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

May 31, 2018/1 Comment/in Email Marketing /by Rebecca Matias

Email remains the Swiss Army knife of B2B Marketing.

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

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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.

#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.

#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.

#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.

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

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! 🙂

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February 13, 2019

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

May 17, 2018/6 Comments/in Telemarketing /by Rebecca Matias

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.

#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.

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!

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

Author Bio:

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.

[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

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August 7, 2018

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

April 23, 2018/0 Comments/in Email Marketing /by Rebecca Matias

The inbox is a crowded place.

An office employee gets 121 emails each day.
Half of incoming mails are spam.
Only 38% of emails in the inbox are useful.

How do you make your emails rise above the noise?

First, here’s what’s inside a typical inbox:

Promotional Emails

0%

Transactional Emails

0%

Personal Emails

0%

It’s clear that to engage recipients,
you need the right mix of marketing and transactional emails.

While these two types of emails serve different uses,
combining both can boost marketing results through:

More ways to connect with prospects and customers
Deeper insight into prospect’s interest and intent
Extra opportunities for conversion

Here’s how to integrate marketing and transactional emails:

#1 Understand the difference

Marketing emails nurture leads, promote offers, and make a sale.
Transactional emails are sent to complete a process
Marketing emails include: cold emails, newsletters, event invites, promos, etc.
Transactional emails include: welcome emails, order confirmations, account updates, etc.

#2 Know what rules apply

Marketing emails must comply with applicable laws like the CAN-SPAM Act, CASL, GDPR, etc.
Transactional emails are mostly exempt from these legal standards.
For example, marketing emails require a valid postal address, but transactional emails don’t’.

#3 Separate them properly

Gmail suggests sending emails separately by purpose for better deliverability.
Use different sending IP addresses for each type.
Avoid using the same domain for marketing and transactional emails.

#4 Let the two types complement each other

Transactional emails typically fetch better engagement rates. Use them to:

Ask recipients to sign up for your newsletter and other marketing emails
Get referrals and recommendations
Carry out surveys and gather feedback
Point recipients to relevant resources like whitepapers, guides, webinars, etc.

Now, it’s time to improve your email results.
Leverage both marketing and transactional emails into your mix.

Here’s a present for you: 40 hand-picked B2B Sales Email Templates for Every Situation!

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on 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.

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February 13, 2019

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

April 10, 2018/0 Comments/in Telemarketing /by Rebecca Matias

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.

#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

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August 7, 2018

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

March 13, 2018/0 Comments/in Telemarketing /by Rebecca Matias

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.

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.

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.

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.

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.

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

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August 7, 2018

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

February 27, 2018/0 Comments/in Email Marketing /by Rebecca Matias

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.

#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.

#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.

#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.

#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

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

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February 13, 2019

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

February 16, 2018/0 Comments/in Email Marketing /by Rebecca Matias

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…

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

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

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

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.

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

4 Solid B2B Email Campaign Ideas to Market Cloud Solutions

/

July 18, 2019

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/

July 8, 2019

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February 13, 2019

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

February 13, 2018/0 Comments/in Telemarketing /by Rebecca Matias

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:

Keeping the wrong person away from the boss
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:

Referrals from people in their companies
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.

#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.

#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

[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

/

April 4, 2019

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August 16, 2018

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