Making it Big with Multi-Channel B2B Marketing

Making it Big with Multi-Channel B2B Marketing

The march towards modernity continues. B2B marketing is actively evolving, as evidenced by the increasing prevalence of marketing automation software. Everywhere, B2B sellers are constantly upgrading their lead management and lead nurturing platforms to grow their enterprises. Trends in the use of new marketing technologies are being harnessed, and new opportunities are introduced alongside developments in niches such as wearable devices and mobile connectivity.

From the onset, it looks like B2B marketing is hardly slowing down as moreharnessed. What with the heightened utilization of multi-channel B2B marketing activities, marketers will still see more possibilities to grow their revenue and expand their following. But in order to keep up, it is important to know the factors that presently permeate in multi-channel B2B marketing.

In an article posted on eConsultancy, three important insights detail how marketers use their mix of communication channels to acquire B2B sales leads as well as achieve extensive business objectives. Quoting from a report entitled The Reality of Multi-Channel Marketing, the article found out that:

Business needs dictate multichannel efforts

Marketing and sales activity is still largely dictated by business need, according to the executives interviewed for the report. The product or service and/or dominant customer segment profile go a long way to determining priorities when it comes to multichannel strategy.

Email is at the heart of multichannel

In the past, email was often considered to be less interactive than other channels, unable to engage visually like display or emotionally like social, but it is now re-emerging as a driver for a wide range of online and offline brand engagement activities.

The email channel has become essential within multichannel campaigns as the emergence of smartphones has meant that email opens on mobile have exceeded those on desktop.

As a result, emails that are fully optimized for mobile can create an enormous impact.

Paid search is key for acquisition

While mobile, social and personalization attract much attention, PPC is still demonstrating its worth for the majority of businesses. A study by Shop.org found that 46% of marketing budgets were dedicated to paid search.

Easily measurable and highly segmentable by location of consumer or bricks and mortar store, PPC is able to engage in deep targeting to deliver a high degree of relevance to a customer in the discovery stage. In Q1 2014, search began 44% of all US ecommerce transactions.

Strengthen Core Lead Generation Processes with these Suggestions

Strengthen Core Lead Generation Processes with these Suggestions

In every business, there is always a need to streamline important processes in order to meet industry demands. And it is worth noting that telemarketing is an essential aspect that translates B2B leads into sales goals.

Telemarketing has crucial elements that deserve full attention. Unfortunately, many B2B marketers fail in giving their campaigns a needed revamping. This is partly due to a failure of knowing the critical points of their strategies. Don’t get yourself wrong. Focusing your resources on content and branding is not a bad thing. However, focusing too much on that aspect alone would diminish the quality of other processes.

The B2B landscape is ever changing in proportion to social media’s continuing growth. With that said, discussions on generating qualified B2B leads continue to permeate business plans. Adapting to current trends helps, but more concrete measures are needed. B2B telemarketing trends will tend to change. Often, these changes take place abruptly and entail drastic paradigm shifts that would cause successful campaigns to lose their potency.

While content is king, lead generation telemarketing agencies are struggling with uncertainty. There is no escaping this fact. However, businesses can always strengthen key elements of their telemarketing.

Lead generation telemarketing should take these suggestions to a more profitable B2B operation.

Learn your industry. In the IT industry, you are engaging prospects who might know software better than you. The same goes for other industries as well. Now, this is not a reason to be pessimistic. A highly informed audience helps in improving your products and strategies. Thus, there is a need to take every issue into account and leverage these issues to drive home an appointment.

Prepare. There is no denying that preparation goes a long way. Do it right and you might go further than just a few miles. Data-gathering procedures maintain a high level of prominence in the B2B industry. This is so because market research ensures that you are targeting the right people. Too often, telemarketing endeavors encounter too many rejections because of slight mishaps in industry data.

Follow-up. In many cases, telemarketing and sales efforts are rendered fruitless by poor follow-up on B2B leads. Telemarketers would have let go too soon. Sure, there are risks attached to cold call campaigns, but they shouldn’t keep you from warming up a prospect for an appointment. In this respect, it is imperative to maintain your target’s attention long enough for a sales meeting to happen.

Lead generation telemarketing can only bear profitable fruits when it is approached properly. For cost-efficient and productive B2B processes, outsourcing firms would fill critical areas in your operation.

Acquire B2B Financial Leads Better with these Web Tips

Acquire B2B Financial Leads Better with these Web Tips

The financial industry is nothing short of complex. Competition has intensified over the years, prompting decision makers within the industry to enhance their B2B lead generation activities.

Generating B2B leads to which one can sell financial services is a lot like completing a jigsaw puzzle of the Eiffel Tower. The pieces should be complete, and missing just one can be maddening to the participants. It’s unsatisfying. You would go to great lengths just to look for that piece in the same dilemma that B2B marketers confront in formulating lead generation strategies.

A complete marketing and sales campaign can secure a satisfying number of sales closes. Hence, key marketing components should be in place. A financial services company must have an efficient web infrastructure as it is an important component in every marketing plan.

Online platforms are crucial in the nascent success of every business. The use of web channels enables businesses to leverage numerous opportunities to engage their targets. But simply having a web presence isn’t enough. More important is to use these social media and web platforms effectively so as to produce the best B2B financial leads.

Here are some ways that financial services companies can use their web presence for lead generation.

Company blogging. It is important to note that nearly every company within the sector has established a blogging platform. This is because blogs are the main drivers of B2B audience awareness. It is also an important lead nurturing. Information presented in the company blog has proved to be an efficient means in influencing prospect decisions.

Free content. Another way to collate client audience interest is to offer free downloadable content. By offering free materials such as ebooks and whitepapers, companies are assured that their targets have enough interest to purchase financial and accounting products. Besides, who doesn’t want free stuff?

SEO prioritization. What’s the use of creating quality content when one is suffering from poor web traffic? Prioritizing SEO activities is a necessity as it provides your brand with the right kind of B2B leads, taking into account the keywords decision makers in their search for solutions.

Industry tracking. Also, it is very important for B2B companies to observe key industry metrics. Conversions need to be calculated alongside industry projections. On top of this, it is essential that a lead management database organize prospects according to their eagerness to buy.

How to Improve your B2B Lead Generation Telemarketing for Better Sales

How to Improve your B2B Lead Generation Telemarketing for Better Sales

In recent years, telemarketing has seen a boom in usage despite pessimistic notions that it is being phased out by social media and email. Within the B2B industry, the practice is very much alive, particularly for lead generation purposes.

However, not all of these businesses are doing it right. Marketers are always hard-pressed for surefire solutions that can produce the best results in the form of high quality B2B sales leads. The usual issues often pertain to decision-maker dynamics.

Improving one’s lead generation program can be difficult, considering that there are factors to consider. The most compelling of these is obviously the nature of B2B prospects. Their decisions are based on several conditions such as the issues they have at hand. Their purchase potential is also based on the way a telemarketer approaches them and the information being relayed.

Indeed, it is a complex undertaking requiring rigorous application. From first contact to the appointment setting phase, proper ways should be employed in order to guide the decision-maker through the purchase funnel and ultimately agree to a closed deal.

As a start, try these telemarketing tips that can improve your lead generation and sales performance.

Be courteous. This is already a giveaway. But in many instances, it is a fact that is sometimes ignored. Courtesy and respect for the prospect’s time goes a long way, especially towards fostering a long-term business relationship.

Be informative. What does a telemarketer give during a five minute cold call? Obviously, it is not a sales pitch. It comes much later. The first thing that should be presented in fact is information about the company, its target audiences, its capabilities and the recurrent problems of the prospect.

Never let go just yet. Getting rejected? Well, does not come as a surprise. Telemarketers after all eat and spit out rejections on a daily basis. But the thing is most of these rejections are not strictly negative. Apparently, a declined prospect might not need your services at the moment. Maybe, he or she would consider tapping you on a much later time or certain conditions necessitate it. Either way, it would always be a better idea to have an efficient lead nurturing program for following up on qualified-decision makers.

These are just the tip of the iceberg. Surely, there are many more to consider in terms of generating qualified B2B leads through telemarketing. And you might also consider having a competent outsourcing partner by your side for an improved marketing performance.

Top B2B Lead Generation Tips on LinkedIn

Top B2B Lead Generation Tips on LinkedIn

It is important to note that companies are making rounds online. With the existence of social media platforms, it has become easier for them to apply strategies in terms of B2B lead generation. And while we can vouch for Facebook and Twitter as effective means for generating demands, we can always count on LinkedIn to be an efficient source for B2B leads.

For many B2B businesses, LinkedIn is still an apt partner for filling up the sales pipeline with the proper prospects. In fact, at least 43% of marketers have found leads via the site, based on a 2013 study by HubSpot. The latter also noted the LinkedIn is 277% more effective than Facebook and Twitter in terms of B2B lead generation. Kissmetrics on the other hand is even more positive – with 80% of lead converted through the platform!

With these figures in mind, you may as well maximize your LinkedIn profile. This comes with knowing the proper ways to handle the different tools that make the site efficient in lead management.

If you are looking for effective strategies for generating B2B leads, explore these techniques for a better experience in social media marketing.

Advanced search. LinkedIn’s Advanced People Search is an excellent prospecting tool. With it, marketers can key in important details about their target audience to produce a list of individuals that fit their profile. Using this tool will require you to input vital audience data for better and more specific search results.

Be heard. Joining online discussions not only advertises your company. It also allows you to expand your network and establish your place within the industry. It also enables you to listen to issues and problems that are confronting the market, and the ideal solutions to remedy these.

Tap specific groups. LinkedIn also makes it possible for you to search groups. By focusing your search on specific groups by industry ad by size will make it easier for you to locate leads in bulks. Make sure that you only type in relevant keywords pertaining to the types of groups you are looking for.

Pay for extensive content. If there’s a content platform that gives better results in increasing lead traffic, it is found on LinkedIn. By subscribing to the site’s advanced content publishing service, you can reach people outside your own niche.

With these strategic tips, you will find it easy to expand your sales pipeline. But it would require expert social media marketing skills in order to maximize these techniques. Luckily, there’s always an eager B2B outsourcing firm that is waiting to lend you an extra hand for a better lead management experience.  

Appropriate B2B Appointment Setting for Software Applications Services

Appropriate B2B Appointment Setting for Software Applications Services

The software industry is clamoring for better strategies to a better sales performance. B2B businesses within the industry are hard pressed to find cost-efficient solutions that promise higher revenue growth, which can be realized through effective lead generation processes.

More importantly, B2B appointment setting deserves priority as it constitutes the transitional phase towards a sale. Now, the main problem that usually gets in the way for software companies regarding this aspect is the needed proficiency. No doubt, setting and scheduling appointments with B2B prospects is tough, and we can point to numerous reasons.

For one, marketers have found that intensely difficult to find the best approaches in engaging decision makers. There is always an element of uncertainty as there is no surefire way to determine whether a prospect is willing to buy or not. For this reason, marketers within consider the effective use of customer management skills and lead management analytics.

This is already a given, but many key players in the software development market are having difficulties in finding effective CRM solutions that promise high investment returns.

With these appropriate techniques in appointment setting, you are sure to give value to every sales opportunity that comes your way.

Define your objectives. This means looking to the important objectives you have set out for your sales teams. Having a purpose gives your organization a sense of direction, which is essential in creating effective plans for better B2B engagements. If it doesn’t work well for you, then try to reorganize your strategies based on the SMART principle.

Adapt to growing trends. Being a copycat is fine. After all, you will need to adapt and try out new things in order to get what you want. Follow the trends that dominate the B2B industry. Do you find any good results? Will it do your business good to harness these trends in your lead generation and sales campaigns? Are you willing to experiment? Well, if it means finding the right strategies, then it’s about time to get out of your comfort zone.

Focus on present issues. The software development market is competitive because there is always a demand for effective system packages. It would thus be beneficial if you focus your B2B appointment setting campaign on the talk of the town. Learn what solutions prospects want through social listening and cherrypick the most relevant issues at hand. You can then leverage this information for creating sales strategies.

Cost Efficient Lead Generation for SMBs

Cost Efficient Lead Generation for SMBs

With the continuing prominence of internet and social media, small and medium businesses (SMBs) are taking opportunities to expand their operations.

Indeed, the sky’s the limit for many SMBs wanting to increase their revenue generation and extend their market reach. But however one tries, reaching such goals would require breaching limits with regards the marketing budget, a disadvantage that many SMBs face when generating B2B leads.

Whether you are targeting other SMBs, you would face financial constraints that can prevent your short-term and long-term goals. Marketing, for a stat, entails a lot of investments on your part as the manager. You would need expert staff and an effective lead management database to make everything run smoothly. But, many SMBs have found it difficult to calculate capital outlays with ROI influx.

As it turns out, these constraints can pull your business down, diminishing its competitiveness and rendering your investments useless. Obviously, SMBs need to explore more cost-efficient alternatives for their lead generation efforts. It is also imperative that social media for B2B marketing is leveraged properly to acquire concrete results and fill the SMB pipeline with eager B2B partners.

Here are a few tips to do just that.

Create a compelling and relevant blog. The common misconception about blogging is that it’s a platform that lets a company interact with its audience. It is actually much more than that. An informative and industry-relevant blog can help you acquire new clientele, thereby increasing your credibility and web traffic volume. If you are still not sure what to put in your blog, write posts about reviews and new developments within your industry.

Start attending events. In the B2B world, it is important to foster healthy relationships. And you can forge these relationships in events like tradeshows, exhibitions, seminars and conferences, where business managers and executives from companies of different sizes mingle and discuss about growth and expansion. Aside from that, these events serve as a gold mine for B2B leads. So, put on your best suit, roll out the business cards and start socializing.

Outsource your B2B marketing processes. Lead nurturing and lead generation processes can be streamlined once your consider outsourcing your marketing and sales activities to a B2B firm with proven proficiencies. This is a popular trend among SMBs wanting to extend their market reach without spending heavily on upgrading and acquiring lead management infrastructure and staff.

 

Social B2B Marketing Trends to Watch Out in the “-Ber” months

Social B2B Marketing Trends to Watch Out in the “-Ber” months

It’s back to school for many kids. But specialists in the B2B marketing industry could also say that winter is coming. It would take a few more months, but winter is definitely coming.

But aside from the snow and layered clothing, the so-called Ber months suggest festive times coming our way. This fact compounds our excitement. There are just so many things to consider and to discuss about the string of the coming holidays. Indeed, this busy mood is something that puts a smile on every online marketer’s face as it does on customers.

Opportunities abound in the last months of the year. It is, in fact, a good time to put online content marketing into full gear. Many potential customers need sources of cheer, which only companies could supply without fear.

While we inflict a clout upon this rhyming bout, it is best to give these nifty trends a good ear.

Build awareness. There is no better time for brand promotion than the fourth quarter. It presents an atmosphere of increased consumer confidence. Online companies are leveraging the occasion to present compelling offers online. People are willing to spend, and they are also willing to hear more from you. They are also willing to try out new things. Indeed, you could use this temporal behavior to develop your image. Stay one foot ahead of the competitor. Keep listening to what the audience wants and plan your strategies from there.

Sales stats. It’s all about the numbers after all. The fourth quarter essentially heralds the end of the calendar year. In B2B marketing, it is an occasion highlighted by activity in both buyer and seller. The latter in particular is stacking up the statistics. Data from the past quarters are compiled and eventually analyzed. Strengths and weaknesses are determined. And the numbers will help to create better strategies to cap the year. This last quarter appropriately provides one last chance to meet campaign goals.

Targeted mailing. The market expects companies to go all out in their internet campaigns. A variety of social media platforms are tapped in their course. This is demonstrated by such tactics as creative video-based campaigns that function both as lead generation and brand promotion tools. On another area of the spectrum, email marketing is still a prevalent technique in raking qualified sales leads. It comes into full effect in the waning months when people expect good offers in well-structured mails.

We might as well give off a sigh of relief knowing that the year is going to end. We might as well sit down and toast to a productive year. Then again, the New Year is still eons ahead. Thus, there is still many things to do in these final months. So, don’t open that champagne bottle just yet. The B2B marketing world still has a lot in store.

War Games: Strategies to Secure Social Media amid Tough Competition

War Games- Strategies to Secure Social Media amid Tough Competition

B2B marketers will tell you it’s a jungle out there. Competition is relentless, and this is the reason for the pessimism that start-up businesses experience.

However, with the increasing prevalence of social media, the landscape is gradually changing in favor of the little man. Marketing has become more like a game, with players using the best of their analytical and creative abilities to generate the highest number of qualified leads and close the highest number of sales.

Of course, resources do matter, but the issue is more about using them than just having them.

For businesses new to the landscape, the following points can be cited as survival tips to succeed in the B2B battlefield:

Hold an Engagement Campaign. The immediacy of the communication process is a stark advantage of using social media to promote products and services. Companies can create fan pages in which they can interact with potential and existing customers as well as showcase company updates and future initiatives. Moreover, this directness in the two-way relationship between the company and the market can be an effective scale for consumer preferences.

Concentrate on SEO. Ranking number one on the Google search results is far-fetched. But it makes a great difference in boosting conversion rates when your landing page is featured on the first page. Thus, it is highly advisable to create quality content structured with important keywords. Make sure that keyword density falls between 1 and 3 percent; otherwise, search engines may ignore your overstuffed posts.

Think and Live Lead. Consider improving your presence by including fill forms and newsletter to your sites. Visitors may provide you with their contact information for more updates on future and present offers. Keep in mind that tapping various platforms and tools for lead generation can put your company on a favorable position.

Nurture your Leads. When a sale has been made, you may as well leave at that and proceed to look for more leads. If you believe that relationships work in such a way, then you are sorely mistaken. Nurture your existing leads even if a transaction was sealed. Consumer and company relationships are symbiotic for the most part, with the latter depending on you for solutions to certain problems. As a business, your task is to satisfy their demands. Nurture them well enough and they will become effective in generating leads.

Source: http://www.regalix.com/by_regalix/insights/articles/key-marketing-objectives-b2b-marketers-are-pursuing-through-social-media/

War Games: Strategies to Secure Social Media amid Tough Competition

War Games- Strategies to Secure Social Media amid Tough Competition

B2B marketers will tell you it’s a jungle out there. Competition is relentless, and this is the reason for the pessimism that start-up businesses experience.

However, with the increasing prevalence of social media, the landscape is gradually changing in favor of the little man. Marketing has become more like a game, with players using the best of their analytical and creative abilities to generate the highest number of qualified leads and close the highest number of sales.

Of course, resources do matter, but the issue is more about using them than just having them.

For businesses new to the landscape, the following points can be cited as survival tips to succeed in the B2B battlefield:

Hold an Engagement Campaign. The immediacy of the communication process is a stark advantage of using social media to promote products and services. Companies can create fan pages in which they can interact with potential and existing customers as well as showcase company updates and future initiatives. Moreover, this directness in the two-way relationship between the company and the market can be an effective scale for consumer preferences.

Concentrate on SEO. Ranking number one on the Google search results is far-fetched. But it makes a great difference in boosting conversion rates when your landing page is featured on the first page. Thus, it is highly advisable to create quality content structured with important keywords. Make sure that keyword density falls between 1 and 3 percent; otherwise, search engines may ignore your overstuffed posts.

Think and Live Lead. Consider improving your presence by including fill forms and newsletter to your sites. Visitors may provide you with their contact information for more updates on future and present offers. Keep in mind that tapping various platforms and tools for lead generation can put your company on a favorable position.

Nurture your Leads. When a sale has been made, you may as well leave at that and proceed to look for more leads. If you believe that relationships work in such a way, then you are sorely mistaken. Nurture your existing leads even if a transaction was sealed. Consumer and company relationships are symbiotic for the most part, with the latter depending on you for solutions to certain problems. As a business, your task is to satisfy their demands. Nurture them well enough and they will become effective in generating leads.

Source: http://www.regalix.com/by_regalix/insights/articles/key-marketing-objectives-b2b-marketers-are-pursuing-through-social-media/

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