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The Global Associates | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
Posts by: The Global Associates
B2B telemarketing

B2B telemarketing

There are many kinds of marketing tactics that are domain specific, but some universally accepted techniques still rule the roost as being perfect for almost all kinds of businesses. B2B telemarketing is one of them, but unfortunately, it’s also one of the most misunderstood concepts that leads to a lot of wastage in terms of infrastructural spends and resources. Here’s a handy guide of tips for effectively using this medium for generating higher sales.

Taking action is the most important of all the B2B telemarketing tips that can be given. Reason being, one often waits too long for the perfect time for the momentum to build. Fact is, while effort and consistency is important in making a business successful, there’s never quite the right moment to begin. Now is when all the action has to begin. Every telemarketing activity has to begin well in advance of when one is expecting the sales activity to initiate. Long story short, waiting for the perfect moment might mean a lot of missed opportunities, so now is the only time one has to make the most of the moment!

More in the next post…

 

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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.

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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.

 

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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…

 

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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!

 

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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…

 

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B2B appointment setting

B2B appointment setting

The next point in successful B2B appointment setting is to ensure that one asks the right questions. The ideal scenario is when one asks direct questions, but one also needs to give the prospect a chance to choose between the opportunities of setting up an appointment. For instance, one can say “is Friday morning ok with you, or should we do it on Monday?” This way, one can keep the conversation flowing and ensure that there are no problems with regards to controlling the direction in which the discussion is going. Also, it gives a hint of whether or not one can influence the other person’s decisions.

Setting up an early appointment is another great tactic used by B2B appointment setting professionals to get their way around things. It’s tantamount to making the most of what one has at that point in time. Since one already has the prospect’s interest, it’s best to utilize it in the best possible manner. Ideally, the maximum interval between a call and the appointment setting date is three days. Setting an appointment after a week will lead to the person losing interest, or just forgetting all about it, which is certainly a chance nobody wants to take.

 

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B2B appointment setting

B2B appointment setting

There has been quite a lot of brouhaha about how B2B appointment setting is only a matter of doing the same thing repeatedly to achieve success. However, the fact is that nothing could be farther from the truth in an actual business scenario. One of new-age marketing’s most important and imperative lifelines, B2B appointment setting has certainly been the undisputed king of closing the deal for many organizations. The only concept one needs to grasp is how to predict the customer’s preferences, and it’s really not that difficult. However, convincing them is another ball game altogether. The thing to look out for is that there are signs and red flags that one needs to recognize and analyze.

The first thing in ensuring B2B appointment setting campaigns deliver the kind of success one wants is to listen carefully for the signs that show the person is genuinely interested. The most obvious one among these is when a person starts asking relevant questions. However, it’s important to not give in to the temptation of answering all the queries. It’s best to generate their curiosity and then leave a cue for an appointment. Just this simple measure will make sure that everything falls right into place.

 

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B2B appointment setting

B2B appointment setting

It seems that the ­­concept of using the term ‘technical difficulties’ is being used a little too often to cover up for inappropriate B2B appointment setting. Whenever something gets in the way of communication or there’s some snag in the email filter that blocks out a prospect’s mail, there are certain elements that can prevent one from using such accidents to cover up for a poor strategy.

If one draws analogy from a video game, technical difficulties are somewhat of a bonus pick up that can be used to get out of a situation whenever one has bitten off more than they could chew. However, be it B2B appointment setting or video games, such situations are categorized under certain segments. It could be rare that one had to experience this kind of an incident like the phone line getting cut, but then that’s not something one experiences on a regular basis. The second segment is a list of identifiable errors. Truth be told, there’s a fine line between coincidences and a constant rate of mistakes. And the latter is what gets clients really upset. And lastly, if the issue is constantly coming up, clients expect the company in question to resolve it ASAP, not use it as a shield.

 

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B2B lead generation

B2B lead generation

Continuing from the previous post…

The first thing to keep in mind is that right from movie to inventions, there have been certain X-factors that have twisted the whole thing around to make it look brand new. Similarly, one can also do a spin-off of a revolutionary product, adding something that was missing from the otherwise perfect offering, and pitch it to the TG in a different manner. Drawing conclusion from this principle is the second point, that one can take a concept that had already been developed and tried and tested and proven successful. And do something completely different with it. The field of advertising is full of such inspirations (another fancy name for derivations). And the same fact applies for B2B lead generation as well.

One can take liberties in the kind of brand positioning route to take, and that’s the beauty of the whole thing. One can say absolutely anything they want to, to sell the product or service. Obviously it shouldn’t border on being false, but that’s about it. And lastly, one can choose to go the different route compared to competition and focus on what others are not addressing, maybe a need that the product already fulfills (or doesn’t) but nobody has paid attention to it. Just these simple considerations can help one score more with B2B lead generation in all circumstances.

 

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