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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

With legal guidelines making things all the more difficult for companies that used B2B telemarketing to get more business, the situation is not looking too good. Sure, some firms can look at other avenues of marketing their products and services, but not everyone can afford other means. However, there are still ways in which one can get more business while staying compliant with the new laws and ensuring that customers don’t complain against them.

The first thing to keep in mind during B2B telemarketing is to ensure that one has a good reason to call the customer. Not from their own perspective of course, but from the customer’s angle. The simple fact to remember is that the customer ends a call within a few seconds because he/she doesn’t see any value in a random call either from the tone of the person’s voice or the content of the message. So, it’s essential that the script must be crafted in a way that intrigues to prospect to continue talking. For this, the most important ingredient is a great offer. For instance, if the firm is into stock trading and offers the same brokerage rate to a person as the other company, they would not be interested in the prospect. Sure, there can be lucky breaks when the person being called doesn’t have a stock portfolio and wants to get involved, but that’s not the best way to go ahead, is it?

The moment a customer sees an offer that is of value to them, the call can then be taken to the next level. If not, there’s not enough eloquent language in the world that can get them to stay. Another important B2B telemarketing principle to be kept in mind is that one must introduce the company and the offer before the call commences. This might seem a bit absurd, and can work wonders if one has an email database of potential customers as well. For instance, if the person knows that somebody from XYZ company will call to talk about vacuum cleaners, they are sure to be more receptive to the call, or reject it outright. Either way, the element of surprise that puts people off during B2B telemarketing calls would be non-existent.

These are just some of the means through which one can get better results via B2B telemarketing. It’s a veritable treasure trove of prospects out there, and one can definitely achieve the objective if they follow some basic guidelines.

For organizations across the world, B2B appointment setting has been nothing short of a fantastic way of getting more business. It would not be presumptuous to say that it is one of the lifelines of modern day sales teams. Thanks to technology, the customer’s tastes can today be easily predicted, which means that one just needs a contact number to get things started. However, there are many ways to recognize whether the call is going one way or the other. And if one is careful in looking out for these, they can easily get their way around things and achieve the desired target without any problems whatsoever.

Essentially, there are signs and there are red flags through which one can know which direction to pursue to know whether the person is genuinely interested, and if so, what to do next to swing things in their favor. The first thing to ensure one spots such signs is to obviously listen carefully and pick the signs of interest, like when the person starts asking relevant questions. However, just like there are trailers to a movie, or a teaser campaign being run before a product launch, one must not give all the answers away. Now this is a tricky proposition, because one can’t be too secretive about what how the company or its offerings can help the prospect, nor talk about everything so that meeting in person is obviated. So, B2B appointment setting needs a delicate balance of revealing and concealing information.

In fact, all that is needed is to give prospects just a peek of what they can expect. The rest, as they say, is a sales meeting! Next up, one must ask as many questions that are important for getting to know the prospect more, as possible. This is simply because everybody looks forward to customized solutions for their needs, so it’s necessary that all the vital information about the prospect is at hand. And when the time comes for the actual meeting, the proposition is made as lucrative as possible. And lastly, one must never delay the process of B2B appointment setting. The rule of thumb is to schedule a meeting within three days of the call being made. That is, of course, if the person shows interest. But any further delays can lead to the prospect losing interest and the lead going cold.

B2B lead generation is one of the most important processes for any kind of organization across the world. However, the biggest mistake ever committed by firms once they get leads is to think the job’s done. The fact of the matter is, just because one has conversed with the prospect online (exchanged mails, got the lead through a banner campaign) or offline (telemarketing) doesn’t mean it’s not necessary to talk to them in person. That’s exactly what one needs to close the deal, or take it to the next level in the sales cycle.

The perception of just using correspondence to qualify sales deals is one of the primary reasons of leads slipping out of the sales funnel. People are of the opinion that the means don’t really matter as long as the conversation is going on. However, personal interaction via phone or by meeting in person is a great way to establish trust and get to know the other person is for real, so to speak. The prospect may have just filled a form online or shown interest via mail. It’s one thing to see a person interested in the proposition, closing the deal for real, totally another.

When it comes down to the bottom line in B2B lead generation, one would be talking about much more than just filling out a form. Sure, the other person has a hint of the services or products being offered, and would be likely to spend. But there are many more aspects like making proposals, budgets to be taken into consideration, etc. All this means that the leads need to be really qualified to take things to the next level.

Another point of consideration is that one needs to be clear on what the prospect is up to. There’s nothing more misleading than mixed signals. One can’t hope to get anywhere just by waiting for the client’s responses all the time. It’s important to follow-up and show the other person that you mean business. Having the prospect’s ‘word’ is another misleading characteristic of an incomplete B2B lead generation conversation, particularly in an email format, since anybody can write it. So, one needs to physically talk to the other person to know they mean what they say. And lastly, one needs to ensure that neither the service provider nor the prospect too much time thinking. This usually results in the B2B lead generation efforts going to a waste, and one needs to action things out sooner instead of later.

For many, B2B appointment setting is nothing more than a marketing process. Something that just needs to be done to get to the next level.A means to an end, so to speak.However, the fact of the matter is that it’s much more than that. One may even think of it as the stepping stone to achieving targets and taking business to the next level. However, it can also be used quite well to differentiate people who are genuinely interested in the brand offering and those who are just wandering about.

If one were to take reference of the role of B2B appointment setting, it would be that of a storyteller who is giving people the message about a priceless artifact, or a place they have never seen before, one that has nature’s bounty and unlimited gold! Not getting too carried away, one is either seen as the Ark of the Covenant or the Spear of Longinus.

Confused? Let’s elaborate a bit on this, shall we now! The Ark of the Covenant is a little box which is seen rather frequently in adventure movies and told about in stories. But if the prospect is seeing the organization like this after the conversation with a B2B appointment setting executive, there is substantial reason to believe that one is in touch with a show-off, i.e., someone who is not interested in the product or service at all. It’s really simple, isn’t it? Why would one want to own a box that does something unforeseen just for touching it! Something like this is definitely better off in the display case. And even though the efforts of the appointment setting person might be honest, there are times when one may get prospects that are interested in the brand for all the wrong reasons. One might be tempted to consider indulging the prospect in the faint hope that it might turn out worthwhile, but the sooner one lets go of a pursuit that won’t get anything, the better.

Alternately, if the prospect sees the company as the spear of Longinus (which is essentially used by the villains, but only for the purpose it’s meant to be used, and that’s what’s important), then that’s a much better lead to pursue, since the person knows how effective the brand offering is, and can make the best use of it. this also means that they will promote the product or service among their peers, multiplying the benefits of B2B appointment setting with word of mouth marketing.

The reasons why so many organizations fail at B2B lead generation is because they are still going for the tried and tested concepts of getting prospects to take a look at their offerings. It’s the new age, the digital era, and one can do so much more with social media and get qualified, strong leads for their business without having to struggle too much.

This is all the more important while doing B2B lead generation for big ticket items like cars, real estate, or items that are related to complex purchasing decisions and long sales cycle. Relationships are the most important factor in such a scenario, and one out to use social media for creating connections on a personal basis for the purpose of effective B2B lead generation. For this purpose, the right content is obviously an important part of the overall strategy. However, the fact to be taken care of is that the shared content should not be about the brand, but about the needs of its customers. For instance, if it’s a car maker, tips on safe driving, maximizing mileage, etc. can be shared, interspersed with interesting facts about existing line of cars or about an upcoming model.

With this tactic, one can benefit from online B2B lead generation and target customers who are interested in the domain in which one is operating. From then on, landing pages can certainly take care of the rest. The principle to be followed here is a ratio of 10:4:1, i.e., 10 posts to third party sites, 4 links to the company’s blog (yes, it needs to be created if it’s not there) and 1 direct link to a landing page.

Social conversations also play a vital role in this context, aiding B2B lead generation and helping in conversion rates by using social activities to improve conversion rates by prompting customers to perform actions one would want them to. Essentially, there are two ways to go about it. One of them is to get them involved in conversations that are already happening, and offering answers to their questions. The other way is to build and leverage social media connections like using positive tweets and Facebook posts as starting points, or endorsements, if you will. However, one must constantly be monitoring all activity to ensure that nothing gets out of hand, only then would using social media prove worthwhile in the truest sense.

One needs to be constantly in touch with the target market when it comes to B2B lead generation in India, which is also pretty hard in the current circumstances. With the explosion of online channels and lead generation being done via social media as well, people tend to ignore messaging as marketing noise. However, one needs to stand apart from the clutter to catch the TG’s attention and stake their claim to better sales. There are millions and millions of messages being shared across the world, which include shams and gimmicks as well. The question remains – how can one break through the clutter and din? Unlike the early days when the content was worked around the brand, the brand, these days, needs to be worked around the content.

B2B lead generation in India today, thus, is not about reaching out to the customers, but making it possible for them to reach out to you. That said, one can make a whole lot of noise about the brand offering, but if that is not reaching to audience, it’s a waste of time and resources – two very valuable assets in every sense of the word. The entire objective is to connect with the audience, and that’s why it’s important to establish a brand personality, or a human identity, for that matter. Keeping that in mind, one of the most important facts in the present times is the reality of our personal lives and work, which are coalescing into the same. Whatever is said or done in private lives has a reflection on the workplace. Hence, managers check the Facebook and LinkedIn profiles to see if they match with the company’s values and culture. Business prospects too, look at Google and Bing to check what others think of the firm they are doing business with.

B2B lead generation in India is hence, inherently dependent on social media, and if one wants to be more accepted by prospects, it’s important to nurture a positive image in front of the people one is hoping to do business with. For that, one needs to focus on three things. First, to understand that quality always comes before quantity. Even if the lead generation efforts are limited, if they are targeted well they will deliver good results. Second, underestimating the power of followers and subscribers is a big no-no. and third, one needs to consider the content and marketing message as an asset, a tool that can help swing things in their favor.

Once all this is done, B2B lead generation in India will be a lot easier.

Leads and clients are the only sustaining forces for any business, which automatically means that b2b lead generation in India is a very critical process. However, the internet today offers the ideal marketing environment for firms to get leads from prospects who visit their website. So, one can now present the business proposition on the internet with the goal to generate customer interest. One can also generate leads for expanding the scope of business by increasing sales. The leads generated will obviously comprise of names, addresses, organizations, phone numbers, email addresses, contact details, etc.

These lists are filtered from targeted databases, and the most favored tactics for b2b lead generation in India are used to get these leads converted into customers. First of all, one can create an online form that can be placed on the website or blog to collect contact information which can be followed up by an automatic responder service. Other ways to promote a business are to get a business listing on Google, Bing and Yahoo! One can also create affiliate and referral programs, post free classifieds and maintain a company blog that can be updated frequently.

Generic b2b lead generation in India is also a way to provide great value for products and services via customer support that is a notch above competition. With this, one can get leads through word of mouth referrals. Search engine optimization is another means to get the desired attention from the TG. Using press releases is yet another tactic used by firms to get the message across regarding the latest developments in the company. This basically tells the prospects and existing customers about how the firm is better than the rest, and is sure to catch quite a few eyeballs. Using a social network to interact with customers is also a very effective tactic in the present times, since it shows customers how a brand is very responsive.

Attraction marketing is another unique proposition for marketers, and entails offering free consultation services to the TG with the intention of capturing contact information. Since all the people who would be attending the sessions would be relevant, it makes sense to invest a small amount for long term gains. One can also be active on forums to answer questions and get noticed by the TG. And then there’s direct marketing, which means hosting an event or having a product launch to get in touch with the TG.

In the end, it’s all about generating the right leads, and by implementing these b2b lead generation techniques, one can certainly achieve the desired objective.

Having a LinkedIn profile has become a benchmark of sorts for all kinds of businesses, simply because it helps in B2B lead generation in India in ways one could have never thought possible. However, there are some tactics that need to be implemented to make this possible. To begin with, one must have a company profile that is optimized in the best possible manner. Space is like real estate on the page, and one needs to include elements like the company logo and a custom banner. It’s also important to list specialties of the company, attach company groups (if they exist) and write a description of what all the company offers to its clients.

Adding follow buttons on one’s website and blog also does wonders for B2B lead generation in India. The easiest way to get people to follow is to get the LinkedIn widget and add it to the website and blog, which allows visitors to know that one has a LinkedIn page as well. If a firm has a website developer, there’s also the scope of creating a custom follow button and hyperlink. Next up, a company’s staff is its biggest asset, and can help in promotions. The first way to ensure it is to make it compulsory for all employees to have a follow button in their signature. Depending on the volume of emails that are sent, a substantial number of followers can be gathered. Also, one must encourage a culture wherein employees have the chance to create their own personal brand, simultaneously promoting the company’s brand as well. The LinkedIn profiles must be updated and free of any errors. This way, the company can project a professional image in front of clients and prospects.

Status updates are another way to constantly stay in the limelight. Here, the 80-20 rule works wonders. One must ensure that 80% of the posts have information relevant to the TG’s needs, and the remaining 20% can talk about services offered by the firm that can help the TG get closer to their objectives. The concept of building a content calendar is perfect for B2B lead generation in India, and helps in growth for the company as well as its clients. And lastly, LinkedIn must be integrated in the overall social media strategy, since it’s almost certain to get better results than the rest. Hence, paying proper attention to this channel is the perfect way of getting the job done faster.

The whole point if inside sales outsourcing in India is to ensure that companies that don’t have the expertise to close sales over the phone get the right kind of manpower to help them get closer to their business targets. However, there are quite a few hindrances when such a process is being put into place. The first among these is to ensure that the sales process is defined. Suppose there are 20 members in the team, there would be 20 different ways to understand the brand offering, and consequently, market it to the TG.

Hence, it’s up to the client that is availing the services of the firm handling inside sales outsourcing in India to properly brief the team, that can then brainstorm among themselves regarding the best way forward. Sometimes, this most basic step ensures that all the man hours being spent are put to good use and lead to a lot more productive campaign. Secondly, once the process has been established, it’s important to take the best practices in terms of steps and convert them into, for the lack of a better word, playbook.

This playbook can encompass topics like dealing with the gatekeeper, identifying the decision maker, etc., and serve as the master file for all inside sales outsourcing campaigns in the future. It is also time to script out all parts of the practice, with special focus on things like voice mails, emails and objection handling. This equips sales representatives with the necessary intel to get the prospects interested in the brand offering. This also helps them in situations that sales reps would face almost 80% to 90% of the times. Another benefit of this process is that reps are able to qualify prospects in a better manner, hence closing the deals is also easier.

Once both sales reps as well as executives dealing with prospects are able to follow a master plan, it solves a lot of problems like inconsistent progress and ineffective methodologies. Managers can also target problem areas and design plans to improve upon them. With each step being defined and objective, it’s easier to evaluate performance as well ensure the process constantly evolves and improves. Inside sales outsourcing in India entails all this and just a bit of persistence & hard-work to make things work for practically any organization. Understandably, companies are apprehensive about outsourcing critical processes like sales. However, once these basic principles are applied, it’s smooth sailing all the way!

One needs to be constantly in touch with the target market when it comes to sales lead generation in India, which is also pretty hard in the current circumstances. With the explosion of online channels and lead generation being done via social media as well, people tend to ignore messaging as marketing noise. However, one needs to stand apart from the clutter to catch the TG’s attention and stake their claim to better sales. There are millions and millions of messages being shared across the world, which include shams and gimmicks as well. The question remains – how can one break through the clutter and din? Unlike the early days when the content was worked around the brand, the brand, these days, needs to be worked around the content.

Sales lead generation in India today, thus, is not about reaching out to the customers, but making it possible for them to reach out to you. That said, one can make a whole lot of noise about the brand offering, but if that is not reaching to audience, it’s a waste of time and resources – two very valuable assets in every sense of the word. The entire objective is to connect with the audience, and that’s why it’s important to establish a brand personality, or a human identity, for that matter. Keeping that in mind, one of the most important facts in the present times is the reality of our personal lives and work, which are coalescing into the same. Whatever is said or done in private lives has a reflection on the workplace. Hence, managers check the Facebook and LinkedIn profiles to see if they match with the company’s values and culture. Business prospects too, look at Google and Bing to check what others think of the firm they are doing business with.

Sales lead generation in India is hence, inherently dependent on social media, and if one wants to be more accepted by prospects, it’s important to nurture a positive image in front of the people one is hoping to do business with. For that, one needs to focus on three things. First, to understand that quality always comes before quantity. Even if the lead generation efforts are limited, if they are targeted well they will deliver good results. Second, underestimating the power of followers and subscribers is a big no-no. and third, one needs to consider the content and marketing message as an asset, a tool that can help swing things in their favor.

Once all this is done, sales lead generation in India will be a lot easier.