3 Effective Ways to Get Webinar Confirmations Photo Credit: zemanta – Webinars. Regarded as great sources for quality sales leads, B2B companies just can’t live without them. This year, more enterprises are opting to increase their budget for webinars. Holding a webinar could actually mean giving more “meat” to your brand awareness and marketing campaign, as well. Marketing a webinar – or any other event for that matter – is such a delicate job that demands proper handling. Here are some strategies that you might want to consider to generate high turnouts for your webinar. Telemarketing. Call it old-fashioned, but telemarketing is as effective a channel as digital marketing. Social media. Okay, earlier we kind of driven the point that social media is not as effective as telemarketing. Blogging. Your blog serves as your megaphone.
A B2B Guide to Winning New Customers and Repeat Business [INFOGRAPHIC] Much ink has already been spilled on the topic of customer acquisition vs. customer retention. Conventional marketing wisdom holds that retaining current customers is way easier, cheaper, and better than attracting new ones. But the fact remains that you need to maintain the right revenue mix between new and existing customers to sustainably grow. That’s what our latest infographic helps you achieve. In today’s entry, we compare how selling to new customers differs from targeting repeat business so that you’ll get a good grasp of how to tailor your marketing strategy for each group. Almost all B2B marketers agree that the path to consistent sales growth starts with the right balance between new customers and repeat purchases, but most organizations follow marketing strategies that are heavily skewed toward customer acquisition. 33% of marketers plan to increase spending on customer acquisition vs. 18% on customer retention Related: 10 Affordable Marketing Ideas for Software Startups
Approaching Psychographic Segmentation In B2B Marketing As marketers and entrepreneurs, we sometimes get ourselves into a pickle trying to maximize conversion for every kind of customer. However, we all know that a better long-term strategy in converting more customers is to engage in practices of segmentation – like psychographic segmentation for instance. Creating general campaigns usually works in the beginning; it helps set the standard for your selective segmentation as times goes by. Instead of looking at income brackets, we will be looking at emotional factors that affect decisions and how we can group these factors proper in ensuring that conversion is highly likely. The Importance of Segmentation Businesses run on efficiencies and the more efficient the company, the better it is likely to perform. For instance, if you were to release an expensive line of your product – let’s say a more bespoke level of internet marketing services, it will generally appeal to parts of your market share that have a higher propensity to make money.
Sales Questions to Find and Qualify Customers Pain Qualified leads have always been the best way to prospect for new business. In this article, we’ll discuss how you can use qualifying questions to gauge your current prospects. A sharp and smart sales and marketing person knows how to ask qualifying questions that will reveal the situation and pain points of a business or person. Knowing their issues will allow you to also identify what they truly need in order to address the problem. Here are some of the most effective qualifying questions that sales and marketing people have been using for so long: 1. You will be surprised at how impactful this question is. While it may appear too vague at the beginning, it is your task to filter what you hear and make mental notes of important details. How long has this been going on? The list of follow-up questions can go on and on. Related: Savvy Ways to Identify and Qualify B2B Decision Makers 2. Get your prospect talking about what’s pulling them down or keeping them from getting to the next level.
Top Reasons Why IT Companies Invest in Outsourced Marketing Updated: May 27, 2019 We’re bringing new life to this article with relevant and up-to-date information. Enjoy! IT, as well as the other industries now see outsourcing as a business strategy and not merely an option as it used to be. In fact, it occupies an integral part in a business marketing growth plan and is considered as a calculable contributor to business success. Transcript: Cost Efficient Outsourced marketing offers more competitive price edge. New Incite comparative analysis report showed that outsource marketing can work on retainer, hourly or project-based basis, which saves the business half the cost. Skills & Experience Outsourced marketers have the skills set and vast experience acquired from managing different campaign types over the years that in-house staff may not have. Related: 5 Research-Backed Reasons to Outsource Your Marketing & Lead Generation Program Staffing Flexibility Decreases hiring and retaining internal sales and marketing staff cost impact. Systems Optimization
Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO] Telemarketing still pretty much remains a numbers game. To deliver results, calls need to be made at scale. Not convinced? Let’s do the math… Let’s say your funnel looks like this: 15% of contacts you reach are decision makers 25% of decision makers contacted become qualified leads 50% of qualified leads become sales-ready If you want your reps to meet 20 opportunities, you need to call up over 1,000 prospects. Keep in mind that’s all based on some pretty decent conversion rates. If those percentages go down, you have to call more contacts to hit your targets. That’s why you need volume to get results. To manage and improve sales call volume, keep a close eye on these 4 crucial metrics… Humanize your marketing automation and lead nurturing process. #1 Calls Per Hour This shows you the average rate an agent/rep places calls.High calls-per-hour numbers are generally a good sign.But when this metric is too high, it indicates low-quality conversations.So, don’t look at this metric by itself.
Cyber Security Lead Generation: Where and How To Look for New Leads in 2021 Cyber security lead generation is a niche B2B market with its own rules meaning not every single marketing tactic in the hat is going to work for the market. However, by understanding the target customers, there are plenty of opportunities for marketers to leverage the unique quirks in the market. In this article, we explore how firms can look for new cyber security leads and convert them to use their solutions. Cyber Security is a Growing Need According to a recent report, there are, on average, 2,244 attacks a day. Vendors who transact with sensitive information, companies who have to deal with highly sensitive data, eCommerce spaces, and the surge of companies who have recently digitized are all in need of good solutions. Account-Based Marketing Cybersecurity is a highly specific need that appeals to a particular subset of people in an organization. On top of this, each organization has different needs and levels of knowledge when it comes to the subject. Markets to Look At
Tips to Build A Reliable B2B Lead Generation Strategy Like many marketers, you may be wondering, among all the possible and imaginable lead generation strategies, which is the most effective… But marketing is constantly evolving, which means that new tactics are constantly emerging. Trends are continually changing, which is also true for buyer behavior. By regularly keeping you up-to-date on the latest innovations and technologies, you can optimize your sales tunnel to generate more leads. Many marketing professionals such as magento development or ecommerce Development Company devote a tremendous amount of time and resources to developing reliable tactics. It is important to bet from the start on a winning strategy, that is to say adapted to your target audience and that will help you to aim higher and higher! We will therefore discuss all the techniques, all the levers, that allow you today to generate qualified leads in the least intrusive way possible and the most in line with the expectations of B2B consumers. Lead Generation Conclusion
10 Rules in Providing IT Services That Will Earn Your Client’s Trust Whether you’re in the IT business or other industries, earning the trust of your clients is always important. In fact, any successful business can attest that customer relationship is an integral part of the entire dealings. And in today’s world of innovation and automation, taking care of customer’s needs and exceeding their expectations contribute to long term marketing success. So what are the 10 rules in providing IT services that will help you earn your client’s trust? #1: Treat your customers right. No matter the circumstances, treat your customer right. Related: Provide True Business Value and Win More Telecom Sales #2: Respect them and be approachable. In any business, there are times that salespeople create heated discussion with customers. Related: What IT Marketers should Learn from the iPhone 6’s Recent Sales Victories #3: Listening is important. A key factor in any interaction is listening. Related: Outbound Telemarketing: To Outsource or Not to Outsource? #10: Show appreciation.
How to Sell to Match the 3 Types of IT Decision Makers When you are in the IT B2B arena, chances are you will deal with different types of decision-makers in different levels of management. These people can be the IT Managers, CIOs, CTOs, VPs, or CEOs. If you are lucky enough (pun intended), you might find yourself like a bouncing ball as one decision maker tells you to go to another decision maker. In fact, you might be making the same pitch in front of different high-ranking people in the same company. Doing the same thing over and over again gets easier in time, but the real challenge is convincing different decision makers with different values to buy your product or services. Before you map out a strategy, get to know the different types of IT Decision Makers and how to deal with them: The Usual Target When thinking of decision makers, top-level executives come to mind. What You Can Do The best approach is to contact only one C-Suite executive. However, you have to gain their trust first. The Do-it-all The Know-It-All Closing the Deal
The Advantages and Disadvantages of Outsourcing SDR Services SDRs have taken the market by storm in the last few years. There are many new SDR services that have taken the stage and many businesses have taken full advantage of this. The question however is whether or not this is the right choice for your business? There are quite a few nuances that surround SDR services that are definitely worth taking a look into before making your decision. The Pros Cost-Effectiveness One of the biggest challenges that you will be faced when opening up multi-location companies is that every time you expand into a new region, is how you will be able to incorporate your social media marketing efforts into your overall business strategy. Fast-paced A big part of why it’s establishing an internal SDR is actually more expensive than outsourcing it as it has a lower set up and it consumes more time before you can start generating ROI. Less Effort As stated already, it takes less effort outsourcing than building an in-house team. No special skills needed The Cons
Marketers Increase ROI after using Marketing Automation Tool As a marketer, if you are planning on implementing marketing automation into your marketing strategies, you must first understand how marketing automation works. Marketing automation can help promote your products easily. It lets you achieve your marketing goals by evaluating your prospects based on their activities. It helps you prioritize your leads, nurture them and walk them through until they reached the last stage of their buying process. Benefits of marketing automation Reduce staffing costTarget potential customers through multiple channelsSchedule activities ahead of time. Related: How Marketing Automation Helps You Outgrow Your Competitors Many marketers and business owners use marketing automation software to help increase their sales and have higher ROI. On a blog post from “The Ultimate Marketing Automation Stats” by Emailmonday, an average of 49% of companies are currently using marketing automation and 55% of B2B companies are adopting the technology. #1. #2. #3.
The Building Blocks of a High-Impact MarTech Stack [VIDEO] In April, Chiefmartech.com’s Scott Brinker published the much-awaited 2018 edition of his Marketing Technology Landscape Supergraphic. Among other things, the chart showed a vibrant but dizzying rate of growth for the field of MarTech: 6,829 solutions (up 27% from 2017)6,242 different MarTech vendors49 MarTech software categories For marketers looking to build or maintain their tech stacks, those figures can seem very daunting. So, how do you find the right MarTech tools for you underneath all the mountain of possible options? The secret, says Mary Wallace at MarTech Today, is to understand that putting together or optimizing a MarTech stack is an evolution, not a revolution. That’s what we explore in this short video. Digital Marketing ToolsDirect Outreach ToolsContent Experience PlatformsCustomer Relationship Management (CRM)Marketing Automation Platform (MAP)Analytics SoftwareCollaboration Tools Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool