Amazing B2B Marketing Lessons from the Amazing Spider-ManB2B Lead Generation, Appointment Setting, Telemarketing Whether or not you consider the recent Spider-Man sequel an unnecessary reboot or a visual spectacle, there’s no denying that the web crawler will linger in the waves of pop culture for at least a while. It’s the fifth Spider-Man movie in the last 12 years. It has set the cliche-ish standard for comic book heroes: not-so-popular kid discovers he’s got powers, fights crime, messes around with rich supervillains, defeats all of them in the end, and of course, gets the girl. It’s dated, but hey, people love it. So it’s here to stay. What is it that makes Spider-Man one of the most loved (and profitable) characters in modern action hero lore? Businesses can learn a thing or two from Spider-Man: Accept your flaws Spidey was not really the flashy superhero type. Every business has its weaknesses. Be with the people He has always referred to himself as your “friendly neighborhood Spider-Man”. Be responsible You guessed it: “With great power comes great responsibility.”
B2B Sales Leads Negotiations? You Can Do It Like A ProB2B Lead Generation, Appointment Setting, Telemarketing Admit it, negotiations with B2B sales leads in Australia can be a hair-raising experience for some of us in the B2B appointment setting game. You might be lucky with your business prospects, you might be not. But what really makes all the difference here is you. As the marketer, it is your job to convince your prospects of your importance, of how your business offer can be the solution that they are looking for. One, you try to get your prospects to become your partners. It would be great if you can sit with your prospects on the same side of the table. Next, depersonalize the problem. An additional tip would be to figure out the ‘why’ behind every ‘what’ that your prospects need. It also helps if you have an objective standard or reference point to bolster your claims. Last, but definitely not the least, always have a back-up plan ready. That is how lead generation is done here in Australia.
Is B2B Lead Generation really just about the numbers?B2B Lead Generation, Appointment Setting, Telemarketing When B2B technology marketing executive Holger Schulze released his comprehensive B2B Lead Generation Trends 2013 study, most of the results are not surprising. Generating high- quality leads still remains as the number one challenge for B2Bs. Websites, email and SEO are still the most effective tactics. These findings are more or less expected, but one of the strange revelations in the study was regarding the way marketers measure their ROI. 55% measure the cost per lead48% measure lead volume45 % measure lead quality42% measure the closing rate35 % measure the cost per customer acquired Isn’t it a bit odd that most marketers measure the cost per lead more than the cost per customer acquired?
Lead Generation and Demand Generation – Is there a difference?B2B Lead Generation, Appointment Setting, Telemarketing First of all, yes. Demand Generation encompasses all marketing activities that drive awareness about one’s company, brand or product. It aims to position a brand in the minds of its target audience. Meanwhile, Lead Generation is the actual process of gathering leads through multiple channels available. In short, Demand Generation helps in making Lead Generation easier. Think of it as a movie. So lead generation, in this context, is the process of actually distributing the film to movie theaters around the world so they could sell the tickets. Now, they could still sell tickets without going through all the hassle of promoting it, but if that’s the case, only a handful of people would flock in. Now that that’s out of the way, what exactly are the activities involved that draw the fine line between the two? Demand Generation usually involves activities that are purely marketing in nature. Examples of demand generation are whitepaper, blog posts, viral videos, or product launch events.
Lead Generation Vs Demand Generation: The Real ScoreB2B Lead Generation, Appointment Setting, Telemarketing When it comes to modern marketing, we are usually faced by two very important terms: Lead Generation and Demand Generation. The two are said to contrast each other in a dialectic fashion, where one is the thesis and the other is the antithesis. On account of their distinctiveness, trying to make a profit-generating synthesis between the two seems difficult. With that in mind, how can we effectively harmonize them to our advantage? Demand Generation: First of all, demand generation focuses on having your products and services presented to your intended public, thereby creating demands for such offers. Lead Generation: A Trip Down the Funnel Lead generation on the other hand involves a more active participation on the part of your prospects. Now, in an article posted on LeadforMix, generating leads is different in that it is punctuated by fill forms. The Rundown Now, the fact that we are dealing with this dualism shouldn’t lead us into thinking that both are at odds.
Benefits of Outsourcing your B2B Appointment Setting Campaign Not all people are blessed with excellent communication skills. In fact, there are those who, even though they are not very good at what they do, are able to reach places because of their being articulate and word-savvy. That’s the reason why business marketers often outsource their appointment setting campaigns to B2B lead generation services providers. These firms fill in the communication aspect that may be lacking in internal personnel, and of course they also secure the bottom line for the business. That’s not the only benefit of outsourcing your appointment setting: 1. If your salespeople are setting their own appointments, they could be using half their time just generating meetings, with only the other half left to close the sale in a face-to-face meeting. 2. A good telemarketing company will gather, analyse and prioritise the relevant data so they get to contact the right people who are interested in your product or service. 3. 4. 5. Not all salespeople are built the same. 6.
Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 2 of 2)B2B Lead Generation, Appointment Setting, Telemarketing In the previous article, it was discussed that two of the reasons that influence the purchase decision of B2B buyers are 1) to enhance productivity and 2) for business expansion and growth. The other two reasons deal more with the technical aspects of running a business, but nevertheless just as crucial in a buyer’s tendency to engage with lead generation tactics, whether via phone calls, email or business websites. To bring in new technology Businesses always aspire to leverage new technology to be able to outdo competitors. That is your target market right there. Need: To Cut Costs Businesses are always concerned about their bottom lines and are on the prowl for ways to save. What This Means for Your Business: Work with buyers to find a price point that meets your needs and theirs.
Elements of a Failing B2B Lead Generation CampaignB2B Lead Generation, Appointment Setting, Telemarketing There’s a reason why seasoned veterans in the world of B2B lead generation are always esteemed in a way newbies will never achieve despite being impregnated with all the necessary textbook knowledge. That reason is wisdom – which can only be gained through experience. Lots of it. The best thing about possessing wisdom is being able to discern which is right from the wrong. This is also what differentiates a typical marketer from that of a lead generation company that specializes on online and traditional marketing channels. Heed these pieces of advice from Chris Fell, Managing Director and Founder of a leading Australian inbound marketing agency. Bad timing People hate feeling pressured into anything – especially buying, so don’t push the sale too soon. Landing page link overload To marketers, landing pages’ sole purpose is to convert visitors into leads. Unclear CTAs (calls to action) People have a short attention span. Too many hoops to jump through Avoid tediously long forms.
How to Succeed in your B2B Appointment Setting CampaignsB2B Lead Generation, Appointment Setting, Telemarketing If a lead generation cycle were a movie, then the appointment setting part would be the climax. It’s the deciding factor on whether an interaction with a prospect will move forward or come to a halt. Because of this importance, telemarketers need to make sure they can grab this opportunity while it’s on the table. Here are the best practices in carrying out an appointment setting campaign: Gathering preliminary details A defined target list with job titles, industries, and verticalsFrom the contact’s perspective, what’s the benefit of agreeing to an appointment? Gaining buy-in from sales: Communication before, during, and after the campaign is critical for a successful campaign. Adjustments can be made prior to launch based on feedback from sales team. Other Factors to consider: Size of sales team: The strategy will vary depending on the number of sales representatives that appointments are being set for.
Online Business Reviews: Why Yelp may not be as helpful as everyone thinksB2B Lead Generation, Appointment Setting, Telemarketing The established fact is that online review sites rarely cover both sides of a story. It basically only hosts the sentiments of customers regarding the services or products they’ve paid for. That alone is already an imbalance. But there’s more to why people shouldn’t put all their faith on websites like Yelp. Part of business marketer’s job is to maintain the reputation of a brand or company. That objective sometimes extend to unwarranted means, such as fraudulent review activities, which altogether defeat the very purpose of online review sites. Yelp is not entirely useless, though. Counter-negative reviews The operation is simple: marketers create dummy accounts for the sole purpose of posting fair-to-positive reviews for their own business. The challenge there would be to come up with an approach that would not sound too patronizing, but also positive enough to pull weight. Filtered reviews? “Your business might have 117 logged reviews on the site. The good, the bad and the ugly Sources: