an Unhealthy Email Marketing List (and How to Clean It)

 

#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

 

#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

 

#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

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

 

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed

 

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, Facebook, and Google+.

 

 

Do you want more leads, opportunities, and sales?  Talk to an Expert!

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
Marketing and Transactional Emails: How to Leverage Both [VIDEO]

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

 

 
Data is the new oil.
Without it, your sales engine stops running.

 

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

 

The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time

 

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

 

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

 

Learn how to Utilize a Data-Driven Approach to Generate Technology Leads!

 

#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter

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

 

#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: Symptoms of an Unhealthy Email Marketing List (and How to Clean It)

 

#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

 

#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

 

#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

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

 

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed

 

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, Facebook, and Google+.

 

 

Do you want more leads, opportunities, and sales?  Talk to an Expert!

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]
Marketing and Transactional Emails: How to Leverage Both [VIDEO]

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

 

Email remains the Swiss Army knife of B2B Marketing.

 

It does a lot of things,
and it does them really well.

 

Email Marketing Goals - plot

 

But email’s performance is only as good as your goals.

 

Let’s understand the
5 essential B2B email marketing goals,
and learn why you need to focus on each of them.

 

#1 Connecting with new prospects

Emails are ideal for starting relationships with potential customers.

They enable personalized touches at scale.

That’s why 13% of B2B leads come from this channel.

Related: A B2B Guide to Winning New Customers and Repeat Business [INFOGRAPHIC]

 

#2 Nurturing leads and opportunities

Emails play a key role in keeping leads engaged throughout the sales cycle.

They help deliver compelling content at each stage of the sales process.

51% of B2B marketers personalize lead nurturing through email segmentation.

Related: Value Your Leads: Lead Nurturing Best Practices to Boost Conversion

 

#3 Automating response to specific triggers

Emails provide a personalized way to automatically respond to lead activity.

They make your entire marketing automation process run smoothly.

B2B marketers who implement email automation boost their sales pipeline by 10%.

 

#4 Promoting exclusive offers

Emails work well at promoting free trials, discounts, and special offers.

They let you match relevant offers with an interested audience, boosting conversions.

In fact, 66% of online purchases resulted from an email.

Related: Marketing and Transactional Emails: How to Leverage Both [VIDEO]

 

#5 Closing sales deals and providing post-sale follow-up

Emails can help sales reps close deals and encourage repeat purchase.

By providing reps with an extra layer of touch points, emails shorten the sales process.

Between 31% to 59% of B2B marketers believe emails have the biggest impact on revenues.

Now that you know which goals to focus on, keep in mind that…
a goal without a plan is only a wish.

Related: 4 Email Closing Lines That Close Deals (Backed by Concrete Results)

 

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, Facebook, and Google+.

 

What are your primary email marketing goals?
Comment them down below! 🙂

 

 

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

My Industry Insights - Callbox Interactive Marketing Tool

Ready to talk? Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

It's 2018; Your Email Subject Lines are Subject to Change
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

 

Telemarketing still pretty much remains a numbers game.

 

To deliver results, calls need to be made at scale.

 

Not convinced?

 

Let’s do the math…

 

Let’s say your funnel looks like this:

15% of contacts you reach are decision makers
25% of decision makers contacted become qualified leads
50% of qualified leads become sales-ready

 

If you want your reps to meet 20 opportunities,
you need to call up over 1,000 prospects.

 

Keep in mind that’s all based on some pretty decent conversion rates.

 

If those percentages go down,
you have to call more contacts to hit your targets.

 

That’s why you need volume to get results.

 

To manage and improve sales call volume,
keep a close eye on these 4 crucial metrics…

 

Humanize your marketing automation and lead nurturing process. Learn more on Lead Nurturing: The Callbox Way.

 

#1 Calls Per Hour

  • This shows you the average rate an agent/rep places calls.
  • High calls-per-hour numbers are generally a good sign.
  • But when this metric is too high, it indicates low-quality conversations.
  • So, don’t look at this metric by itself.

 

#2 Average Call Length (Average Talk Time)

  • This indicates how much time an agent/rep usually spends on each call.
  • You want to keep average talk times below some threshold.
  • But very low call lengths can also mean low-quality conversations.
  • To understand this metric, also look at script complexity and amount of admin work required.

Related: 5 Data-backed Tips for Better Phone-based Sales Presentations

 

#3 Occupancy Rate

  • This is the ratio of time spent on calls versus time spent between calls.
  • It tells you how efficiently agents/reps use their time.
  • Occupancy rates greater than 1 indicate agents are spending more time calling than not calling.
  • If it’s below 1, it means something is keeping an agent preoccupied between calls.

 

#4 Calls Per Record

  • This shows how many times an agent/rep dials a record, on average.
  • It tells you how persistently agents pursue each contact.
  • Keep in mind that it takes up to 18 touches to reach a lead.
  • So, always be sure this metric is flashing on your dashboard.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

 

To start managing your sales call volume, keep track of:

  • Calls per hour
  • Average talk time
  • Occupancy rate
  • Calls per record

 

 

Reach the right prospect at right time. Learn more about SMART  Calling!

SMART Calling: What’s the Edge?

Nurture your leads today and improve your sales numbers! Dial +1 888.810.7464

 

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, Facebook, and Google+.

 

 

 

Get targeted sales leads or a sample sales and telemarketing script

Ready to talk? Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: 5 Data-backed Tips for Better Phone-based Sales Presentations

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.

 

 

Get targeted sales leads or a sample sales and telemarketing script

Contact us or Dial 888.810.7464

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

How to Handle Early Sales Objections, According to Science [VIDEO]

Objections pop up anywhere in the sales process.

We know they prevent deals from closing.

But they also stop sales conversations from moving forward.

That’s why you need to handle early sales objections.

With a little help from science,

these obstacles become guideposts.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO] 

 

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

  • This uses the ‘Context Effect’ in psychology.
  • The context surrounding an event affects how it’s perceived.

Related: How to Respond to “Send Me More Information” 

 

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

  • This response reverses the direction of change.
  • It’s the best way to overcome status quo bias.

Related: The Perfect Response to “We Are Currently Working With Your Competitor”

 

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

  • Prioritizing activities is better than time management.
  • Best-selling author Rory Vaden shows this approach defeats procrastination.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

 

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

  • This response shows empathy.
  • Harvard neuroscience research finds that trust depends on empathy.

Related: The B2B Buying Process Has Changed: Here’s How Not to Get Left Behind

 

Try these tactics out for yourself
…and take the conversation to the next level.

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get targeted sales leads or a sample sales and telemarketing script

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]

 

 

Attention spans are getting shorter.
One study claims it’s shorter than a goldfish’s.

But this doesn’t mean people now have fishlike intelligence.
We simply got smarter at spending our attention.

That’s the key to getting your emails opened and read.
You have to show they’re worth people’s attention
… and you only have 8 seconds to do this.

Follow these proven tips to make each crucial second count.

 

#1 Figure out the best sending schedule

Send times affect email engagement rates.

Research shows mid-morning on weekdays work best.

Tweak your send times based on your own campaign and audience.

Related: Sending Emails on Sunday? Are you Kidding me?!

#2 Spend extra effort crafting your subject line

47% of recipients open emails based on subject lines alone.

Good subject lines use recipients’ curiosity and self-interest.

Come up with 2 to 3 subject line ideas and test each one.

Related: The Pick-up Lines of Email Marketing: How to Increase Open Rates In Just a Few Words

#3 Avoid starting with “Hi, my name is…”

Opening lines affect whether your emails get read.

Your email won’t be worth reading if it starts off by talking about you.

Hook your prospects by making the opening about them.

Related: Dissecting the World’s First Spam Email: 5 Timeless Lessons We Learned

#4 Show that you really did your homework

Personalized emails fetch 29% more opens and 41% higher CTRs than generic emails.

But deeper personalization improves conversion by up to 360%.

Open by mentioning a recent trigger event or a shared background.

Related: Email Marketing Series: How to Make your Emails Impossible to Ignore [Video]

#5 Pay attention to layout and formatting

Recipients spend only 5 seconds scanning an email.

In one glance, your prospect should know what the message is about.

Break the body into smaller chunks and make key items stand out.

 

But as attention spans continue to dwindle,
this is the best way to email prospects:

 

Seek respect, not attention.
It lasts longer.

–Z. Abdelnour

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

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted list or Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

Grab a FREE copy of 40 B2B Sales Email Templates for Every Situation! These 40 examples have all been hand-picked from a variety of sources that tested these templates in terms of opens, click-throughs, and replies

40 B2B Sales Email Templates for Every-Situation

It's 2018; Your Email Subject Lines are Subject to Change
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

How to Make Sure Your Cold Emails Make it to the Inbox [VIDEO]

 

 

1 in 5 commercial emails sent never reaches the inbox.

  • 6% end up in the spam folder
  • 14% are blocked by ISPs entirely.

For cold emails, inbox placement becomes even more challenging.

That’s because…

  • You don’t have a relationship with your recipient yet.
  • You’re sending unsolicited messages.

 

But this doesn’t mean cold emails are spam.

That’s why they belong to the inbox, not the junk folder.

Follow these steps to make sure things stay that way…

 


8 Ways 2017 Will Shape Your 2018 Email Marketing Campaigns


Step 1: Scrub your list thoroughly

Your cold outreach’s success depends on the quality of your list.

  • Use list cleaning tools and services to remove bad addresses
  • Run a double opt-in campaign, especially when using a third-party list

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

Step 2: Check your copy for spam triggers

Your email’s content and design can set off spam alerts in dozens of ways.

  • Limit your use of known spam words
  • Maintain a 60-40 text-to-image ratio
  • Link exclusively to reputable domains

Related: Dissecting the World’s First Spam Email: 5 Timeless Lessons We Learned

Step 3: Segment and personalize your campaign

In the eyes of ISPs, there’s a fine line between non-personalized bulk emails and spam.

  • Add some prospect-specific snippets to your email templates
  • Segment your list and customize the message for each group

Related: Say no to Spam! Ways to Avoid Putting your Email Marketing Campaign to the Dumpsite

Step 4: Let ISPs know you’re someone they can trust

Sender authentication tools and services can help you improve deliverability.

  • Setup SPF, DKIM, and DMARC anti-spoofing
  • Sign up for sender and email certification audits

Step 5: Watch how you use your sending IP

Once your sending IP and domain get blacklisted, your emails no longer reach recipients.

  • Send emails in small batches each day and gradually increase the volume
  • Use a dedicated IP for your sending server
  • Keep hard bounces below 5% and spam reports below 0.1%

 

Remember, cold emails are not spam unless you make them that way.

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

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted list or Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

 

 

Grab a FREE copy of 40 B2B Sales Email Templates for Every Situation! These 40 examples have all been hand-picked from a variety of sources that tested these templates in terms of opens, click-throughs, and replies

40 B2B Sales Email Templates for Every-Situation

It's 2018; Your Email Subject Lines are Subject to Change
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

 

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

 

 

On average, seasoned reps get past gatekeepers only 13% of the time.
For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video, you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls,  they’re really just doing two things:

  1. Keeping the wrong person away from the boss
  2. Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

 

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

  1. Referrals from people in their companies
  2. Referrals from trusted external sources

So, leverage your network and ask for an introduction.

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

  • Send a short intro email
  • Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

Related: 5 Winning Sales Cadence Examples (and Lessons to Draw from Them)

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

  • Point out a recent award, published post, or announcement by the decision-maker
  • Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

Related: SMART Calling: What’s the Edge?

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

  • Always redirect with a question
  • Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

Now, try these 4 ideas out on your next sales call.

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get targeted sales leads or a sample sales and telemarketing script

Contact us or Dial 888.810.7464

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make
The 5 F’s of Data Hygiene for Deeper Sales Conversations

What to Get Your Prospects for the Holidays: 4 B2B Gift Ideas [VIDEO]


 

 

‘Tis the season for giving…
and holiday-related stress.

  • Gift-giving worries 79% of consumers.
  • 67% are unable to find the “perfect” gift.
  • 90% have hard-to-please persons on their list.

Related: Use the Psychology of Free Stuff to Generate Leads

For B2B folks, the stakes are much higher.
The wrong gift can kill a deal in an instant.

As you’re making your list
and checking it twice, here are 4 great ideas on…

What to Get Your Prospects for the Holidays

#1: Experience

Studies show experiences (not stuff) make people happier.

The same holds true for presents.

So, give your prospects experience-based gifts like:

  • Restaurant coupons
  • Sports tickets
  • Season passes

Related: Building an Effective B2B Marketing Experience

#2: Time

6 in 10 Americans say they don’t have enough time to relax.

This year, give your prospects the gift of time.

Free up time in their routines with gifts like:

  • Monthly subscription boxes
  • Gift cards for on-demand services
  • Coupons for car maintenance

Related: Benefits of Outsourcing and How to Stop Long Working Hours

#3: Insights

B2B prospects want to be educated.

So reach out to your prospects with the gift of insight.

Help them grow personally and professionally with gifts like:

  • Invites to industry events
  • Free access to gated content
  • Vouchers for lessons and tutorials

Related: Lead Management Best Practices: Marketers Should Take into Heart

#4: Wellbeing

With stress levels at all-time highs, health concerns are growing.

73% of employees are interested in wellness programs.

So, let your prospects stay physically and mentally fit with:

  • Massage and spa gift cards
  • Gift certificates for mindfulness workshops
  • Donation done on prospects’ behalf

Related: Running Low on Passion? Remember the First Day Feeling [Slides]

Spread the holiday cheer with these presents.

You can’t go wrong with the gifts of:

  1. Experience
  2. Time
  3. Insight
  4. Wellbeing

Happy holidays!

 

 

Get to know Callbox even better. Watch our video

Get qualified and industry targeted leads today! Dial +1 888.810.7464

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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How to Reach Influencers and Grow Your Content Audience [VIDEO]

You spent ages crafting and perfecting your content marketing masterpiece, and then you hit the publish button. Hours, days, weeks go by, and yet your engagement metrics still haven’t breached the low double digits. So, you went back to the old drawing board and posted an even more compelling piece of content, but still got the same dismal results.

This is an all-too-familiar situation that many marketers face today. Consider this: 76% of marketers blog, while another 73% produce case studies. That’s just for written content. There’s an entire ocean of infographics, whitepapers, social media posts, videos, and other materials that your target audience has to navigate in order to find your content.

Influencers can give your content the needed boost to reach a wider audience and, more importantly, drive action. This video series gives an overview on influencer outreach, going over some quick tips and ideas you can use, plus a brief walk-through of how we were able to successfully work with influencers in one of our content projects.

 

Episode 1: Why Reach Out to Influencers?

Influencers are what your content needs to achieve escape velocity and generate the right kind of response. But before we talk about the “how” of influencer outreach, let’s first find out the “why”.


 

Episode 2: Knowing Who to Reach

In B2B marketing, it all starts with the list–and Influencer outreach is no exception. Knowing who to reach out to is the critical first step that determines your campaign’s success or failure. There’s obviously going to be a lot of factors that an influencer must meet to make it into your list. But it all boils down to three C’s: connections, context, and conversions.


 

Episode 3: Refining Your Message

It takes a special kind of message to get influencers interested in your content. In this video, I’ll walk you through a few things to consider in order to craft a compelling pitch that contain everything that influencers want to find in an outreach message.


 

Episode 4: Offering Value

If your pitch is what makes influencers take your request seriously, then it’s the value or benefit you offer that gets them to say yes. There’s one secret to making your offer impossible to refuse, and that’s what I’ll talk about in this episode.


 

Episode 5: Putting Into Action

It’s now time to apply what we’ve learned so far in this series with an actual example. I’ll go over how we were able to significantly improve the performance of one of our blog entries with help from influencers. Spoiler alert: It worked beyond our expectations.
 

 


 
 

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What to do After a Horrible Sales Call? [VIDEO]

How fast can you bounce back when you can’t find the right words to say during a sales call?

A bad sales call can turn into a nightmare and ruin a potential sale. You must know how to take proper precautions to be able to recover. Let’s admit it. Everyone will experience having a bad day regardless how good you are in what you’re doing. Don’t let it ruin your day! Instead, learn from it and move on. Bad experiences along the way can be turned into a positive learning.

Video transcript:

Just got off the phone with a prospect, and it didn’t quite go well? It’s okay to feel bad. Afterall, nobody wants to screw up at work.

But how do you get yourself back and recover from a shitty sales calls?

Get some distance

Get up and step away from your desk.

  • Take a 10 minute break.
  • Get a coffee.
  • Go outside and take some fresh air.

Reflect on what went wrong

Turn bad sales call into an opportunity

  • What could I have said better?
  • Could I have handled the situation differently?
  • How could I have responded?

Everyone can commit mistakes once in awhile. What matters is what you did after to recover. Be positive and turn it into a learning opportunity. Don’t let it affect your future performance.

 

How about you? How do you get back in the game after a bad sales call? Let us know! Comment below.

 

 Originally appeared at Callbox Singapore.

 

 

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