Sales are Down in the Dumps? Better Check these Numbers B2B enterprises – from commercial cleaning providers to IT management consultants – need to underscore the effectiveness of their lead generation campaigns. But if they ever experience a fall in revenue, they might want to review their performance in terms of winning sales. ZoomInfo.com presents the most important marketing metrics that managers need to maintain sales productivity. Number of Qualified Leads Generated – Knowing the number of leads that marketing generates and passes to the sales team can help identify if their efforts are working. The number should always be increasing and can help determine when campaigns need to be adjusted. Lead to Customer Conversion – How many leads turn into opportunities, and how many opportunities turn into sales? Inbound Calls Per Campaign – Your phones may always be ringing, but are the right people calling? Opportunities Per Campaign – This is one of the most important sales metrics to consider. Sales to New vs.
Maximize Sales Leads Generation In Three Ways Selling can be a pain, especially for people not used to this kind of work. Well, even veterans still find this profession a challenge. With the way markets move and trends change, adapting constantly can be a daunting chore. Set you bar too high – yes, this is unrealistic, but if you constantly push yourself to reach impossible goals, especially ones that exceed the average of your appointment setting colleagues, then you will find yourself improving way better.Keep yourself motivated – basically speaking, have an end in sight. Another thing you should remember would probably be the content.
B2B Marketing in Malaysia: 5 Points on Enhancing Thought Leadership Want your brand to digitally dominate the Malaysian B2B arena? Call it a long shot, but it will be close to a possibility once you have established yourself as a thought leader and made important strides in terms of influencing buyer decisions. Crimson Marketing CEO Glen Gow has outlined five important points to building thought leadership. Authenticity Is key According to Michael Brenner, former VP of Marketing and Content Strategy at SAP, in an article for Forbes, “thought leadership is simply about becoming an authority on relevant topics by delivering the answers to the biggest questions on the minds of your target audience.” Rather than push out half-baked content that’s merely trying to give the impression that you’re an authority in your field, you need to actually acquire the necessary knowledge and provide B2B buyers with purposeful, practical advice. Do your homework Do you know what pains your B2B buyers? Think outside the box Be a presence
Not The AdWords That You Used To Know In the Smart Insights article, Google AdWords changes in 2013 – reviewing the opportunities and potential problems, Tara West outlines the changes with Google AdWords that you need to be aware of and how you can make the most of the opportunities that go with them. These changes are: Device Targeting and Bid AdjustmentsFlexible Bid StrategiesNew and Enhanced ad ExtensionsLow Search Demand keywords are not eligibleCompetitive dataAdWords Display Advertising changes Device Targeting and Bid Adjustments The most controversial change from Enhanced Campaigns has delivered is the shake up with device targeting. The AdWords interface has now changed so dramatically that you can no longer target tablets separately because Google believe they perform in the same way as desktop devices (in my experience they don’t, but who am I to argue with the big G). All devices are now targeted within one campaign, and bid adjustments are used to increase or decrease bids for mobiles. Flexible Bid Strategies
How Did your Business Do this Year? The year is about to end. For some people, it only means one thing: celebration. But for many business owners, it’s more than just a celebration. It’s a time to reflect on what has happened this year in order to plan for a better year. Having a year-end evaluation is therefore not just reserved for employees but for businesses as well. Identifies Achievements The end of the year evaluation is meant for business owners to celebrate as it allows them to look into things that they have achieved for the current year. Determines Weak Points This type of evaluation also enables business owners to look into areas that didn’t work well. Improves Efficiency By looking both into achievements and failures, the year-end evaluation can pave the way for improving efficiency in any aspect of the business, be it in marketing, product research, lead nurturing, and so on. Develops the Lead Nurturing Plan Any business owner knows that every lead is an opportunity. Helps in Better Planning
Search Traffic Declining? You're Not Alone (and What to Do About It) If your website traffic from organic search has fallen over the past year, take some small solace in knowing you’re not alone—in fact, you’re in good (if not happy) company. According to research from BuzzFeed, “Search traffic to publishers has taken a dive in the last eight months, with traffic from Google dropping more than 30%…While Google makes up the bulk of search traffic to publishers, traffic from all search engines has dropped by 20% in the same period.” Organic search visits have fallen significantly to A-list publishers like Time, Sports Illustrated, Us Weekly and Rolling Stone. It’s not quite clear why this is happening. The Tutorspree blog offers another possible answer: Google is intentionally de-emphasizing organic results (free clicks) in favor of search advertising results (for which it gets paid). And it’s not only Google. Albert Einstein famously defined insanity as “doing the same thing over and over again and expecting different results.” How to Get Your Traffic Back
Anne Hathaway And Les Miserables: Lead Generation Lessons Gleaned - Malaysia B2B Lead Generation Watching Les Miserables a couple of weeks ago is a good reason for me to forget almost all the details about it. But, if I am to recall that one truly memorable scene, then it has to be that of Anne Hathaway’s performance as the tragic Fantine. Sure, her role is pretty short in the film, but her performance has been seared indelibly in my mind. That is what I call impressive. That key is your performance. Just remember that you are in the business of generating sales leads, where it takes time to engage prospects and get the B2B leads you want.
Where To Get Quality Business Leads For Your Telemarketing Campaign Your telemarketing campaign may be adequate right now, but to get the best possible results from your campaigns, you need to have all the factors that comprise a great business to business telemarketing campaign. Securing a good telemarketing script for lead generation and hiring reliable, experienced b2b telemarketers need one more thing to complete the process: a highly targeted telemarketing business list. You can either generate your own business leads by scouring the internet and phone books, purchase a business list from a lead generation company, or you can outsource to professional lead generation service providers to look for specifically qualified b2b sales leads using your criteria. An important thing to remember when buying pre-defined business lists from another company is to make sure that the list hasn’t already been sold to a competitor in your industry.
Lead Generation Lessons From The MySpace Comeback - Malaysia B2B Lead Generation While MySpace may not have the same social networking power of Facebook, the mere fact that it still around (since 2003) does still give one some thought. Even after its near disaster under the hands of News Corporation, MySpace is still trying to get on its feet under Justin Timberlake. So what can we learn from the mistakes of the former social network giant? Can it be applied to our own business? How will it help improve our B2B leads efforts? Effective innovation – this was a point that MySpace did wrong. Playing on strengths – News Corp wanted MySpace to be another news and commercial channel for its business, an aspect that the site’s current users dislike. Security – this was a real weakness. What more can you add in the list?
Secret To Better Sales Leads Generation? It Is All In Rapport In terms of generating qualified sales leads, building rapport between you and business prospects is an important activity to do. After all, getting into the good side of business prospects is an aim that we ought to reach in all our activities. Building rapport is integral in our lead generation campaigns. Without it, we will not be able to generate the B2B leads that we need, not to mention failing to get interact effectively with customers. Personalize – from your emails sent to the telemarketing calls you make, you need to have some level of personalization to your prospects. Follow these business tips, and it will be easier for your lead generation and appointment setting campaign to perform. Marketing Automation Archives While analyzing record second quarter earnings for Salesforce.com a few weeks ago, CEO Marc Benioff gave partial credit for a 30% revenue bump to the company’s addition of ExactTarget—and specifically its Pardot marketing automation arm—to its Marketing Cloud. Salesforce had just acquired the company in June. Could it really have made a difference that quickly? Or was Benioff justifying the whopping $2.5 billion price tag to shareholders? I recently hosted a webcast featuring a company called Demandbase. “Companies are spending a lot of money on marketing, and marketers are spending a lot on technology, but what kind of technology you buy depends on your type of business,” he said. Ott’s ultimate point is that marketing automation is but one layer in the marketing tech stack. “It’s kind of the girl with the curl right now,” Ott said. And an even smaller percentage actually have it. Salespeople tend to focus on the low-hanging fruit—big legacy clients.
B2B appointment setting Archives Lately, Malaysia’s training industry has been regarded as a high opportunity area. In light of an upcoming economic integration in the Southeast Asian region, there is a strong demand for training and skills development as the country prepares to enhance the quality of its labor force. For this reason, training providers need to address the increasing need for skills in areas such as education and healthcare. But it is not always easy. Training providers need wiser and more cost efficient approaches in improving their call campaigns and delivering high quality appointments. Here are some ways you can do to drive quality appointments and push your enrollment rate upwards. Know your target audience. Give prospects flexible options. Deal with declines. There are more ways for Malaysian training providers to apply in vitally winning enrollees during this time of great demand for manpower training.