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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

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

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

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

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

 

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

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

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.

 

Learn more content marketing and lead generation tips at The Savvy Marketer’s Blog!

Love to know how we generate qualified leads?

Get in touch with our Marketing Consultant or Dial +1 888.810.7464  or 310.439.5814

 

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

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.

 

 

Learn more tips and tools in generating leads, Check out our videos here!

Get our latest updates on The Savvy Marketer’s Blog

 

 

AskCallbox: What makes an effective lead nurturing program?

I can drown you with numbers from a dozen sources that prove how important lead nurturing is in the marketing process, but I choose not to. Let me give you a sprinkling of the juicy tidbits, though, as compiled by Ellen Gomez for Convince and Convert:   

  • 79% of marketing leads never convert to sales. Lack of lead nurturing is the common cause for poor performance (MarketingSherpa)
  • Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost (Marketo)
  • Nurtured leads make 47% larger purchases than non-nurtured leads (The Annuitas Group)

Very clearly, lead nurturing is an effective marketing tool to transform what were merely leads in the ToFu to paying customers in the BoFu. I will let you in on a secret: everybody can use lead nurturing to their advantage, and that includes you.

I know you’re excited, but before you begin any lead nurturing program, you need to clearly define goals so you know what is considered “success”. We all know there’s always that “everything depends on perspective” thing. A 100% increase in converts may spell success for you, but to others, it may mean nothing. See, without clear objectives of what you are trying to accomplish with your lead nurturing campaigns, you will never know if you’re seeing success or not. Now think of a concrete and measurable goal. You can even write it down.

The Four E’s of an Effective Lead Nurturing Program

Now, here’s what we’re going to do to realize those goals.

  • Establish

Build a good list of prospects, (operative word: good) from which you define buyer personas and do progressive profiling. Everything, and I mean everything, starts with a good-to-great prospects list. If you can tell yourself you have a pretty decent list, throw it away. You need at least a good one, or else everything that follows will be exercise in futility.

Related: AskCallbox: Where Do you get the List?

From the list, you have to understand who it is you’re trying to reach. It will provide you with a tremendous marketing and sales advantage. Creating buyer profiles takes time, but once completed, they focus and leverage your efforts. You simply cannot have a consistently effective nurturing program without clearly defined prospect profiles.

Get updated and targeted business list of your target market!

  • Educate

Create awareness, inform them about the product, and teach them how to make better decisions by creating relevant, timely, and useful content. In creating the content, make sure you:

    • Know your audience very well
    • Consider the buyer’s journey
    • Set a conversational tone
    • Keep it simple (or short and sweet)
    • Personalize your content

Related: Customized Content for your Target Audience Like These Payroll Software Companies Did

  • Engage

If  you have already mapped out the number of touch points you need and determined which channels to use – it could be email or phone or social media or all of them – you’re ready to engage them.

Helpful Stastistics: 5 Social Media Trends for Businesses in 2016

After sending the initial information about the products or services, you can follow-up by phone. By now, you should have already been able determine if the target decision makers are receptive or not. If they aren’t, you can try and reach out to them via social media. They have to be reachable somewhere; it’s your job to cover all bases and figure out where that is. And remember, key to engaging your prospects is not just giving them any old marketing bit you have prepared, a brochure or a link – it has to be relevant to them and their business, and you must give them that information in a timely manner – at a point when they need it and are actively looking for it, not before, not after.

Related: Statistical Proofs Show That You Should Invest In Multi Channel Marketing

  • Earn

Win them over with a final push! Sometimes, all it takes is a little nudge to make the prospect say yes. Apply all the theories in Psychology to get that sweet yes.

    • Try reciprocal concession: If there is an expensive and a cheap model of a product, it’s better to advertise the expensive one first. Selling down works better than selling up. We feel more responsible and satisfied after agreeing to a concession. We think we have brought that change.
    • Use social proof: We view a behavior as more correct in a given situation to the degree that we see others performing it.
      The more number of people doing it, the more the rule works into making us believe that the behavior is correct.
      We use behavior of people (like us), to determine proper behavior for ourselves.

Mention how many people have bought the product in the past 48 hours and the prospect might just give in.

You have to understand that an effective nurturing program actively moves the prospects you’ve created through your marketing and lead generation efforts, through a complex sales development process to the point where they become paying customers. Yes, anyone can enjoy the benefits of an effective lead nurturing program. You just have to be willing to invest time and resources and patience and ingenuity. The list is quite long, really, but in the end, it’s all worth it.

Here’s what you’ve missed! AskCallbox: Where Do you get the List?

AskCallbox: Where Do you get the List?Check out! Turning Targets to Sales-Ready Leads with a 50% Shorter Lead Nurturing Cycle

Learn more how to increase leads with our lead nurturing program or dial 888.810.7464.

 

 

AskCallbox: Where Do you get the List?

Building a good list is important, but it may take a long while. When you need a torrent of leads at the top of the funnel, buying a list is an easy solution.

There are several very good reasons:

  • You save time when you purchase updated and cleansed lists rather than clean them yourself
  • You know your target prospects better and can be more accurate with your campaign messaging when you buy profiled lists
  • You discover new businesses that you should be marketing to

When there’s a known need, nature will find a way to supply. Naturally enough, there’s an industry that focuses on sales lead generation so you don’t have to. Most of these services let you segment and sort millions of contacts online, revealing the most vital details (name, email, phone) once you purchase the list or sign up with an annual subscription.

Internal Marketing Research

Most companies have their own internal marketing data research, and coupled with advanced online searching, sales lead generators gather, cross-reference, scrutinize, and deliver email, phone, and other pertinent data. These are then supplemented with other data such as employee growth rate, business history, size of market served, and salary information. Besides selecting targets by number of employees and industry, sometimes,  the targets’ location and proximity are also considered.

Related: 7 Most Effective Market Research Tools for Creating Effective Lead Generation

Third Party Sources

If you think letting internal marketing research do all the dirty work consumes so much and effort, worry not. Whether you are looking to build a target list on the basis of geography, industry, company size or any other segmentation, there are a number of different sources out there offering business contacts with email addresses and other information. While each of them work on varied models and range from a few cents per contact to several dollars a contact, it’s important to understand the underlying value proposition of each source while deciding on which one will work best for you.

Info USA

www.infousa.com

Best For: Do-it-yourselfers seeking a fully-curated source, especially those targeting consumers.

Overview: InfoUSA divides its sales leads into postal/phone contacts and email contacts. For the latter, InfoUSA helps you create the email message and does the actual emailing (but charges extra for fancier HTML layouts) — in other words, it won’t send you the actual email list. (This probably helps keep others from abusing the list, to your benefit.)

 

Hoovers

www.hoovers.com

Best For: Those seeking a fully-curated source, especially for business contacts. Plans are available for do-it-yourselfers or annual subscribers who prefer dedicated, consultative service.

Overview: With Hoover’s, you can run your own searches, using its Lead Builder tool, or you can subscribe on a monthly or yearly basis and work one-on-one with a representative, to build your lists.

Related: Do you know that around 36% of business data gets obsolete every year?

 

Jigsaw

http://www.jigsaw.com

Best For: Do-it-yourselfers seeking a collaborative, potentially lower-cost solution.

Overview: Jigsaw is a collaborative database of contacts. You can buy contacts with money or with credits earned from sharing your contacts or correcting Jigsaw’s list. Data quality depends on the quality of Jigsaw’s collaborators.

Related: The Hidden Gems of the Web: Where Can You Get a Good B2B Lead List?

 

Find the Best Fit

For most marketers, purchasing lists is still the easiest way to fill a pipeline. Again, remember to carefully evaluate what you’re getting in terms of value from each of the third-party sources mentioned above and select the one that checks all your boxes.

Reference: entrepreneur

 

Have regular data cleanup to check your database for errors or get a targeted business list for your marketing campaign! Contact us or Dial 888.810.7464

 

Check out Callbox Successful Lead Generation Campaigns:

Global Media Runs On Accurate Market Data

Callbox Data Profiling A Major Coup for Exhibition Leader

Quantifying Lead Generation Success for World-Class Data Solutions Provider

 

 

AskCallbox: Why would I work with Callbox or any lead generation company when I have an in-house marketing person and my own CRM?

I understand you are in as tight a spot as any marketing guy can be: it’s either a win-win or a lose-lose situation, there’s no middle ground. This is a legit dilemma.

Indeed, why would you hire some agency to do the marketing for you when you have an in-house team and your own CRM (Customer Relationship Management) platform at your disposal?

Simple: the best way to do lead generation is to not do any of it. Let the experts handle it.

Let me put it in perspective. Yes, you have a car. It is working fine. If your goal is just to get from point A to B, use it. Drive it even. But if you’re traveling cross-country and you want a stress-free ride and enjoy the landscape and not worry about anything else, rent a car. With a chauffeur.

Gain Expertise

You may know your product or service like the back of your hand, but you may not necessarily excel at other functions your product may require of you, such as lead-generation. By outsourcing to an established marketing agency, you are putting a team of experienced and expert people at your disposal, giving you the advantage of generating the maximum return on your investment while still retaining control of every project.

Sometimes, in your quest to make all things great, you may find yourself donning several hats—quickly becoming a jack-of-all-trades and master of none. But in the marketing world, you have to be a master, especially when it comes to lead generation. Teaming with an experienced and successful marketing company allows you to lean on the experts when needed so you can focus on what you do best.

Related: Why ERP Vendors should opt in outsourcing their marketing processes?

Save Time & Money

Outsourcing your marketing efforts will save you time and money since a good marketing company can strategize, execute, and deliver your needs. It’s like getting all the perks of having a multimillion dollar marketing staff at a fraction of the cost, and with no long-term commitment.

See, in-house marketing does not guarantee income. It may have its crest and troughs, but a business still needs to pay its marketing staff their salaries and bonuses depending on performance. Work with a reputable marketing firm and cut overhead marketing costs, as they will be replaced with as-needed costs based on your budget. As the business owner, you could start with a variable marketing budget and later on, as you can feel significant ROI, you can establish a fixed budget and develop a marketing plan. Or better yet, get the services of that same agency again.

Avail of Proven Technology & Efficient System

Most sales and marketing firms are not dependent on one person. They rely on a cohesive team of experts who have mastered every step of whatever process they have in place. Callbox, for example, works on a system of processes that functions like clockwork. We have technology in place for your campaign to run smoothly and successfully. We provide multi-channel lead generation services that are designed to help get you in front of your target prospects at the best time — when they are most interested and ready to listen to what you have to offer. Our SMART (Sales and Marketing At the Right Time) Calling system helps produce high quality sales leads by tracking exact times of lead activity and responding promptly at every opportunity. From emails, SMS and postal mail sent based on pre-set triggers, follow-up calls made to opens and replies, website visits, and social media connections – Callbox ensures you spend time only on sales-ready leads. A proven technology and an efficient system are two benefits you may not have in your in-house team.

Get Fresh Insight

In-house teams can struggle to execute things they haven’t done before. The learning curve can be pretty steep. Having a seasoned agency handle your lead-generation campaign means avoiding a significant part of the learning curve. Aside from that, a lot of employees are very reluctant when it comes to talking about company sales, marketing strategies and efforts or anything along those lines. Who would blame them? Most of the time, sharing an opinion that’s different from the one your bosses have can lead to all kinds of troubles. Marketing agency experts, however, will always provide an honest and objective opinion about your business.

Make the Right Choice

Outsourcing your marketing team is a critical decision for any company. Used correctly, it can bring plenty of value by putting your organization in expert hands. The key is knowing and understanding your company and its needs, and then choosing the right marketing agency to outsource for the future growth of your company.

 

Eager to experience more that outsourcing has to offer? Talk to us today and we’ll discuss your campaign. Email us  at inquiry@callboxinc.com or dial 888.810.7464.

 

Classification of Sales Leads: Hot, Warm or Cold

Learn the basics of classifying sales leads and start fine-tuning your lead generation process right away.

Video Transcript:

A typical telemarketer makes at least 140 live calls, talks to at least 40 decision-makers, acquires at least 10 fresh contact emails, and sends out reference materials to at least 140 contacts – all in a day’s work. That looks quite a lot to finish in a plate – unless you’re a foodie.

Do all these guarantee a Lead? Let’s see.

Each qualified lead follows a set of criteria. The number of qualified criterion of a certain lead will determine its classification. See below.

Hot Lead

Sizzling and sumptuous to your eyes…

Yes, it’s a Lead! This type of a qualified lead that meets all the required criteria which most of time is set. So how to know if it’s a hot lead, apply the BANT lead qualifying system.

B is for Budget

The prospect has set or prepared a budget and is just ready for disposal at anytime a project proposal is approved by the management.

Qualifying questions for this criterion would be:

Do you have a budget? How much is your budget? Are you willing to expend? What is your budget range?

A for Authority

The contact person you speak to could either be the Person In charge, or the Recommender. He should have the final word to either say “yes” or “no” to the proposal.

Qualifying questions are:

Are you the person in charge/recommender on this project? What is your role on this? Do you solely make the decision on this?

N is for Need

Need would always top the set of qualifying questions in a telemarketing script. When a need from the prospect is identified, this sends a signal of a brewing lead.

Qualifying questions may be as follows:

Are you looking into this type of product/service to improve your process? What product/service are you currently using? Have you encountered any issue? Are there any initiatives from your company to evaluate/replace your current system? What functionalities are you looking at?

T is for Timeframe

The point period from the time you spoke with the prospect to the planned or projected period of purchase or implementation of the new product or service.

Most qualifying questions would be:

When do you plan to purchase? When do you plan to implement the new system?


Download our FREE EBOOK, Weeding Out Junk Leads With Predictive Lead Scoring!



Warm Lead

Well-plated and perfectly garnished, but tastes just fine… what’s the missing ingredient?

This qualified lead misses 1 or 2 criteria. But what makes it bagged the qualifying scale is that a Need was identified and the other 1 or 2 qualified criteria should be able to support the first. In most cases, the disqualifiers would either be Budget or Timeframe.

But don’t get easily discouraged, these leads are not wasted.  They could still be nurtured and you might be surprised in due time they’ll be contacting you again.

Related: Lead Nurturing Done Right with Callbox Pipeline’s Lead Nurture Tool

Cold Lead

So, who likes a bowl of cold soup?

A qualified cold lead has 2 or 3 disqualifiers and the remaining qualifier would be supported by the prospect’s agreement to take a look or compare setups between their current system and yours. This is the kind of lead which most of the time is set to KIV (kept in view), and further nurturing is needed. Business success is not achieved overnight. It takes time, effort, tools, skills and strategies to be able to reach your target results.

Related: Warm Leads Gone Cold? Here’s What You Can Do

FREE Lead Management Bootcamp

Master lead management in 6 easy lessons delivered straight to your inbox! Take our FREE Lead Management Bootcamp today.

 

Look at every lead as an edible opportunity. Imbibe hunger for it. Whether it’s HOT, WARM, or COLD, it’s still comestible, isn’t it?

Courtesy: freedigitalphotos.net

 

 

Looking for leads? Our industry – focused expertise allows us to create successful campaigns for several industries, helping them boost their sales for over 14 years. We help them increase their ROI by providing qualified leads.

 

Information Technology – Technology Sales Leads
Software Services Lead Generation – Software Leads
Healthcare and Medical Services – Healthcare Sales Leads
Consulting Services – Consulting Leads
Advertising Agency – Advertising Leads
Financial Leads – Financial Lead Generation Service
Logistics Sales Leads
Manufacturing Leads
Hospitality Leads

 

 

Here’s how best brands work with Callbox

Get qualified sales leads and increase your SALES!

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