Warning: Creating default object from empty value in /home/theglo36/public_html/blog/wp-content/themes/platform/includes/class.layout.php on line 164
2013 May | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
From the monthly archives: May 2013
B2B appointment setting, B2B appointment setting in india

B2B appointment setting, B2B appointment setting in india

Businesspersons across different industry verticals would agree that B2B appointment setting is one of the most time consuming business processes. Having salespeople as well as prospects to make time for meeting each other is one of the toughest demands, or rather expectations, one could have in today’s world. However, this does not mean that just because something important has come up on the business end, one needs to stop the B2B appointment setting campaign. that’s just wrong!

There are certainly ways in which one can keep the campaign running in top shape while they are taking care of other tasks. The first step is to understand how important the other tasks are in comparison to appointment setting, which is certainly at the core of new business acquisition. For instance, if one is talking about rectifying a problem in the product or service, that certainly takes precedence over reaching out to prospects. Also, if there’s a task which is pertaining to improving the efficiency of the appointment setting process, the attention can certainly be given to the same. What can’t be emphasized more are day to day con-calls or meetings with regular clients. It’s necessary to demarcate some time for appointment setting, even if one can’t afford a dedicated team for the same. This way, the fine balance between smooth functioning and brighter prospects can be achieved.

Bookmark and Share
B2B telemarketing, B2B telemarketing in India

B2B telemarketing, B2B telemarketing in India

Buying lists is an imperative for many businesses, particularly startups. However, many firms commit the common error of purchasing the entire list in a huge quantity and don’t have budgets to upgrade the lists. The simple rule of thumb here is to procure small lists over a period of time so that there’s always some new data to look forward to. Just like it’s important to buy relevant and new data, one can’t possible refute the common knowledge that at some point, that data will get old. Which is why B2B telemarketing teams must be supplied with new data from time to time for better results.

There are many problems that teams can encounter when they buy data in bulk. First of all, they have to make the extra effort to maintain such a huge database. Secondly, one can’t run targeted campaigns with such a huge database, which means that the results are going to be way off the expectations. If one is in the business of offering B2B telemarketing services to clients, they are going to be fare quite badly. And lastly, due to human error, many records may even be overlooked, leading to waste of resources and lost opportunities.

 

Bookmark and Share
B2b telemarketing,B2B telemarketing in india

B2b telemarketing,B2B telemarketing in india

It’s no secret that B2B telemarketing has garnered a lot of negative reviews, primarily because of the fact that so many businesses have misused it. The leverage this means once had is long gone now, and there are many factors to blame. But this post is not about going into what’s wrong with the industry, but about how things can be improved.

To begin with, the B2B telemarketing team needs to have an accurate list of contacts to get in touch with. Quite frankly, nobody has the time to answer irrelevant calls, and going the extra mile to get relevant data certainly helps in easing out the process of converting prospects into leads, and finally, into customers. Another point to be taken care of here is that data needs to be fresh and updated, because old data is as good as irrelevant data. Or probably even worse. Since the person one is calling may have changed numbers. This means that all the time and resources wasted on such kind of endeavors is going to be little more than a waste of time.

More in the next post…

 

Bookmark and Share
B2B lead generation,B2B lead generation in india

B2B lead generation,B2B lead generation in india

Continuing from the previous post…

By developing lead personas, firms can identify the triggers that move prospects from a lead persona to a buyer persona. One of the most important aspects of this approach is that one has the ability to tailor buyer and lead personas so that they fit the requirements of lead nurturing teams as well as B2B lead generation and sales teams.

Designing the B2B lead generation process, strategies and systems around buyers is the next point to be considered. One must focus on modeling their behaviors when the leads are being nurtured or when they go into the buying cycle. One is sure to get better results when buyer expectations and goals are met. These can be very different in lead nurturing and buying cycles. Conversion rates at the point in time when a lead (persona) converts into a buyer (persona) will also increase. And lastly, one needs to make conversation enablement training a mandate for b2b lead generation and lead nurturing teams. The long period it takes lead generation teams to understand prospects is not in line with the speed at which buying behavior is changing, and this problem needs attention!

 

Bookmark and Share
B2B lead generation,B2B lead generation in india

B2B lead generation,B2B lead generation in india

Getting valuable and relevant leads is of utmost importance to all kinds of organizations, but the changes in buying behavior are increasing the problems even further. Depending on the nature of product, customers are doing different activities for nearly 70% of buying evaluation before they take a call. Here’s how you can ensure that your B2B lead generation campaign hits the right spot.

First of all, you must research your leads properly. This is the absolute basic and most essential step. You can’t assume that the customers you are targeting are the most likely to buy. Simply because in today’s dynamic environment, such kind of suppositions are very harmful. You need to support your lead generation and nurturing team with information on the kind of prospects that are ideal for business. An example here is about an accounting software for which one might target accounts managers instead of finance VPs. Another important aspect of B2B lead generation is to develop lead personas, which are useful in understanding purchasing behaviors and customer considerations that drive their decisions. Through personas, firms can determine how prospects behave in the certain scenario.

More in the next post…

 

Bookmark and Share