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.

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.  

Who are your B2B Buyers and why do you need to know them well?

Who are your B2B Buyers and why do you need to know them well

You’ve been doing business with a lot of people for quite some time now, but have you ever wondered who exactly these people are? Can you find a common link among those who have been making commitments to your business? Can you describe in detail what kind of people they are and how they go about in their decision-making and purchasing processes?

If not, then your sales and marketing success may not last long. When talking about lead generation, continually understanding your target market – particularly those who are interested – is the key to maintaining a long, fruitful business.

Here are some of the things you need to do in order to know (and keep knowing) your B2B buyers:

First, know where to find them (or where they find you)

Looking at your data for the last few years, surely there would be a pattern in terms of how you and your prospects “meet” for the first time. Do most of your leads come from website sign-ups? Do they usually call in? Do they respond to email blasts? Knowing how interactions are initiated will help you to easily paint an idea how everything works out from the beginning.

Describe your B2B buyers – and categorize them into personas

Pull up their information files and take a look at the basics. Among your leads, which belong to the upper/lower bracket in terms of company size? Annual income? Which of them are specialty personnel and which of them are C-level executives? Which among them buy more products or acquire longer contracts?

You can create your own scale and assign numbers according to your own criteria so you can easily sort future leads and predict their behavior. Which leads to…

Analysis of interactions

Now it’s time to know them deeper. If you still have access to call recordings, email threads or online conversations, perform a little analysis. What are their usual pain points? What’s the difference between those who declined and those who have agreed to an appointment or meeting? What are the usual objections? What ticks them off? What makes them laugh? What’s the magic word?

Use the data and push it a little bit more

Now that you know their soft and hard spots, you can put your analysis to the test. After being able to validate what you’ve learned, try to turn up the energy on your activities. Focus on the things that have worked in the past, and avoid doing the ones that didn’t quite bring in any help.

The Qualities of Good B2B Lead Generation Hires

The Qualities of Good B2B Lead Generation Hires

For a software company, hiring the right people for the job is the crucial first step before you conduct a really good B2B lead generation campaign.

You see, people are an important asset to any business. Hire the wrong people, assign the inappropriate person, and you will have bigger problems in your sales leads generation efforts.

That is why you need to choose well. The only question here is this: how will you do it. Marketing, for one, requires skills or qualities in people that will make them successful in this kind of work.

In any case, you might want to take note of the following traits of potentially successful marketers:

  1. Unique Mindsets

    All right, having a quirky mind might seem disruptive to your marketing process, but, sometimes, being different may actually be a good thing for your company. Having a unique approach on things can be an asset to your company’s future.

  2. Potentially Good

    Come to think of it, you cannot easily hire someone who has the exact skills you need for your B2B appointment setting campaign. Most of the time, you will get only people whose skills are close to it, but not there yet. It is up to you, as the manager, to train these people and turn them into employees that you need.

  3. Hard Workers

    Now this is a quality that you rarely see in marketers these days. Most would just do what they were told to do, or stick to their schedules. As for the great ones, these are the people who would often push themselves, who would go further than what is expected of them. They will do it if they think it will help reach their objectives faster.

  4. The Specialists

    All right, we all know about multi-tasking and the need to get someone who can do everything, but, in the software business being the jack of all trades will usually make you a master of none. It is better to get someone who is really good at one type of marketing than someone who can do all, but deliver mediocre results.

    Related: Things Your Business Will Gain If You Hire A Dedicated SEO Expert Today

  5. Job Descriptions Do Not Matter

    In any case, you are hiring someone who can get you more sales leads, right? So it is expected that you are hiring one who can do a variety of things that are beyond their job description. To them, something like a list of expected tasks to perform is just a guideline. They are not afraid to extend themselves if it means helping your telemarketing processes bring better results.

  6. You Can Leave The Job to Them

    The true test of an employee’s skill or talent in lead generation is that you no longer need to supervise them. You should hire people who exhibit leadership and marketing skills that will make your company succeed.

  7. They Ask For The Job

    And if they have the proof for it, then by all means hire them. If you think about it, those who ask for the job are more inclined to help their company involved. The other way around does not really give that.

 

So, what other qualities in a B2B lead generation hire can you share?

 

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