How Marketers can Solve Marketing Challenges the Easy Way

 

How Marketers can Solve Marketing Challenges the Easy Way

The top three challenges for marketers this year would be new business development, lead quality, and demand and lead generation.

This is from the 2015 State of B2B Marketing, a report published by Salesforce that recognizes the important things companies care the most. And with these challenges in mind, they care a whole lot about solving them.

For Salesforce contributor Jena Hanington, these challenges can easily be overcome through marketing automation:

Challenge 1: New Business Development

First and foremost on our list of challenges is “new business development.” At many organizations, generating new business is primarily associated with sales, but the reality is that marketing has a huge role in generating revenue as well. By running integrated campaigns that fill the funnel with high-quality leads (more on this in the next section), marketing can contribute its own source of revenue to the company’s bottom line.

Marketing automation gives marketers the ability to track these revenue sources and attribute closed deals back to the campaigns that created them. Not only can marketers run campaigns that help bring in new business, they can also get credit for their work — and track the overall impact of marketing and sales efforts on their revenue.

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

Challenge 2: Quality of Leads

This year, the focus continues to shift away from lead quantity and toward lead quality. As we’ve covered on our blog before, eschewing lead quality in favor of lead quantity can often do more harm than good. You may be sending your sales reps more leads to work, but the likelihood of any of those leads turning into closed deals greatly decreases.

Instead, B2B marketers can implement a lead scoring and grading system to better qualify leads. With such a system in place, you can ensure that leads that get assigned to sales meet a minimum threshold, i.e. that their interest level is high enough to warrant follow up, and that they fit your ideal prospect profile. This gives sales more confidence in the leads that are coming from the marketing team, and can go a long way toward putting these two departments on the same team.’

Related: Callbox Answers the 4Ws and 1H of a Qualified Lead

Challenge 3: Demand and Lead Generation

The third challenge on marketers’ plates is demand and lead generation, which goes hand in hand with the first two items on our list. Before leads can be qualified and passed to sales, and before they can turn into closed deals and get attributed to marketing’s campaigns, they need to be generated.

Lead generation is actually one of the primary uses of a marketing automation platform, and can be facilitated through landing pages and forms. According to the 2015 State of B2B Marketing, 66% of marketers are currently using their corporate website as their primary digital marketing channel (and 61% of those marketers consider this to be an effective means for lead generation).

See the full post here.  

 

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Discovering New Demand Generation Opportunities Using Four Simple Ways

Discovering New Demand Generation Opportunities Using Four Simple Ways

For this post, we are featuring the four essential steps to effective demand generation.

ALEA Group CEO Louis Foong mentions the Blue Ocean Strategy, a method mirroring the expeditions of the great explorers of old. To get to the gist of it, the approach encourages marketers to be more adventurous in terms of discovering new areas of opportunity and establishing a firm foothold in their respective markets.

For Foong, “In the demand generation landscape, I think it is time to embark on a new expedition. We need a strong and focused infusion of the ‘Lewis and Clark’ spirit of discovery.”

Here are the four points for achieving just that:

1.        Using the right tools and frameworks to empower your lead generation campaigns: By this I don’t mean automation. In fact, as I said recently, you can’t use a cannon to kill a mosquito. What you need is a set of tools, a sound process and a customized framework that takes into account your specific offering and how best to present it to your target buyers.

2.       Maximize opportunity while minimizing risk: This goes back to the age-old wisdom of test and learn. You have to be able to test the effectiveness of your campaign strategy and the tools you are using to measure the results and ROI. Here is an outstanding tool that allows B2B companies to maximize opportunity with minimum risk. Take a look at the Heroes & Lifeboats Program and their extraordinary HeLP Networks platform. It lets you amplify your results without increasing your marketing budget.

3.       Pursue differentiation and low cost: Buyers want to see innovation, they crave differentiation, but rarely are they willing to pay a higher cost for it. As marketers, our challenge is to deliver true differentiation AND offer it at a lower cost. Coming back to the example of HeLP Networks, this platform empowers corporations to reach out across the vast ocean of unexplored online territory at a fraction of the cost involved with using established networks like Google, Yahoo, Bing, etc. See how their simple, yet robust technology works.

4.        Build execution into strategy: Among the more common problems afflicting lead generation programs are: the complexity of tools, mountains of data across multiple sources, a tunnel view of the lead generation process and lack of capability to execute effectively and gain real-time intelligence and insights. What is required is a clear, 360° view of the lead generation process—one of the key reasons why MyLeads2Go has seen tremendous and very quick success in the market.

Read Foong’s full article on Business2Community.com.

 

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Bring in Telemarketing Services to Fight Off Low Sales

All business owners strive to have abundant sales volumes. Well, who wouldn’t? Being innovative and ingenious could indeed go a long way in terms of marketing and promotions. This is already a tried and tested approach in the business arena—telemarketing. Yes, we are talking about professional telemarketing. By using professional telemarketers, it can help advance business operations. In order to get ahead of the game, having trained and experienced cold callers performing sales campaigns could in fact improve sales.

Even though cold calling might not sound good for the typical entrepreneur, yet this technique never failed its promises when it comes to delivering the best. Numerous companies have proved cold calling capacities which helped in enhancing their sales production. Reliable and professional telemarketers who carry out this type of tasks are skilled in terms of opening new markets and invite and gather prospects to invest in their clients’ offerings. Moreover, these professionals are also the guys whom you call to when you need lead generation services and appointment setting process. These are two elements in marketing which have created a huge impact on the company’s success and profitability. This can be a simple procedure, however, it brings the strength on the company’s productivity.

As a business leader, it is worth to try telemarketing services. You may be pleasantly surprised at what rewards and advantages it can offer you. This profession has been proven to be effective through decades now and investing on this tool will help propel your business forward.

 

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