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AI-Powered Sales: Strategies for Implementing AI in Outsourced Software Sales

By leveraging artificial intelligence in your software sales efforts, you can unlock a multitude of benefits such as heightened productivity, improved customer satisfaction, and accelerated revenue growth.

So, let’s dive in and discover how AI can revolutionize your software business!

1. Identify the Right AI Tools for Your Business

The first step in implementing AI in your sales process is to identify the right tools for your business. In fact, there are a variety of AI-powered sales tools available, including chatbots, predictive analytics, and lead-scoring software. 

Likewise, it’s important to choose tools that align with your business goals and sales strategy. In this case, you should consider factors such as scalability, integration capabilities, and ease of use when evaluating AI tools for your outsourced software sales team.

2. Train Your Sales Team on AI Tools

Once you’ve identified the right AI tools for your business, it’s important to train your sales team on how to use them effectively. This may involve providing training sessions or hiring an AI consultant to help your team get up to speed. 

Most importantly, ensure that your sales team understands how to leverage the tools to improve their sales performance. Therefore, you should familiarize them with the functionalities of the AI tools and provide practical examples and use cases to showcase their value.

3. Use AI to Personalize Your Sales Approach

One of the key benefits of AI-powered sales is the ability to personalize your sales approach. AI tools can help you analyze customer data to identify their needs and preferences. Besides, it allows you to tailor your sales pitch to their specific requirements. By leveraging AI-powered insights, you can deliver personalized recommendations, content, and offers, enhancing customer engagement and increasing the likelihood of a successful sale. 

In short, personalization can help build trust, improve customer engagement, and increase the likelihood of a sale. 

4. Use AI to Automate Routine Tasks

Another benefit of AI-powered sales is the ability to automate routine tasks. In fact, it can include tasks such as lead scoring, email marketing, and follow-up calls. By automating these tasks, your sales team can focus on more high-value activities. Moreover, AI automation eliminates manual and time-consuming processes, improves efficiency, and ensures consistency in sales activities. It allows your sales team to allocate their time and energy where it matters most.

Related: How To Drive More Revenue By Automating Your Sales Process

5. Monitor and Analyze Your Sales Data

To continuously improve your AI outsourcing software sales efforts, it’s important to monitor and analyze your sales data. Consequently, AI-powered sales tools can help you analyze your data to identify trends and patterns, enabling data-driven decision-making. 

By gaining valuable insights into customer behaviors, market trends, and sales performance, you can effectively optimize your sales process, refine your strategies, and adapt to changing market dynamics. Additionally, regularly reviewing AI-generated reports and analytics is essential to identify areas for improvement and make informed decisions.

6. Continuous Learning and Improvement

To fully harness the potential of AI in outsourced software sales, it is crucial to foster a culture of continuous learning and improvement. Firstly, businesses should encourage their sales team to embrace AI technologies. Secondly, businesses can equip themselves with the necessary skills to leverage them effectively. By doing so, they can enhance their sales strategies and adapt them based on AI-generated insights.

Furthermore, regular analysis of AI-generated data and feedback is essential. This analysis provides valuable information that can be used to refine sales approaches, identify emerging trends, and stay ahead of the competition. By continuously learning and adapting their AI-powered sales strategies, businesses can achieve better results and maintain a competitive edge in the market.


To learn more on how to build your AI-powered sales, you can read the full article at Callbox - The Savvy Marketer.

Publish Date: June 28, 2023 8:38 AM


How To Look For The Best Lead Generation Services Company

Strong lead generation capability is the foundation that binds the whole funnel together in every successful business’s marketing and sales strategy. 

A competent lead generation business is an important partner because it has the time, expertise, and resources to focus on generating high-quality leads that are optimized for your industry and size. The difficulty is distinguishing the real stuff from the all-bark but no-bite ones who will sell themselves far beyond what they can actually offer. 

Let’s talk about how to look for the best lead generation services company and get it right the first time. 

Technology Stack

Maintaining some digital component of a lead generation plan isn’t just suggested; it’s simply required in today’s world. A professional lead generation firm should have a comprehensive set of digital tools to automate, monitor, and track all elements of their business. 

Find out how Callbox’s lead generation process integrates with HubSpot

The software and programs that they use should be simple to incorporate with the system you already have in place. It should also be able to function in your current CRM system without any problems. There should also be flexible when choosing the kinds of tools to be utilized based on what your preferences are. These are the key indicators of an agency’s dedication to technology. 

Related: The Building Blocks of a High-Impact MarTech Stack [VIDEO]

Lead Generation Approach

Lead generation companies use a similar strategy in general, but their techniques might vary substantially. Consider a variety of techniques and which ones you personally value while looking for the lead generation service that fits your needs the best. Discuss your expectations for how much of the funnel your spouse will handle. 

Simply said, the most important item to look for in your investigation is a firm that is transparent; those that give ambiguous responses when asked about even the most fundamental aspects of their procedure are untrustworthy.

Add to your criteria a company that utilizes multiple channels. Consider providers like these a big plus to your lead generation because they can readily add value by having resources available such as call scripts, marketing collaterals, email copies, and so on. These are the companies that won’t just provide you with leads but also with sales appointments, SQLs, MQLs, and even webinar leads. They are quite flexible and are ready to make adjustments at any given time based on the market they’re doing lead generation in.

Related: How Callbox Stacks Up Against Other Lead Generation Agencies

Database and Reach

In general, the top lead generation companies can provide you with a database of contacts and leads. However, there is no assurance that this database will be useful to you, so you will have to learn as much as you can about how the firm acquired its lists and how many valid contacts are contained inside its system.

As much as possible, hire a lead generation firm that is capable of providing you with an accurate and up-to-date contacts list. Your database is crucial so you can reach out to a wider audience set and over time, it can decay if it’s not taken care of well enough. This is why it’s important to regularly update your database.

In today’s lead generation climate, it’s far more effective if you reach out to multiple contacts. Hence why it’s important that you make sure that the lead generation company you’ll partner up with has the ability to provide you with additional contacts as well as supply you with complete (as needed) information on each relevant contact. A big plus is when the agency also has access to a global database of contacts for your cross-border marketing initiatives.

Related: How to Build and Grow Your Marketing Database in 2021

Capability and Reputation

Before making a final selection, it’s quite fair to ask for one or more references to see if the firm follows through on its claims. Make a comparison of the current and previous clients, as well as the promises made and what the firm really provided. This can help you determine whether your potential partner is genuine or just talking. 

When you talk to your candidates, look out for those that are comparable to your own business. In addition, ask them about their success in both qualitative and quantitative aspects.

And one last thing, in order to make informed decisions and to make sure you pick the right marketing partner, it’s important to know the right questions you need to ask when choosing a lead generation company

 

Read the full article at Callbox - The Savvy Marketer

 

Publish Date: April 14, 2022 5:05 PM


7 Elevator Pitch Examples that Will Get Tech Buyers’ Attention

One of the factors that can make or break your product or service offering. It sets the precedent for the other person whether to engage in a conversation with you or not. So how do you present yourself during a meeting to make people want more from you?

In this article, we will be presenting 7 elevator pitch examples that will catch your listener hook, line, and sinker. It doesn’t matter whether you are a professional or a first-timer, the examples we will give will cover you no matter what situation you’re in. 

But before that…

What is an Elevator Pitch?

In a nutshell, an elevator pitch is a brief introduction about yourself, what you do, and what you are offering. It’s an icebreaker,  a prelude to making a meaningful connection. And through that, you could stir curiosity and leave your listeners wanting for more. 

You might not be aware of it, but you might have given a number of elevator pitches in your life — from interviews and proposals to investor meetings and business opportunities. 

An elevator pitch may vary in length, but the most ideal is around 30 seconds. That’s because our attention span only lasts around eight seconds. However, this guideline is not set in stone. You can make it longer, depending on the industry you’re in and what you are pitching. The most important thing is it should contain the most important points you want to say. 

Another factor that contributes to a successful elevator speech is the person you’re delivering it to. As a rule of thumb, you should go for the best point of contact. Those who are interested in or related to what you are offering. By doing so, you’ll have a better chance of winning them over to your side. 

Anatomy of an Elevator Pitch

When writing your elevator pitch, don’t give a history lesson on your business. Include only the most relevant and recent details. You will be able to do that if you have carefully researched who you’re going to talk to. You also need to understand the basic components of an effective elevator speech.

Introduction

You have the freedom of how you want to introduce yourself. You can start by stating your name and your company. Or you can start with a good joke to break the ice. But no matter how you do it, make it sound natural and relevant — something your audience is familiar with. 

Make the introduction short and direct to the point. And don’t forget your body language and eye contact.

Problem

After the introduction, talk about their pain points. It will set the stage for the solution you have. For example, discerning high-quality leads from the bad ones. 

Use real-world examples so your audience can relate. It’s much better if you’re going to use their experiences. Making them the star of your story will grab their attention. Moreover, this exercise might help them become aware of the problem they have overlooked. 

Solution

The solution you bring makes them realize why they need your skills and expertise. For example, Callbox helps you get high-quality leads for your business, qualify and nurture them, and convert them into buying customers. 

Presenting your solution is crucial to the success of your elevator pitch; so take time crafting it to perfection. Fine-tune it so it fits your audience. Share the uniqueness of your solution and why it would greatly benefit them. 

Value Proposition

The solution is the icing while your value proposition is the cake. It’s the element that will seal the deal because it will show your prospect why your solution is better than the competition. For example, Callbox is the only lead generation agency that connects prospects through six different channels. 

Engagement

After you present everything, your job does not stop here. You need to keep your prospect engaged even when you’re saying goodbye. They have to keep wanting more. After that, don’t forget to swap information.

Read the full article at Callbox - The Savvy Marketer 

Publish Date: April 8, 2022 3:14 PM


6 Ways to Overcome (and Win Back) Lost Sales Opportunities

Losing a sales opportunity – no matter how long you’ve been in the business – is always a little dismaying, even for professional salespeople. However, one might say that there is a lot of good that comes out from a lost sale.

Sometimes losing a sale can be a great thing for your sales pipeline. From how we can use it as a barometer for our performance to how it can lead to more sales, you’ll have the best bounce back in no time!

Understand the Numbers Game

This is where you start pulling out the data from your CRM and your other feedback systems to find out how you can improve. The great thing about data is that it doesn’t lie and it should give you a clear indicator of where to focus on, and which prospects haven’t been fruitful towards your sales goals.

Also, don’t be in a rush, according to Implisit, it takes 84 days to convert a lead into an opportunity. So, you never know, the other leads that you’ve talked to three months ago should be ripe for the picking.

Call Your Prospect Again

This might sound like bad advice but it works.

Calling your prospect again is one of the best things that you can do because you will be able to find out directly from the prospect what went wrong and how you can do better in the future. Usually, B2B businesses have a team that deals with transactions of this sort and they will understand your professionalism and your drive.

Another reason why this is a good idea is that it also builds rapport and respect within the industry that you are in. You want to be able to make connections in sales!

Here are some tips for you to keep in mind:

  • Make it clear that you are not trying to sell anything this time around
  • Ask them to be honest with their assessment and be honest as well about your opinions
  • Keep it short, friendly and cordial

Analyze What Went Down During the Transaction …With Your Team

In the world of professional sports, athletes usually sit down with their teams – other players and/or coaches – to review what went down in a game that was either a win or a loss. This is so that they constantly hone their skills for each game that comes by. There is a constant effort to make each play – good or bad – an opportunity for learning and growth.

Instead of just focusing on what you did wrong, you should instead try these other methods out:

  • Sit down with your team – it isn’t just the closer who’s doing all the work and in complicated sales pipelines. You need to be able to sit down with everybody and find out what their thoughts are on making things better in the future, this includes everyone that was involved with the deal. This improves camaraderie and effaces development within the organization.
  • Analyze the good and the bad – just because a deal was lost doesn’t mean that it was all bad from the get-go. You need to be able to identify what were the goods thing that transpired and how you could improve on those points.
  • Don’t just analyze what happened when things go south – just like the picture of professional athletes in the dugout postgame, you need to still be able to provide feedback even when the outcome was a done deal.

This Is an Indicator That You Can Find Similar Deals

Here’s some great news: this particular lead profile that was lost has the propensity to buy your goods or services.

It’s time for you to start looking at other similar leads. If this particular organization was able to sit down with you and talk business, it just means that other organizations are willing to as well. Provided that you did your market segmentation well and you have profiles ABM-style, this should be an easy process.

Related: Outdated SaaS Sales Tactics and What You Should be Doing Instead

Stay Consistent

Good, bad, or even ugly, you have to stay consistent in setting your mind on the goals of your organization. You have to be able to make sure that you are always in the right mindset, whether it is a good day or a bad one.

Don’t Burn the Bridge

Sometimes organizations are not yet ready for the services that you will be able to provide for them and this is something you have to keep in mind. You can always revisit an old loss sale in the future, and the connections that you made in these deals could lead you to referrals if you keep it professional (remember our first point on giving them a call?)

As you can see, there is a lot of good that can come out of a botched deal, even though it is dismaying, to say the least. Proper feedback channels and pipeline systems can go a long way in turning even bad deals into a potential jumping board to better ones. You just have to stay focused.

 

Read the full article at Callbox - The Savvy Marketer

Publish Date: March 18, 2022 1:23 PM


4 Actionable Tips to Find and Convert More Financial Services Leads

As a financial advisor, you strive hard to improve the technical skills that will help you provide high-quality results to your clients. These clients have been your greatest source of business either through the current value they make or the referrals they produce. That is why establishing a strong client relationship is among the most influential business strategies that can be used. Although client engagement is very significant, finding time to perform it well could be a challenge.

Here are some ways to find (and convert) more financial services leads:

Know your Clients

To connect effectively with your potential clients, you have to keep them in mind. Survey existing customers, including members in your target market. By doing this, you can determine a better way to introduce your product and services or even the missing elements from what you are offering now.

Create and secure the existing records for each client. Learn every possible way to get financial information and the personal details that will help you build meaningful interactions. Try different means to get those you believe will be interested in your offer. Their data will be a great help in shaping your brand in such a way that will resonate with your target customers. Just make sure to review your file before placing a call or setting up a meeting. When you already know what your market is, who your audience is, and where they usually hang out online, it’s time to market.

 

Related: ABM Best Practices: Selecting and Profiling High-Value Accounts [INFOGRAPHIC]

Focus the Conversation on Customer Insight

Conversation is a critical element in creating an engaged customer relationship, which is done during the account opening process. To build trust, it should focus on ensuring that the customer will feel that you are truly interested in getting to know them, ready to look out for them, and will eventually provide a reward for their business or loyalty.

Pay attention to getting insight from your customer and talk about the value different services and products will get from the customer's point of view. Present to the customer how the products and services that you offer will meet both the various financial and non-financial requirements.

Make sure to collect:

  • Communication channel preferences
  • Financial goals
  • Major financial decision-maker in the family

Social Drives Financial Services Leads

Social media provides more options before you reach out to your potential clients with targeted content where they are already live online. Facebook or LinkedIn may be used to share insights and your expertise. To promote your posts to a bigger audience, use Twitter. Take advantage of your social media influence to draw followers back to your site, where they can learn about the scope of your services. If you want to keep your customers, you have to put more effort into Twitter, Instagram, and Facebook. Smart media managers respond to customer questions fast and strategize relevant posts.

Establish Trust

Given a large number of new businesses that are competing in almost every industry, it has become more difficult to attract customers and create a decent amount of followers. Winning the support of customers requires companies to establish trust before selling. It is essential to build a strong foundation of trust before taking things forward. Banking requires relevant information to make better use of the service before offering another product or service. It’s necessary for banks to invest in the support systems, personnel, and communication process that will let them have the relevant and continued conversation they need to establish long-term and profitable relationships.

 

While client engagement encourages a relationship that includes conversation, trust, and continued success in service ownership, it is not achieved in just one day, week, or month. Find time to do things well. Be more aggressive in creating opportunities and see the difference it will make in your marketing strategy.

 

This article is originally published on Callbox - The Savvy Marketer

 

 

Publish Date: February 22, 2022 12:12 PM


Callbox Starts Off the Year as One of The Best Lead Generation Services Companies

Managing a strong, qualified pipeline is critical to the success and development of any B2B company. But, between operating your business and making sure your customers are happy, it may be difficult to find time to stay on top of your lead-generating plan. This is why great manufacturers help so many businesses.

Callbox prides itself in the company’s dedication to helping B2B companies across the globe, big or small, and no matter what industry they specialize in. We make sure that B2B companies receive only the best high-quality leads as well as book appointments with all the right prospects.

We are beyond grateful that our efforts and hard work are continuously being recognized and appreciated by our clients as well as prospective clients. 

Likewise, we also want to express our gratitude towards MARX Communications for recognizing Callbox as one of the top 16 Lead Management Services in 2021 and Digital for ranking us among the Best BPO Companies of 2022.

It is truly humbling and uplifting for us to see that our work is truly helping other businesses grow and reach new heights. We, at Callbox, promise to continue working hard to give you the best service that you, our dearest clients, deserve. 

 

The article is originally published at Callbox - The Savvy Marketer

Publish Date: February 18, 2022 11:04 AM


5 Reasons Why You Should Outsource B2B Lead Generation

Businesses who nurture leads make 50% more sales than those who don’t. While your business can’t afford to throw away half of its revenue, you may be concerned that it can’t pay for a specialist agency to generate its leads. However, getting the specialists, or lead generation services providers, to handle your sales is not only a cost-effective way of making money for your business, but it also gives you access to a lot more than a sales team – as I explain below.

1. Lead generation companies do a lot more than you think

Do you have reservations about using an external company for B2B lead generation because you think they’ll take your money run? That it’ll make a couple of calls and leave it at that? Well, it might surprise you to discover that not only will they deliver you results, but they’ll deliver them in a variety of ways.

Lead generation companies may specialize in one area, but often they are multi-facet experts who can cover all of the following services:

  • Content marketing
  • Email marketing
  • SEO
  • Social media
  • Appointment setting
  • Event promotion
  • Content creation

While you may think you’re hiring a company to get you more sales (and you’d be right), as you’ve seen from the services above, investing in a lead generation agency can bring a lot more benefit to your organization than just new business.

Related: The What, Why, and How of Choosing a Lead Generation Services Company 

2. Contacts and data mean they speak to the right people

One of the main problems companies encounter with an in-house outreach program is the resources they have. Good lead generation is about speaking to the right people at the right time and that comes down to having the correct contacts and data – resources that allow an outsourced lead generation company to speak to the right people.

I’ll explain the value of resources to you by using the example of Callbox: Callbox has a large in-house database of over 44 million business contacts from companies across the world. This means it can select from a much wider source of sales leads than your business is able to. Callbox also has 300 data specialists, meaning it can determine which leads are qualified.

Buying access to the contacts and data owned by a B2B agency is a quick way of getting the resources you need to generate the leads your company wants. You could direct your own workers into generating leads, but it would take time to build up a contact list and develop the analytical skills to separate the good leads from the bad.

3. It lets you focus on the things that have to be done in-house

Whatever area of B2B your business operates in, one thing will ring true – the thing that generates revenue for your company is its USP. Why? Because it’s the asset you possess which can’t be bought elsewhere. If you want to generate as much money as possible for your business then you need to focus as much of your resources as possible on its USP.

Outsourcing your lead generation to an agency allows you to do precisely that.

 

Continue reading at Callbox - The Savvy Marketer

Publish Date: February 2, 2022 11:55 AM


Generate Good-Fit Software Leads By Outsourcing Your Sales Development

B2B companies need to generate leads to survive. Without leads, the sales pipeline could dry up. 

How does a B2B company generate leads?

Businesses must have a sales development team. This group of people takes charge of finding leads and qualifying them. They push them to the sales funnel.

Some companies have an in-house sales development team. Others outsource a team to bring in better software leads. 

How? Here are ways that outsourcing sales development can help you generate better software leads.

Brings new ideas

What can a business do when the flow of new leads stops? The in-house sales development team can do a lot.

But, haven’t they tried all these before?

To have new leads, your company needs fresh ideas. Outsourcing a sales development team may result in new techniques.

These new ways of finding leads might do the trick. The pipeline now overflows with qualified leads.

Experienced and skilled team

Sales development companies have employees with years of experience. When you outsource them, they bring their experience to your company.

You do not have to train them. They are already experts. They know what works and does not work.

The people that you outsource have tested and proven effective lead generation strategies.

Your company will prosper from innovations and new ideas they bring.

Related: 7 Actionable Tips to Better Manage Outsourced Marketing Campaigns

Allows you to focus on developing products

Finding leads and qualifying them is time-consuming. It can be expensive.

Most companies do not have the time and money to do this task. Letting outsiders do it can be cheap.

It can also give you the time to develop new products and services.

Outsourced sales development teams are specialists. They are efficient. They can bring growth to the company.

Reduces cost

Having an in-house sales development team is costly. You must spend for hiring and training them. 

Not all will perform well after training. They must get used to how the organization works.

They must discover what works and what does not. They gain experience through trial and error.

Investing in lead generation tools and software can cost a lot. Most software costs thousands of dollars.

When outsourcing the sales development team brings their software and tools. You do not have to train them on how to use the tools.

Produces immediate results

Sales development outsourcing agencies have people who are efficient. They also have the infrastructure to provide businesses with efficient service.

Their sales development specialists are ready to find leads. Qualifying these leads is also part of their job,

There is no need to orient them on the nature of their jobs. These specialists have done this work for years.

They are efficient and they do not need supervision.

Outsourced sales development teams establish their targets and oftentimes exceed them. Their agency urges them to keep their clients satisfied.

They keep the sales pipeline going for more revenue and growth.

Gives an edge to clients

Outsourcing sales development can give you an edge over other businesses. How?

You get a team of experts in the field. You can expect qualified leads to fill your sales funnel.

Conversion is easy and fast. Your revenue will increase.

Your outsourced sales development team has tools. It also knows how to use them to get more leads and convert them.

With their skills, your business can expand to other industries and markets. It will be easy for them because they know how different industries work.

They can use the knowledge and skills to give your company leverage. Your company does not have to worry about costs.

Agencies that offer sales development services have the technology needed for the job.

Small businesses will find the tools expensive. But, you do not have to pay for them. These tools are part of the service you contracted.

Enhances company’s performance

A well-equipped sales development team can enhance the performance of your company. Low sales costs can translate to better revenue.

The outsourced team can serve as a benchmark for performance. New ideas and innovations can contribute a lot to the success of your company.

A step toward sales success

You might still have doubts or second thoughts about outsourcing your sales development process.

Or you might already be considering taking this step.

Whatever stage you’re in at this point, our team is here to make the transition smooth and seamless.

 

The article is originally published on Callbox - The Savvy Marketer

Publish Date: January 28, 2022 10:10 AM


How to Find Leads and Generate B2B Sales after COVID-19

How to Find Leads and Generate B2B Sales after COVID-19

Doing business in the middle of a pandemic is both risky and difficult. More than half a year into the pandemic and while health precautions are greatly being observed, businesses are slowly, steadily resuming operations to keep the economy going. The truth of the matter is that operations have to make several new adjustments due to the pandemic, and one of the major question marks looming over B2B salesperson’s heads is, “Where are we going to find sales after this pandemic?” 

You’re not alone in this struggle. As a lead generation services provider, we are passionate about what we do best — and that is lead generation. So today, we are going to tackle where and how you can find your B2B sales.

Jumpstart your B2B Sales

Many businesses are testing the waters again as they slowly reopen. Of course, we’re not completely in the clear yet, but at least it’s relatively safe enough to come back out again. 

Here are some key insights for you to keep in mind in order to jumpstart your B2B sales again and how your B2B sales can adapt to our “New Normal”.

Customer Outreach

Be proactive in your search for new prospects rather than waiting for them to come to you. Devise a comprehensive approach for your customer outreach and lead generation across all your channels both outbound and inbound.

Solid and Consistent Process

The market has become even more competitive now than it was prior to the pandemic as every deal counts more than before. Go back and revisit your sales process to see how you can improve and adjust your strategy to the current situation. There is not much room for improvisation with the expectation that your prospects are all ready and eager to purchase right now. 

Your sales strategy has to be precise and consistent in every single stage of the purchase journey, specifically in these areas:

  • Discovery stage
  • Initial phone call with the sales representative
  • Product/service demo
  • ROI calculations
  • Interview with decision-makers
  • Closing the deal

This is a general overview of the different stages. Of course, every sales process is going to look different so feel free to customize your process that will suit your company’s needs. The most important takeaway here is that you’re ready to guide your customers through each stage of their buying journey in a way that saves both your time, maximizing your efforts, and eventually get them ready to purchase.

Reconnect with “Cold” Leads

The common practice with cold leads is that we disregard them and move on to qualified prospects instead. However, this is the best time to reach out to them again. If you have a number of prospects that you haven’t reached out before the pandemic, now is a great time to reconnect with them. It could be that they simply weren’t ready to buy before, but they could be in a better position and circumstance now that they’re more willing to work with you now. 

So, as you’re reaching out to your long-term leads, also take the time to revisit your cold leads to increase your opportunities to get more leads into your funnel.

Boost your Online Presence

Needless to say, it’s going to take a long while until person-to-person business transactions can fully go back to normal. This is why it’s crucial that you strengthen your online presence across all your social channels. Various businesses have gone MIA even on their other channels which led their audience to look for other partners. You don’t want even your most loyal customers to jump ship. Interact with your customers and prospects online, let them know that you acknowledge their struggle and that you’re still there offering solutions.

Please visit the original one to continue reading! 

Publish Date: December 17, 2021 1:47 PM


5 Qualifying Questions to Ask Your Prospects

What makes a prospect a good lead or not? How do you qualify them? How do you determine if they are a good fit for your products or services?

One of the biggest challenges most salespeople struggle with is learning to differentiate leads between viable prospects or those kinds of leads that have the real potential to become clients. Not all prospects you speak with will be the right person or company for your product or service. An effective lead generation agent should be able to recognize that early on.

However, a few salespeople might still get confused about the whole process. Sales qualification is the answer.

 

What is Sales Qualification?

When you generate leads and add them to your sales pipeline, the conversion rate is not 100% guaranteed. As a salesperson, your challenge is to identify intent-rich leads and focus on them to get to know them better. 

Sales qualification is a crucial part of the sales process that helps your sales team determine which prospects need to be prioritized. While it can be a challenging process, it is still achievable. Sales qualification ensures a smooth and straightforward process when qualifying leads. 

Importance of sales qualification includes:

  • Helps identify areas of opportunity
  • Provides a clear vision of future steps
  • Optimizes both the sales team’s and client’s precious time

Sales qualifying questions will help you collect pertinent information from your leads, which will eventually help you filter out those high-intent leads who are more likely to convert.

 

The Power of Questions

We all know questions are compelling – they let you obtain pertinent information for you and your business. When it comes to the lead generation processes, asking relevant qualifying questions can help you put in the right state of mind to find quality leads. The thing is, questions can reframe your mind, so you have to focus on finding solutions for your business.

Imagine asking yourself a simple question, like “where to have dinner tonight?” The brain will then start looking for answers. It’s like once you ask a question, your brain automatically demands to find answers. It’s called “instinctive elaboration” or the brain’s mental reflex. 

So, how do we connect what happens in the brain in our quest for finding high-end leads, profiling, and qualifying those leads?

 

Visit the original one to continue reading!

Publish Date: December 14, 2021 2:47 PM


The Best Targeted Outbound Lead Generation Strategies

Inbound lead generation is good. It’s subtle and convenient. You don’t have to go out and look for customers because they come to you. 

However, if you are just focusing on inbound, you are missing out on a lot of things because your marketing efforts are one-sided. In other words, there are leads that you can capture only through outbound lead gen. 

With outbound marketing, you can get in front of your target customer immediately, and talk to them about your product and service. 

Outbound lead generation is not easy, of course, but once you get your foot into the door, know that they have considered you. 

So let’s talk more about effective outbound lead generation strategies for 2021.

Don’t be afraid to get cold

There’s a reason why contacting a prospect without prior notice is called cold – you get cold feet. Nothing is easy about contacting people for the first time. However, you get the results faster than inbound strategies.  

Cold emails

An infographic from Entrepreneur showed that email still works, especially in B2B marketing. BtoB Magazine said that 59 percent of B2B marketers still choose emails for generating revenues. McKinsey, on the other hand, revealed that emails are 40 times more effective at getting new clients than Facebook. Not only is email easy, but they are cheap with a huge ROI. 

Related: How Email Marketing Looks Like in the New Normal

Cold calls

Although cold calling is not the most scalable type of outreach, it still works and it has its advantages. According to HubSpot, 69 percent of businesses accepted cold calls from sellers. 

But if you want your cold call efforts to be effective, you need to remember two rules – personalize your message and be very clear about your value proposition from the initial call. 

Related: Responsive Calling: Ways to Make Prospecting Calls that Convert

Cold approaching

This is perhaps the most traditional among all the strategies that will be mentioned in this article. Regardless, cold approaching still works, especially if you are working with local businesses or directly with your customers. 

The biggest advantage of this strategy is the instant access you have to the key people or decision-makers of the business. You can also gauge the reaction of your target and allow you to create a strategy immediately. 

Go Mobile

BCG said that 80 percent of B2B buyers are on mobile, and 60 percent revealed that mobile played a critical role in their purchasing decisions. The same report said that mobile has shortened the buying process and encouraged customer loyalty. With all these figures, there’s no excuse not to utilize mobile to your advantage. 

Join Online Communities

Online communities are like “fish ponds” where you can get leads. So instead of focusing on an individual, you can dive right into the pool. However, you don’t go fishing right away – look at the example of what a good fisherman is. They drop the lure and wait patiently. 

Likewise, you don’t promote your business right away when you join these groups. Your lure is to add value first and establish yourself as an authority in that niche or area. You offer help, provide solutions until you build trust. Once you build a relationship with individuals within these groups, it becomes much easier to promote your product or service. 

Let Referrals Work for You

Referrals can be a good outbound strategy if you can make it work for you. Some ideas for a referral program include offering free upgrades every time existing clients refer a new customer, or giving them a commission for every new referral. 

Offering a referral program is not difficult if your customers like your product or service. If they are satisfied, they will be the ones to proactively refer you to their colleagues and friends. 

Putting Strategies to Work

Outbound marketing places you right in front of key decision-makers in companies instead of waiting for them to visit your website. You also get to choose whom to contact and how you present your message to them. 

If you are ready to take your business to the next level with these strategies but lack the manpower, we’re here to help you. 

We will help you create data-driven and multi-channel outbound marketing so you can reach customers that fit your business. Give us a call now.

Publish Date: December 8, 2021 11:04 AM


Exploring The Growth and New Trends for Managed Services ( MSP)

 

Managed Services Providers (MSPs) have been helping SMEs and enterprise businesses scale, and the industry itself is expected to grow in the years to come.

From the rise of consultation services to the demands in cybersecurity, the need for MSPs is apparent in many industries.

In today’s article, we take a look at the B2B market trends affecting MSPs in 2020 (and beyond).

Consultation Services

The market for managed service providers is continuing to grow, and at the same time, expert advice is also being valued as a commodity. A lot of companies are now looking for MSPs that can provide them with specialist advice on how they can take advantage of efficiencies and set up new systems within companies.

Consultation as a service is expected to rise in the next year. Many companies have been switching over to cloud-based solutions, and as a result, there is a need for people to help, educate, and advise.

MSPs that provide advice along with their services will be able to maintain a competitive advantage over the rest of their peers. When you combine this advice with quality services, you get a more holistic approach to dealing with your client’s problems.

Cybersecurity

The connected world has its benefits, but as our dependence on computer networks continues to rise, so do threats to everyone’s cybersecurity.

Did you know that there is an attempt at hacking every 39 seconds?

That’s a staggering statistic.

We are moving towards a market that prioritizes security before everything else, and MSPs have to start adapting. This means providing more robust security platforms that are integrated with their services and being able to respond quickly to threats.

Clients want to know that their data and networks are safe. The average cost of a data breach this year is $3.92 million. Compromised resources can destroy a company financially and tarnish its reputation, preventing it from doing business in the future.

This is why there has been a shift in focus towards MSPs that provide excellent security.

There could be talk about zero-trust security in the MSP industry, and this could lead to further developments.

Some MSPs specialize in security alone – Managed Security Services Providers (MSSPs) – but it is expected that even regular MSPs be able to protect the networks and the assets that it manages.

Security solutions that can respond to threats swiftly and plan different ways to combat issues are being prioritized, and this doesn’t just affect large businesses because attacks on SMEs can be conducted as well.

See original post for reference: 👉Callbox-The Savvy Marketer

Publish Date: December 7, 2021 10:13 AM


Why Lead Generation is Important in Today’s B2B Marketing

The primary goal of lead generation is to create a sales pipeline by capturing and stimulating the interest of buyers in a certain product or service. It can be done online, offline, or a combination of both. 

There are many channels for acquiring leads but without a solid lead generation process, you will just be wasting time.

When it comes to processes, there’s no one-size-fits-all solution. Often, it is the product of constant evaluation of your existing processes where you determine what works and what does not. 

Moreover, a solid lead generation process does not only focus on acquiring leads but also puts into consideration the nurturing and customer retention strategies. In other words, it should be a holistic strategy.

This article will share with you some insider tips and tricks based on our experience as a lead generation services provider.

Here’s what a solid lead generation process can bring

Aligns with how today’s B2B customers actually begin their buying journey

A few decades ago, lead generation involves the marketing team acquiring the names of prospects and passing them to sales. The buyer expects the sales team to give them in-depth information about the product or service. On the other hand, the sales team expects to be talking to early-stage buyers who haven’t been qualified yet.

The modern consumer, however, is the direct opposite. They can get the information they need from a variety of resources. Thus, they already know about the product or service even before they talk to the sales team.

With a solid lead generation program, you become a valuable resource to prospects throughout their buying journey. You position yourself as an expert who can help them solve their pain points. That includes giving them expert advice and answering any questions they may have along the way. 

Related: How to Generate Leads Faster with this Proven Outbound Workflow

Allows you to easily refocus or scale your customer acquisition program

A good lead generation system can be easily measured by KPIs. Your KPI criteria depend on your business goal, process, and target audience. These let you know whether your strategy is effective or not and scale your customer acquisition program easily.

Related: B2B Customer Acquisition Examples: 10 Campaigns to Learn From

Shortens the sales cycle and improves win rates

Part of a solid lead generation program is a solid lead scoring system. This allows you to easily determine whether a lead is already in the buying process or still deciding. If you are able to determine your leads immediately, you save your team from wasting time and doing unnecessary things. Furthermore, you can easily evaluate which areas need improvement, and which ones are effective.

You can also easily filter, deliver, and enhance your leads to different systems. Once you identify the highest quality leads, you can also direct them to the right conversion process while avoiding those that don’t meet your criteria.

Related: Lead Scoring: The 5 Attributes To Consider When Ranking Your Leads

Sets the stage for building relationships and trust

Content marketing is part of a solid lead generation process. Through this channel, you position yourself not only as an expert but also as someone who offers a solution through valuable content. By regularly and consistently providing relevant content, you earn the trust of your customers and prospects. Consequently, it is not difficult to build relationships once trust is established between both parties. 

Related: Best Lead Nurturing Outcomes: Insights from Parenthood

Increases the return on marketing investment

Clear processes give birth to clear goals and objectives. When your marketing and sales team know what they should be looking for, they become more effective and productive with what they do. And with everything in place, an increase in your ROI is inevitable. 

Related: Account-based Marketing: Why It Delivers the Highest ROI

Don’t Waste the Benefits

Any good strategy is wasted if it remains on paper. Furthermore, it won’t be as effective if not communicated to your team properly. If you want some guidance on how to create a solid lead generation program, we will be happy to walk you through it.

 

Article originally published at Callbox - The Savvy Marketer

Publish Date: December 1, 2021 11:55 AM


6 Reasons Why Companies Have Poor B2B Sales Data Quality

As much as data and analytics are important in today’s marketing strategy, yet many businesses are struggling with building their customer database. The problem is not in the quantity of data but in the quality.

There are a lot of avenues where you can get customer data and a lot of agencies selling them in bulk. Most of them, however, are useless. According to Forbes Insight and KPMG Report, 84 percent of CEOs are worried about the quality of their data. Furthermore, a Dun & Bradstreet survey revealed that 1 out of 5 businesses loses revenue and customers because of incomplete data.

These reports show that for a marketing campaign to be truly successful, it needs to be built on accurate consumer data. Sadly, however, data analysis and management do not get the focus they deserve. As a result, companies and their brands are exposed to the risks of receiving low-quality data. In this article, we will further discuss the common customer database problems and how to fix them.

6 Common Problems of Sales Database Building

Out-of-date Information

Do you know that every 30 minutes 20 CEOs quit their jobs, 75 people change their phone numbers, 120 businesses change their addresses, and 30 businesses are formed.

That’s a lot of change in just a short span of time! Keeping up with all these changes and updating your database can be daunting yet, a worthwhile practice.

You can’t risk getting beaten by the competition because the data you’re using hasn’t been updated for 5 years.

Incorrect Data

According to the International Data Corporation, global data will grow up to 175 zettabytes in 2025. Most of the data we collect comes from self-reported sources, increasing the possibility of errors. That poses a really big problem for marketers since data is growing at such an unprecedented pace. At this point, businesses report that 22 percent of their contact data is inaccurate.

Missing Information

Even with a lot of data sources to collect and tools to store them, businesses are still struggling with their consumer data. Whether the reason is due to challenges to connect online or browser settings of consumers, a lot of important data still goes down the drain.

Difficulty in Finding Prospects

If you have difficulty identifying or understanding your perfect future customer, how can you find the right prospects? This is the result of having inaccurate or missing data — it limits your ability to attract your ideal customers. It also messes up your budget.

Originally published at https://www.callboxinc.com on November 16, 2021.

Publish Date: December 1, 2021 9:02 AM


Email marketing: What does 2022 hold?

The pandemic has taught us that plans can change rapidly. What you predict today could not be accurate tomorrow. To stay ahead of the game, you must keep track of the latest trends regularly.

Several brands modified their strategy to interact and communicate with their customers digitally. As a result, email marketing grew in popularity, and new email trends emerged.

While this is undoubtedly good news, especially given the rise in email newsletter subscriptions, we must proceed with caution. You must adapt to the top trends to keep up with the competition and nail your email marketing strategy.

To better understand what’s new in the email marketing industry, here are 5 trends to look for in 2022:

 

Email Marketing – 5 Τrends for 2022 

When considering the future of email marketing, you may have assumed that the open rate will always be a trustworthy indicator of whether or not your emails are successful. So, while this email marketing prediction may come as a shock, open rate tracking is obsolete.

Apple’s new privacy settings, which affect what data brands can track, changed the game. Companies used to track open rates by utilizing pixels that loaded when users opened an email. Apple now preloads all email content, which implies tracking pixels are also preloaded.

As a result, emails appear to be “opened” even though the user never opens them. The IP addresses of subscribers are also hidden from organizations with this upgrade.

Marketers will no longer have the opportunity to track data from Apple users such as:

  • When they open their emails,
  • Where do people open their emails?
  • When a person opens an email, what device do they use?

So, why is all of this important?

On average, 66% of emails are opened on a mobile device. 58% of this percentage use an Apple device. As a result, you won’t reliably track the open rate for most mobile consumers. As a result, the data brands analyze to determine email marketing performance are likely to change. While you may still track open rates for Android and PC users, you may need to change your focus to metrics like click-through rate, email list growth, or unsubscribers for Apple users.

 

See original post for reference: 👉Callbox-The Savvy Marketer

Publish Date: November 30, 2021 7:49 AM

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