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Make your Revenue Grow (among other things) with an Outsourced Lead Generation Program



Across the B2B spectrum, companies that say they are “progressive” or “forward thinking” are a confused lot. They go to extreme lengths for their lead generation and appointment setting programs. But no matter what they do or what tools they implement, they still won’t get close to attaining any of their long-term goals, particularly increased revenue.

Now, truly progressive and forward-thinking businesses hire lead generation and appointment setting contractors.

This is not because outsourcing is a fad, but because of the whole range of benefits it brings, the same reason which led close to 70% of top performing B2B companies to hire independent providers of multi-channel B2B marketing services.

With survival and revenue being the most important priorities every business shouldn’t neglect, outsourcing your marketing and sales functions can serve as an excellent catalyst for better revenue influx in the future. And it does that by realizing these conveniences.

Lesser concerns

It is a general fact that marketing and sales involve a lot of hard work. You will need to expend tremendous energy in order to get the results you wanted, but in the process, you will most likely to ignore other equally important aspects of the business. At least with an outsourced B2B lead generation campaign, you can spare some time for equally important administrative concerns.

Lesser costs

Companies fear that outsourcing costs too much. But compare it with developing an in-house lead generation system, the price makes it all worthwhile. There are service providers out there that offer packages depending on the size of the company as well as its needs.

Access to competencies

The good thing about outsourcing is that your business won’t need to hire additional personnel, which also adds to extra HR work. You won’t even need to train new recruits as you are already supplied with competent and experienced people.

Access to better tools

When you make profitability the center of your business, having the right tools instantly becomes a priority. You will need to get your hands on the latest in lead generation and prospecting tools. This, as we have already mentioned, takes a long time and indeed a large amount of money to setup. Having someone to handle these functions also entails accessing the tools employed by the company to which you outsource your activities.

Eager to experience more that outsourcing has to offer? Talk to us today and we’ll discuss your campaign.

 

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Create a Nifty Social Media Image for B2B Lead Generation with these Tips

The whole point of B2B lead generation is to acquire prospects efficiently. These people are essential as they constitute your future clientele. They are a source of revenue and are thus essential for the growth and maintenance of your company.

And this is why many marketers are making a great deal out of it, investing on facilities and manpower for lead management. Then again, real results can only be gained by first knowing the most effective marketing platforms.

Now, in this day and age, traditional outdoor marketing methods might still be as attractive as before. But social media has proven itself to be a potent force counter to what some B2B lead generation marketers say. The trick here is to leverage social platforms in the way that suits B2B intentions.

As we all know, B2B lead generation is tricky in that one is hard-pressed to find appealing content tailored for business executives and managers. Besides this, marketing messages that can outdo the competition should be crafted in terms of generating demands for certain types of products or services.

It’s a mind-boggling task that requires a good sense of knowing one’s way around the social media world. The following tips can serve as starting points to a better social media lead generation.

Tell the market you exist

No doubt that social media is not suited for B2B lead generation functions. But if you do it appropriately, then you might just be able to raise awareness to your product. Having an online social profile can help boost traffic to your company website.

Diversify your content

People have a natural tendency to always want more. On top of that, they want something else that hasn’t been offered yet. They are more attracted by new information, so it would be best to give it to them via your LinkedIn blog or Twitter account.

Repost and Repeat

No one likes repetition any more than potential customers. In the case of B2B decision makers, delivering a company message successively within a certain timeframe brings out the effectiveness of your lead generation campaign. One should consider though that repetition has both its merits and its limits. It would help if you take the latter into account.

But even if you master these three techniques for B2B lead generation, there are still numerous complications to encounter. These can be easily surmounted by having a reliable B2B partner by your side to manage your social media marketing operations for you.

Is Social Media as a Lead Generation Tool Overrated?

If you are a marketer and you don’t consider social media an effective lead generation tool, then you are either misled or insane for ignoring the internet’s vast capabilities.

Social media has stitched itself in the fabric of human culture way back in the 90’s. Almost every aspect of modern human life is digitalized; from renting movies to paying bills, every action is made easy by IT innovations. And it is not surprising that personal and professional communication benefit from the internet as well.

Business processes and decisions are mainly influenced by communication. And it is through social media that most B2B transactions are undertaken. A Forrester study revealed that at least 85% of marketing execs say that social media is important.

Marketers also do not neglect the use of social media as a means to generate high profile B2B leads and provide solutions to other companies. Indeed, a majority of companies from various industries have already established a firm presence online. Numerous blog articles can attest to this.

But one is tempted to ask: For how long will social media thrive as a potent lead generation tool? Will it ever wane?

Despite all the praise it procures, social media is an overrated marketing tool – at least to some. This is elucidated by the fact that an over-reliance of social channels as counter-effective. This is mainly due to the belief among most marketers that once you have a social campaign, you’re fine.  In reality however, social media tools are limited only by its function of giving you a space online. They simply have nothing to do about your image through the use of online gimmicks and content.

In addition, competition over a big slice of the online audience is fiercer than ever. Given that nearly 100% of your industry has already made established an online presence, you are compelled to devise and invest in better social media content to optimize your lead generation.

These points seem to demonstrate that social marketing isn’t as effective as it used to. But this doesn’t mean your company Facebook and LinkedIn profiles have become irrelevant in lead generation and management. Regardless of social media being increasingly commonplace, one can always employ effective multichannel marketing systems for better sales results. Social media isn’t entirely singled out from the equation as it can also help in lead nurturing.

As to the question of social media waning as a marketing tool, time can only tell. For now, it is wise to make use of the existing advantages that social media has in its sleeves.

 

Lead Generation Tactics to Get your Money’s Worth

Do you plan to maximize your ROI?

Well, you’re not the only company in the B2B industry that’s vouching for that. Apparently, businesses make a great deal out of their marketing investments especially B2B lead generation.

Facing a very volatile market and equally unpredictable competition, these businesses go considerable lengths just to find a cost-efficient formula. Ironically, they often end up spending more than they expect.

This is true with companies whose lead generation targets technical industries like manufacturing and IT. Finding a lead management strategy that sits well with one’s industry projections continues to be a challenge. In many cases, these projections are not drafted under the SMART framework for sound management. And it would prove disastrous for both your lead nurturing and generation efforts if your processes aren’t facilitated well enough.

For such complications, strategies that seek to direct B2B leads to your sales pipeline should be optimized. Here are some cost-efficient techniques to get you started:

Social listening

B2B marketers face one pressing problem: generating high profile B2B leads. Obviously, this issue could be remedied by investigating its roots. Market research has always been an important tool in lead prospecting. Businesses nowadays practice online social listening to know what their market is talking about. Gaining pertinent data on consumer behaviors and common issues determine your ideal prospects.

Automated marketing

The prevailing trend in the B2B landscape is marketing automation. Businesses seek software packages that could facilitate multi-channel processes with less hassle. It’s cost efficient in the manner that it requires less manpower to maintain. Also, it provides a wide range of campaign tracking tools that calculate your ROI and effectively manage your processes.

Online content

Today, business expansion would only take a small amount of time. Fashioning an online presence wouldn’t even take you days. Web development now plays a vital role in the promotion of innovative products the online community is willing to share and blog about. Give the community articles, videos and images that could easily be absorbed by potential B2B leads. This expands your market reach as well as feed your lead nurturing pipeline.

Direct mail

In a slideshow featured in B2B Technology Marketing Community, close to 50 percent of marketers do not use direct mail. Clearly, they’re missing out on an increase in conversion rates. E-mail, after all, is still a relevant marketing medium, given that most cold prospects prefer to engage via mail. It works well for both lead management and appointment setting. And if your company aims for high sales closes, then direct mail is the way to go.

These strategies, though not really perfect in form, can help realize campaign goals without the need of additional costs. But if you can’t get around certain issues like lead management, an outsourcing firm can do the job for you.

 

Follow Rom Agustin on Twitter: @RomAgustinCEO

B2B Lead Generation Ideas that could Tingle Consumer Palates

Creativity is the backbone of a B2B lead generation platform. And it would be a bad move for market players to stray from this fact.

The fact is campaign investments are almost always intended for the production of high quality and unique content. Many content marketing strategists and consultants make it their sacred mission to use every available resource.

Yes, sales conversions are that tempting. But in order to reach them, B2B players must make a great deal out of drafting lead generation ideas.

But creative concerns aside, budgetary issues also deserve attention. So, in the end, we face both creative and financial issues. And it is important to strike a harmonious balance between the two.

But through what effective means can we meet it?

The following might help in creating a better formula.

Qualify targets

The reason why many companies suffer from poor sales performance is that they put little effort in nurturing their leads. And by nurturing, we mean qualifying potential customers. This has to be a team effort between marketing and sales. The former should look for quality sales leads while the latter guides in getting correct data.

Interact

Whether you want to engage prospects by phone or email, interaction serves a very good purpose. It maintains consumer-company relationships that put buyers ahead. Social media has made it possible for companies to brand their products and become visible to the market. Online marketing only makes use of small investments that guarantee a hefty revenue influx.

Nurture and build your existing networks

Campaign costs are directed towards furnishing connections. In LinkedIn, connections make up the arsenal of your lead generation campaign. But it is always a wise idea to develop existing relations. Whether you are engaging with allied industry players or consumers, you could find it easier to pool resources and cooperate.

Innovate

Often, many strategies are costly. And because of this fact, marketers are struggling to find better and cheaper campaign options. Likewise, it wouldn’t hurt to follow the same path. Experimentation in the marketing landscape is encouraged. Don’t be afraid to make use of different platforms.

B2B lead generation is a discipline that entails too much expense. But it is also a discipline that entails rewards. It only takes a sense of willingness and dedication to make that happen.

And it would do you a good service if you hire a B2B firm that makes sure every cent is worth every conversion.

Outsource or In-House? A Lead Generation Dilemma Marketers Should Resolve

Leaders in the IT industry are always faced with a dilemma.

On one hand, lead generation processes should be undertaken by an independent firm. On the other, we have equivocal advice to undertake our campaigns in-house.

This dilemma is akin to that scene in The Wizard of Oz where Dorothy and her clique stumbled upon a fork on the Yellow Brick Road. Perhaps, it also sums up the problems that comprise existential despair. There is no other recourse but to choose between existing options.

Indeed, for B2B companies, it is imperative to decide which effort would be more consistent with campaign goals and entails a good ROI influx.

Thus, IT market players must emphasize the qualities of in-housing and outsourcing. A better lead generation formula can be achieved when we consider the advantages and disadvantages of both in the following aspects:

Cost efficiency

For many in the IT field and all other industries, outsourcing spells success in an increasingly competitive market. Companies are outsourcing lead generation processes to cut equipment investments for such activities. Besides, these companies also seek to save time and energy and focus more on their sales infrastructure.

Inasmuch as it is beneficial, outsourcing has its own disadvantages. For one, accountability is an issue. While, company leaders maintain supervisory functions, there exists no direct means of control.

In-house processes provide IT business leaders a direct management over such activities. But besides this, there is also the need for extra managerial oversight. You would have to train personnel yourself, which entails additional costs.

Competency

In terms of generating high quality IT sales leads, outsourced processes are best done by specialists. The firm hires the staff, thus saving you from human resource-related burden. However, you must consider the vast divide between you and your customers. Lead nurturing works best if you have personnel who know who you are and what your goals are. Outsourced staffing has only minimal assurances for trust-building. On top of that, data security merits extra attention. Unless a B2B firm ensures quality data protection, the risks to company information linger.

The real advantage with in-house staffing lies in its ability to produce qualified leads. Moreover, the proximity gives provides a healthy atmosphere for cooperation. But the catch comes in the form of extra costs for personnel training.

Conclusion

At the end of the day, the results have the final verdict on both in-house and outsourced lead generation. But you may vouch for an outsourcing firm that guarantees quality leads without letting your campaign budget suffer.

You need not look far for a competent company for the job.

Bad Leads are Bad for Business: The Wrong Attitude in B2B Prospecting

Let’s face it. Your business thrives on B2B leads. Sales goals become realistic when you focus on your lead generation. The art of selling owes much of its gains to this aspect, but the real success lies in B2B prospecting.

An art in and of itself, prospecting is as complicated process as lead management. But marketers too often would assume otherwise. Apparently, you only have to contact a set number of individuals and ask them if they have issues in need of resolving. There is nothing more to it, only that it requires a certain level of competency. B2B companies take on a cynical attitude, putting lead qualification always above teleprospecting.

Unfortunately, poor prospecting that produces weak B2B leads triggers a chain reaction that correspondingly affects the sales pipeline, from appointment setting down to conversion. Many businesses owe their poor sales performance to this.

Prospecting and lead generation after all are disciplines that should be taken seriously. It would be best to NOT consider these prospecting practices and take on a better outlook in lead management.

Not doing your homework. You don’t participate in a NASCAR event without fuel. And sometimes, you will need to figure out the most efficient fuel for your tank. Likewise, B2B prospecting helps you get ready to initiate customer dialogue. Find out more about your target demographics and set an efficient profiling system. Referencing your company objectives could also help in identifying the people perfect for teleprospecting.

Not engaging your targets. And this means calling the wrong person. The main task behind teleprospecting is to tap leaders. They are people who uphold a high stature within their companies and whose influence is crucial in determining the path of their enterprises. As such, every decision for a purchase relies on them. It would be a dire mistake if you contacted someone in one of the lower managerial tiers.

Being uncertain. For businesses, especially when it comes to lead generation and teleprospecting, perseverance bears success. You cannot get it anywhere else. But even more important is having a clear direction as referenced in your company objectives. What are your plans once a prospect turns “hot”? What makes your solutions better than the others’? Do you have anything else in store? These are typical prospect questions. Nonetheless, they seek to iron out your current inadequacies. If you are unable to answer these, consider revamping your strategies.

If companies opt to increase their sales, then they should opt for quality B2B leads that could easily convert. This could only be possible once proper approaches to B2B prospecting are applied.

Hot B2B Lead Generation Stats to Fuel Your Marketing Fire [INFOGRAPHIC]

The busy season is upon us!

It’s the time of the year when everyone gets caught up with a string of holidays and events. It’s also the best time for businesses to position themselves in the marketplace. Whether it’s through social media, content blogging, paid advertisements, telemarketing or email campaigns — it’s the final stretch to 2014 supremacy!

The most important thing is to sustain the energy of B2B lead generation campaigns, especially now that B2B players are out in the “field” trying to grab attention and opportunities with all their might. But before we put on our battle gears, we need to first know what’s really going on out there.

This infographic by Callbox will equip us with everything we need to know about the current state of lead generation:

Hot B2B Lead Generation Statistics to Fuel Your Marketing Fire

 

A Rundown of the Best Lead Generation Techniques Every Startup Business Should Adopt

When it comes to B2B lead generation, startup businesses are mostly at a lost.

Branding and setting up a company mission and vision pretty much constitute the initial phases of a campaign, but there’s no doubt neophyte companies have to undergo the grueling business of acquiring qualified sales leads.

It’s a tough job even for experienced marketers. But there are ways to get around the complexities of the discipline.

It is imperative for startup businesses to stop lollygagging and start including these effective b2b lead generation techniques in their tactical drafts.

Rely on Referrals. Referrals are a good way to expand your brand’s reach. To have your customers recommending potential targets, you should be able to forge an effective online platform through your blog or website. In such cases, you might want to consider setting up fill forms and webinars that allow users to share content with their peers. Allowing them the liberty to spread your brand could help increase conversions rates.

Nurture Existent Networks. Being a startup is hard, especially when you possess an eagerness to acquire your very first set of equally eager prospects. But many marketers will tell you that the chances of getting new networks through social media are very minimal, most especially when you don’t have a profound standing. However, expansion can be possible through the networks you already engage in.  Whether they are friends or businesses, they offer a good avenue in which to dry run your campaign.

Practice your Telemarketing Muscles. In the campaign for leads, the telephones lead the charge. Cold and hot calling prospects are often cited as personalized ways of making a sale and following up on new offers. However, many startups seem to ignore their potential. The costs are just too intimidating, and the guarantees don’t seem very promising. For this, it is important that you hire a firm that has multi-channel marketing capabilities and is results-oriented to the point of giving a good ROI stream.

Devise a Direct Mail Scheme. Aside from hitting the phones, you might want to indulge in the ever relevant advantages of direct email marketing. As we all know, there are prospects that mostly prefer email correspondence above everything else, necessitating an engagement with that very demographic. Initiate your direct mail campaign in small personalized batches to 100 prospects. And depending on the results of your strategy, you might as well expand your mailing list to include more prospects.

In essence, startups shouldn’t need to examine their excuses not to engage in lead generation. Opportunities for expansion abound, but they can’t come to you if you can’t do anything to gain qualified leads.

Generation D: Exploring The Relevance of Demand Generation

Both lead generation and demand generation work harmoniously within the same hierarchy of marketing needs.

However, there exists within the B2B marketing industry the general misconception that creating demands is similar to advertising. The unifying idea of awareness generation may be the reason for this. As a result, many companies tend to use the term “demand generation” without an idea about its essence.

Shattering the notions
Given this problem, we are led to believe that generating demands and brand awareness grow on the same tree, but this is false.

For one, branding is listed under the broader indexes of demand generation. In fact, it is one of many steps in creating consumer demands. So, in a way, branding is just another branch of the demand tree.

Along these lines, we can say that there is more to acquisition of market demands than just promoting products and services. Under it are also the disciplines of lead nurturing and SEO.

The relevance
It is thus imperative that companies make use of the whole faculties of creating demand. Branding has the function of creating an image, but it is more important to access multiple channels and utilize various inbound marketing techniques in order to gain qualified leads.

Moreover, getting demands merits the use of pre-campaign analytics to identify, segregate and validate potential buyers. For this, a specialized staff is needed.

Aim for demand and not just awareness
As a marketer, your main thrust is to generate enough knowledge about your products as possible. To do this, you may need to include a plethora of marketing techniques.

Start off by establishing an online presence through SEO capabilities. Now, this is more on the content side of marketing, but it nonetheless helps in creating demands. By incorporating solutions to specific issues and generating content with high searchability, your company will be able to penetrate different prospects and gain qualified sales leads.

With that settled, lead nurturing will come to the fray. Extensive prospect engagement and follow up are essential.

Activity should be continuous. With existing customers, provide new offers and updates for problems not yet encountered.

Aside from these points, the most important thing to remember as a B2B company is that you are helping people out by resolving certain issues, and not solely to come out in the open and say “I exist, therefore I’m your man.”

Improve your Lead Generation by Improving your Networks

B2B marketing is really more about resources. At present, many companies including smaller corporations are flexing their financial muscle. Their content marketing experts are busy translating hefty investments into websites and online gimmicks that promise heftier conversions.

But even if we contend on making a good deal out of our campaign budgets, one fact should always have a solid place within marketing sentiments.

A company’s existing network is as important as gaining a new one; expect difficulties with the latter. Your real strength and real advantages come from the former, and it is imperative that you develop it.

With company mergers and acquisitions being almost incessant, there is clearly a need to forge strategic partnerships in order to survive. And these partnerships shouldn’t only be directed towards key players within your industry. You should also have to create lasting relationships with your audience. Besides, they are the reason why your enterprise has managed to stay afloat amid shifting B2B skies.

Network nurturing is essential. Thus, it needs a great deal of arranging it into a beneficial platform for success. Here’s how to do just that.

Stay active. Remember that myth about Isaac Newton? It is said he was slacking off one lazy afternoon under an apple tree. We were told that had he not decided to idle, he wouldn’t get hit by an apple and therefore expounded on gravitational dynamics. But physicists disprove that case. Newton was actually in a conscious state observing the falling of apples, demonstrating that action is necessary in order to gain something. You could nurture and leverage your present network to attract more leads.

Interact. With activity, a plethora of tasks come into play. The first of these tasks should be to interact with present partners. Existing customers are not buyers in the strictest sense. They can move beyond that position and work on behalf of your lead generation campaign as well. They can help you by referring people within their circle.

Innovate. Finally, these tasks wouldn’t be possible without innovation. The market is always in a diverse state of action, moving from one trend before proceeding to another. In this respect, the main task of lead generation marketers includes developing fresh content that has a dual effect: retaining customer attention and prospecting for qualified sales leads.

To sum it all up, your present network strives to be a part of your campaign. Neglecting it over the preference to “move on” to other leads will render your campaign futile.

Edge Marketing: What sets you apart from other B2B Lead Generation Companies?

 

Think of your business as a weapon, particularly a sword – you know, those medieval-type ones that are ridiculously long and impossible to carry unless you have biceps like a wrestler’s. And just like a sword, you need to constantly make sure that its ‘edge’ is sharp.

With so many marketers in the world aspiring for success in B2B lead generation, you’ve got to have something that makes you stand out.

It’s what makes people notice you despite the crowd of choices. It doesn’t matter how many advanced technologies you have or the modern tools you use, as long as that edge is left to blunt, your rivals will leave you behind.

So how would you maintain your marketing edge? You only need to focus on 3 things:

  • Market awareness – When a business knows who their customers really are, it’s already a point in favor of having an edge over others. Familiarity gives you sort of a natural instinct on what you need to do to attract and keep them loyal. This prevents you from committing devastating mistakes and guarantees that you have a certain ‘connection’ with your target market. It’s a huge help in developing a brand image, too.
  • Competitor knowledge – If there’s anything The Godfather has taught us, it’s that we need to keep our friends close and our enemies closer. Lead generation doesn’t really involve Italian mob wars, but when it comes to things that are ‘strictly business’, who better else to learn from? Knowing how your rivalry operates gives you a competitive edge, not to mention a chance to learn from their mistakes.
  • Value proposition – Selling goods and offering services  go beyond a typical business transaction; it encompasses the fulfillment of one’s business needs, and that can only be accomplished when a unique value proposition is offered. There should be an emphasis on value – the thing that connects your brand to the people who need it.

Market awareness keeps you guided on how to deliver your marketing message and place yourself in the industry. Competitor knowledge keeps you in the game and ensures your survival.  Your value proposition solidifies your purpose and role in your niche, ensuring that your business will be one of the top choices for prospects.

With these 3 components secured, your marketing sword can cut through any adversary.

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Software Retailer Revamps Marketing Strategy, Improves Conversion

CASE STUDY



Software Retailer Revamps Marketing Strategy, Improves Conversion


THE CLIENT



ABOUT
The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes in distribution and implementation of Microsoft Dynamics NAV. It also offers customized business software solutions and expert advice to medium-to-large companies particularly in the field of manufacturing, distribution, financial, field services, and logistics sectors.


THE CHALLENGE



Before contacting Callbox, the Client relied mainly on repeat business and word-of-mouth endorsements from its past and existing customers to generate sales leads. Whilethis “old school” marketing approach may have worked for others, it was insufficient to achieve the Client’s growth objectives for two reasons:1) its products were expensive, and 2) its market base was too small.

Seeing its success stalling, the Client reconsidered its growth strategy. Its objective was to find a better way to tackle competition head on and generate recurring ROI. Instead of waiting for leads to walk in the door, it looked for a marketing partner who could effectively reach out to potential customers and guide them through the buying process. Soon enough,the Client saw outbound telemarketing with Callbox as an opportunity to make a difference in a crowded competitive landscape.


THE CALLBOX SOLUTION



The Client signed Callbox for a campaign of 10 phone appointments qualified against its “ideal customer” standards:

  • A C-Level prospects (preferably in the Financial sector)
  • Considering the purchase of a new ERP system in 9 months
  • With a sufficient budget

The Client targeted manufacturing industries in Arkansas, New Mexico, Los Angeles, Oklahoma, and Texas. Callbox helped the Client calibrate its lead generation process using this criteria to improve lead hand off from marketing to the sales department. It also revised the call script to emphasize various challenges likely being encountered by prospects with their current software. This kept the campaign focused on conversations which best resonated with the Client’s market and set the stage for introducing a new product.


RESULTS



The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of October 2013 the Client and Callbox are working together on their sixth consecutive campaign.