Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK
[HIDE]

Here are some suggested Connections for you! - Log in to start networking.

EXECUTIVE MEMBER
Ikhwal Sidiq
Assistant Manager Trade and Remittance Services
408
MEMBER
Athina Karahogiti
Global Deputy Chief Client Officer
2
MEMBER
Thamer Noori
Director of Industrial Security and Safety Dept.
13
EXECUTIVE MEMBER
Eric Young
President / Contact Centre & Business Optimization Consultant
30

B2B Lead Generation Strategies for Cloud Management Software Companies - Rebecca Matias - ContactCenterWorld.com Blog

B2B Lead Generation Strategies for Cloud Management Software Companies

A robust lead generation strategy that continuously onboards new qualified leads is an essential part of any B2B strategy, and there are a lot of things to keep in mind, especially if you are dealing with a niche market.

For management software vendors, the task can be daunting, but with a little effort mixed with creativity, lead generation can be a continuous process.

In this article, we examine how PMS, EPDMS, and other management software vendors can properly compete and dominate in their respective realms.

The ABM Approach

The market for management software is niched, but it can also encompass other buyers who have use of the services that you offer. Take cloud management software; for instance, it has numerous applications in different sectors from managing designers to managing manufacturing operations, depending on how marketing materials are tweaked; you can fine-tune to meet different pain points.

The account-based marketing approach is directed at looking for buyer personas that you want to target and fine-tuning your strategies in acquiring these types into your pipeline. There is a strong emphasis on profiling your prospects and personalizing the content you feed to them.

By doing this, you are more efficient with your resources, and you are not wasting money marketing in areas where it is not needed.

Related: Technology Sales: Upselling Your Customers Using ABM

Look at Your Extended Network

When you look at your ideal buyers for management solutions, take a look at their stakeholders as well. This includes their connections, suppliers, and clients because you will find that there is a gold mine of other markets that you can target. More often than not, the solutions that your prospect will want to get a hold of are the same solutions that their clients would need.

This equals an extended market.

How Simple Are You Packaging Your Solutions? Are You Showing Value?

Management software vendors usually have technological solutions to some of the businesses’ hardest problems, but regardless if the answer is simple, we still need to convey the simplicity of the solution with the materials that we release.

Newcomers to solutions and DMUs dominated with people who are not as tech-savvy as would like them to be are a dime a dozen, and it is for them to become apprehensive with the solutions that you present to them.

By simplifying the answers to complicated issues in the workplace, you can easily convert these leads into customers.

Your Content Strategy Can Drive Home Wins

Content will always be king, but how are you strategizing it?

By producing whitepapers, case studies with real proof, consistent updates to your prospects, individual interest pieces, you can optimize your content strategy to start converting for you.

But you have to be willing to give things out for free.

Here’s why.

There is the psychology of reciprocation when you give something out because people will immediately feel the urge that they have to return the favor to your company. However, even without that, there is still the air of establishing your organization as the thought leader when it comes to these particular solutions.

Adopting a Multi-Channel Approach

Using email is an effective way to market, but are you employing telemarketing? Are your social media platforms active in pursuing people to market to? Can your helpdesk be reached at any time with the use of a chatbot?

Our customers are everywhere, and it is through the acknowledgment of this fact that we can adopt a multi-channel approach. A marketer has to have their material available to prospects regardless of what channel they frequent the most.

Regardless, if it’s a telemarketing campaign, an ad campaign on Facebook and actively sending out emails, you need to make sure you’re in different channels to reach your varied audience.

For instance, utilizing LinkedIn to prospect for customers is an effective way to connect with people from several industries and to broaden your scope of people to target.

Channels to consider:

  • PPC ads
  • LinkedIn
  • Facebook
  • Guest Blogging on renowned management sites
  • Telemarketing
  • Email campaigns

Harnessing Influencers in Different Fields

We’ve talked about this a few times, but the role of influencers in B2B sales will continue to grow in the years to come. People look to industry and thought leaders to lead the way, and having an influencer back up your campaign is extremely helpful.

Take for example a Performance Management System (PMS) that is an HR tool in most companies, by having your tool backed by a prominent motivational speaker or leader in HR; you will be able to reap the benefits of your brand’s association with the influencer.

The psychology behind it is simple, people follow leaders, and if leaders choose your product, it helps drive home some leads for your company.

Remember, management software is usually decided on by top-brass, if you have other similarly leveled people supporting you, it makes it easier to sell your product.

 

This article was originally posted at Callbox - The Savvy Marketer

 

Publish Date: November 24, 2021 8:52 AM

About us - in 60 seconds!

Join Our Team

Industry Champion Award Leaderboard

Most active award (top 10) entrants in the past 48 hours! - Vote for Others / About Program
Submit Event

Upcoming Events

The 19th AMERICAS Annual Best Practices Conferences are here! Meeting Point for the World's Best Contact Center & CX Companies Read More...
 31753 
Showing 1 - 1 of 3 items

Newsletter Registration

Please check to agree to be placed on the eNewsletter mailing list.
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total = 1
session page-view-total = 1
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =