The B2B Consultative Selling Approach

The B2B Consultative Selling Approach

Peoples’ way of buying have dramatically changed over the years. In the past, buyers had to approach the seller early in the sales process in order to research information for their purchase. The buyer needed information and the seller had it. Seller had the power to influence the sale as they come back with more information for the buyer. However, this does not settle well with buyers. Things are different now. Sellers can no longer leverage information since buyers can research their product online, read product reviews, get pricing or even talk to resources regarding their experience with the product or the company service. In fact, a recent study revealed that before contacting the seller, B2b buyers are already at sixty percent to ninety percent through their purchase. With the buyers having the upper hand in the buying process, pressuring them is futile. Correspondingly, with buyers wanting to buy but does not want to be sold to gave rise to a consulting approach. This approach is  more on teaching rather than doing a sales pitch to the buyer. It’s more on listening for opportunities to help, teach and delight the buyer.

This kind of approach certainly bode well with buyers and have been effective. Here are six helpful tips to increase effectiveness on this approach:

  1. Gather information.
    Research is very important element for selling, knowing what you are selling and familiarizing with what you or your company offers in order for you to give a brief introduction to your buyer. Also, research is very necessary for the following five more tips to work.
  1. Ask the buyer.
    Being a consultative line, it is also important that you ask the buyer. Regarding what has been listed, or simply repeating what the mentioned preferred service or product that the buyer wants. Questioning acts as a very handy sales tool.
  1. Listen carefully.
    Once you ask, then you must also listen. This helps you remember what to repeat when asking the buyer and also helps the buyer feel understood and taken care of. Also focus on the points of what the buyer is saying.
  1. Teach the buyer.
    Enlighten the buyer by educating them. What the buyer wants might not necessarily what he or she needs. Avoid mentioning your product or service. You’ll be surprised where the psychological power of reciprocity leads you with this.
  1. Qualify the needs.
    Ensure that the buyer is qualified of purchasing or availing a certain product offered for closing the deal. Use criteria such as GPCT and BANT.
  1. Close the process.
    Now not because it’s about to close, you can become reckless. You can comeback with the 5 other steps to make sure that things are correct and good to go. And simply ask for the buyer if he has anything he or she wants to ask so you can make things clear on the buyers end.

6 Signs Your Email Marketing Service Provider Is Doing It Right

6 Signs Your Email Marketing Service Provider Is Doing It Right

Email marketing is far from dead. In fact, a recent survey conducted by Ascend2 revealed that using emails is the first of the top three most effective digital marketing tactics used by more than half of companies with a rating of 61%. Also, according to Hubspot, 59% of B2B marketers consider email as the most effective channel for generating revenue.

Given this, it is important to be critical when evaluating your email marketing service provider’s performance. Not just because you’d want to get your money’s worth, but also there’s so much riding on the success of your email campaigns.

  1. They can manage and clean your email list.
    A good email marketing service provider gives you the capability to segment and sent to your email list, especially to purchased ones. If they’re equipped to let you do this, your provider enables you to reach your target audience and present you with unlimited opportunities for converting your cold contacts to warm B2B leads. In addition, your email marketing service provider should also give you the tools for ridding your email list of bad data (e.g. inaccurate data, duplications, dead accounts and spam traps). Having them clean your data can help in getting a good sender reputation, which in turn, results to better email deliverability.
  1. They can protect your email data.
    A good email marketing service provider ensures the privacy and security of your email data (like being CAN-SPAM and CASL–compliant). Your provider should operate on a standards-based encryption and protection protocol to keep your emails secure from threats. These safeguards are vital in carrying out your campaigns. For instance, they keep your corporate domains and IPs from being blacklisted so that email deliverability remains unhindered throughout your campaign.
  1. They have excellent email automation capability.
    With a first-rate automation software or platform, a good email marketing service provider doesn’t just save you from the hassle of manually doing specific tasks in your email marketing workflow, but also addresses many aspects of email marketing that contributes to its success like branding consistency, customer engagement and retention, and even streamlining the sales funnel for lead nurturing.
  1. They can help you execute A/B testing.
    A good email marketing service provider makes it easier for you to do A/B split testing. A/B testing is a smart way to assess the effectiveness of certain variables found in your email content (CTA, subject lines, images, etc.) in optimizing opens or clicks. That’s why, A/B testing is an indispensable tool to use when determining what needs to be changed in your email content.
  1. They have reporting tools that provide real-time data and analytics.
    A good email marketing service provider has reporting tools that let you track the performance of your email campaigns. These tools extract and present real-time data and analytics such as the number of emails sent, notifications read, emails read, documents downloaded, documents viewed and email replies. These metrics help you gain insights on your customers’ preferences and ultimately, maintain the right kind of engagement with them.
  1. They have dedicated technical support.
    A good email marketing service provider offers a hassle-free, round-the-clock technical support. You don’t want to find yourself in a situation wherein you’re facing an infuriating email issue without prompt assistance from your service provider–or worse, simply being passed around from rep to rep before reaching the actual technical resource.

Now you know the six signs to look for in a good email marketing service provider! First, they can handle and clean your email list well. Second, they secure your email data. Third, they let you access cutting-edge email automation software. Fourth, they are committed to helping you do A/B testing. Fifth, they have reporting tools for real-time data and analytics and sixth, they have an established, ever-ready technical support. Settling for anything less is like going for a mediocre-level email marketing campaign right from the outset.

How to Know When It’s Time to Purchase a Targeted Email List

How to Know When It’s Time to Purchase a Targeted Email List

Notwithstanding the fact that purchasing a targeted email list can be a good way to promptly grow your contact database, most marketers are still reluctant to do so (well, who wouldn’t with all the bad rep that purchased contact lists have been getting these days?).

Let’s scratch that! Purchased contact lists work just fine! You just have to really know how to use them in your campaigns. Properly managed, they can give you endless possibilities for acquiring good, warm leads. But before you get too excited, you need to find out first whether now is the right time to make the purchase. Here are three factors that will help you decide on that.

When your email list is not sufficient to generate leads

Let’s face it. The only way you’re going to acquire more leads is to reach more prospects and in order to reach more prospects, you need to obtain more contacts. Having a meager record count in your email list will get you nowhere near “more leads”. Purchasing an email list is a fast way to fill the funnel and allows you to proactively expand your reach to your target audience.

When your inbound marketing endeavors take too much time

No one’s going to argue against this. Inbound marketing is a proven and tested approach. However, it’s also undeniable that it can take quite some time (especially if you’re a start-up) before it picks up traction. Time is gold. Lead generation per se is a time-consuming process so you might want to give it a push by purchasing a targeted email list.

When your existing email list is more of a liability than an asset

Even a consent-based email list doesn’t guarantee hassle-free email delivery. Ever experienced a high bounce rate? How about a low response rate, or an overwhelming number of spam complaints? Chances are, your emails aren’t landing where they are supposed to and that dirty data are swarming your email lists! This kind of data is bad for your email marketing campaign! It can potentially damage your sender score and reputation with email providers and consequently hinders email deliverability. In this case (and especially if you aren’t also equipped to do data hygiene checks), you can seek help from a reputable database solutions provider. They do the job for you. Plus, some of them even offer targeted email lists you can readily purchase (professionally vetted by database specialists!).

Now you know whether you need to go out and buy a list. When you’re suffering from a lack of leads due to an inadequate email list, when your inbound marketing efforts take too long to get results, and when your email list becomes more of a burden than a benefit, it’s time to make a move! Purchase your targeted email list now! Engage and nurture every single contact on a bought email list and keep moving toward your lead generation goals!

Run These 6 Data Hygiene Checks On Your B2B Email Lists Before Your Next Campaign

Run These 6 Data Hygiene Checks On Your B2B Email Lists Before Your Next Campaign

Whether it’s B2C or B2B, email marketing has always been an excellent approach to nurture prospects, convert sales-ready leads, and solicit repeat and referral business. However, in order to be effective, your contact list requires a solid foundation. And whether you’re employing bought or home-grown data, doing hygiene checks on your email lists is crucial to boosting your ROI.

So what does it mean to run a data hygiene check on your B2B email lists?

Your contact database is brimming with data and insights into your potential clientele. However, if that data contains errors and inaccuracies, your sales and marketing initiatives are going to bear the brunt of the nasty side effects of having bad data on your list. Routinely running data hygiene checks guarantees that every piece of information in your contact database is as reliable and actionable as possible. Having meticulously-maintained and robust data is critical for running targeted and effective email marketing campaigns.

The following are the common types of dirty data that might be lurking in your B2B email lists.

  • Inaccurate data – These are those records that have typographical errors.
  • Duplications — These are separate records belonging to the same contact.
  • Dead accounts — These are those email addresses that were once actively used by their owners but have now become inactive.
  • Spam traps – These are those email addresses that are in circulation to help single out spammers who add addresses to their email lists without consent. They often find their way into authentic email lists.

To remove these kinds of data from your B2B email lists, you need to run these six crucial steps in maintaining good data hygiene:

  1. Data Scrubbing – This refers to finding and handling data entry and basic parsing errors.
  2. De-duplication and Records Matching – This refers to detecting and removing duplicate records as well as combining records incorrectly classified as separate.
  3. Recovering/Appending Missing Data & Values – This refers to managing records with incomplete data by using an intelligent algorithm.
  4. Data Migration & Merging – This refers to migrating or integrating a marketing database into another format or storage.
  5. Standardization & Normalization – This refers to checking the consistency and comparability of various pieces of data in the database.
  6. Data Verification – This refers to validating and verifying information on the database through phone, email, and online research.

Know that dirty data is something that you can absolutely do without. They can give you a bad rep by damaging your sender score and it could get a lot worst with your IP getting blocked or being blacklisted by your email provider. That’s why doing data hygiene checks routinely should be a part of your campaign process. It’s a good push toward reducing bounce rates and improving email deliverability and conversion rates.

3 Reasons Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

When handled correctly, you can take advantage of purchased contact lists to its full potential. That is why savvy B2B marketers include purchased contact lists in their must-haves especially when running email marketing campaigns. Here are three reasons why they just love to do so.

  1. It lets you kick-start your email campaign right away.
    Inbound marketing has its share of boon and bane. Sure. It’s a potent marketing technique that you should have. However, you can’t deny the fact that it takes a considerable amount of time. Time is precious so why be solely dependent on a strategy that eats it up? Fortunately, getting hold of purchased contact lists eradicates this as it gives you the upper hand in your lead generation.
  1. It fills your sales funnel right there and then and expands your contact database overnight.
    When you depend on inbound approaches alone, Your marketing team isn’t the only one that will bear the brunt. It can become an obstacle for your business growth as numbers tank and sales become sluggish. If that’s not a nightmare scenario for you, I don’t know what is. But if push comes to shove and you opt to send emails using purchased contact lists, filling up that funnel is easily within your reach. In other words, with a bought contact list, you can expedite sales-ready leads for conversion.
    Aside from virtually letting you expand your database overnight, using purchased contact lists in your email marketing basically opens up new horizons for you and put you in front of boundless business opportunities. So whenever you need a push in your lead generation efforts, don’t hesitate to make a purchase!
  1. You can use it to convert cold contact into warm leads.
    Some of you might be thinking that emailing to purchased contact lists is a little risky since the contacts haven’t opted in. But of course! They haven’t opted. Yet! Using these contact lists in your B2B email marketing enables you to convert cold contacts to warm, consent-based leads. You can, therefore, make these leads part of your sales and marketing campaigns. After this, it’ll be all about employing lead nurturing strategies and conversion.

In the right hands, purchased contact lists are great tools for building and growing the sales pipeline. That’s why savvy marketers use bought email lists because: it frees up their time to focus on more important things; it lets them fill up their funnel with ready-to-contact prospects practically overnight; and finally, it allows them to nurture and convert the right kind of leads. So, go find a B2B contact list provider that gives you more bang for your buck. Look for a vendor that manually verifies each list record, so that your email campaigns get better deliverability, response, and conversions.

Sending To Your Bought B2B Contact List Like A Boss


Sending To Your Bought B2B Contact List Like A Boss

Developing your B2B contact database in a short amount of time or even overnight isn’t so impossible! How? You can’t go wrong in buying a B2B contact list!

However, some  business owners are reluctant to use bought data. They view sending to a contact list as risky. But that should not be the matter in question. It’s how to send to a bought contact list securely. Some of those horror stories you have heard about using bought contact list in B2B marketing might have been true but what you don’t know is that some of those marketers who recounted those stories actually doesn’t know how to manage their bought contact list.

So really? How do you send to a B2B contact list securely?

The first thing you need to be aware of when sending to a bought contact list is that you shouldn’t opt for a customary ESP or marketing automation software for the gun start. They’re not cut out to deal with the information and you may wind up with your account suspended.

Bought contact list calls for a special software devoted to outbound email lead generation. It’s particularly fashioned to send to bought contact lists and converting cold contacts into warm, opted-in leads. With a good software settled, you’re good to go with a bought B2B contact list.

But of course, you’ll also want to have a look on your B2B contact list’s cleanliness too. Indeed, even the best bunch of contact lists can have a couple of rotten ones mixed. By cleansing your data and employing hygiene checks, you can get rid of duplicates, errors and possible spam traps, guaranteeing an utmost deliverability. This is critical in keeping up your sender score.

Once your B2B contact is prepared, you’ll need to campaign for the opt in. How can you send to a bought contact list and get consent for further email nurturing?

More or less, you have to connect with an important offer. Customize your email, keep it brief and straightforward, yet conversational. Address a pain point and present a practical solution and an obvious call-to-action. This will motivate click-throughs.

Also, ensure that your landing page is coherent with your offer. Do not lure them and switch! If you promised a demo, present. This and an accompanying opt-in form that catches significant data and enables you to obtain more understanding into your new lead. It’s a win-win for everybody!

When you have the opt-in, you can include the new lead to your consent-based nurturing efforts. Or,in the event that they’re scorching hot and sales ready, you can simplify the procedure and pass them to sales!

B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having a product and/or service already does the work of getting that B2B prospects in front of you? Sorry for bursting your bubble but no. It was and will never be that simple.

Being a trailblazer in your field doesn’t guarantee an easy sell. In most cases, people will not just come up to you and say “I want to buy your product and/or service” or “I want us to do business”. You see, it takes prospects to make sales! You’re nowhere close to getting that business deal without B2B prospects. So time to raid that contact lists and begin calling!

Why do I need to call?

It’s a fact that you’re calling for yourself. Of course! You want a sale. Nevertheless, merely speaking up to people on the phone wouldn’t get you a sale. When you pick up the phone and dial a contact what you should aim is setting appointments! Why? Since you’re still in the prospecting phase of your campaign! At best, appointments equal prospects, and prospects can turn into sales.

How about sending emails instead?

It doesn’t really matter whether it’s over the phone or electronic mail as long as you’re able to set appointments with your target people. Appointments are the real deal since it puts you in the hot seat. It’s what brings you the “audience” you require in order to present your products and services. Just keep in mind that if you’re considering to exploit email as your prospecting tool, do not do email marketing in the manner that you’re doing cold calling.

As already said, forget about the sales you want if you wouldn’t even do prospecting. You should have an “audience” and it’s necessary to get your point across them. If they’re smitten, then you can now guide them through the sales cycle and if everything goes well, you’ll get sale as the end result.

So hit the phone and shoot your email. Start prospecting now if you want to get the best out of your sales leads database!

Sales Leads Qualifying Questions and Attributes

Sales Leads Qualifying Questions and Attributes

Provided that a qualified lead generation in a B2B marketing-for-leads program is to flourish, marketing, sales and corporate management should part an integrated definition of qualified sales leads. This is because the marketing team will have a better shot in producing leads that will be significant to the sales representatives if every one of them concedes from the beginning on what a qualified sales lead is.

It’s imperative to check the qualified leads definition, in writing, with the mentioned bunch. This definition is diverse for each organization, so it’s an absolute to do some work to determine the description of qualified sales leads at your organization. Take for instance, determining a qualified sales lead include asking these general questions;

  • Does the prospect have a need or an application for your product or service?
  • What is the prospect’s role in the decision-making process?
  • What is the prospect’s timing for purchase or implementation?
  • What is the status of the prospect’s budget?
  • What is the size of the opportunity?

Though, additionally detailed criteria may be needed in other organizations. This begins with a company contact, who affirms to a business issue, either latently or openly, that could be tackled by a product and/or service you are offering.

Further to having a business issue that your products or services can resolve, very qualified sales leads should meet particular conditions:

  • They should have an organized project in play. This is evident if a team has already been selected to take care of the issue or, for a small business, if the inquirer’s boss requested that him or her to seek a solution or make a suggestion.
  • They already have or trust that they provide the cash to purchase a solution for the issue. Or, is in the course of forming a financial plan.
  • They intend to buy within a sensible span of time.
  • They have the ability to get you before the suitable, final decision maker(s) when the time is correct.

With marketing, sales and management, being on the same page about qualified sales leads, everybody can pull it together in targeting and maintaining the most potent leads. Therefore, increasing sales and revenue as the outcome.

Sales Leads Fallacies You Should Be Aware Of

Sales Leads Fallacies You Should Be Aware Of

We are already in the third quarter of the year and lean months are fast approaching. Looking for sales leads during these times are rather a ride in the struggle bus. Business owners are setting up their operation, instead of their marketing scheme, for the holiday season. Consumers are likewise bustling to get ready for the consecutive holidays and celebrations. Furthermore, winter break decline the capacity of businesses to do collaboration with other clients because of the costs brought about by winter’s arrival.

This is indeed a headache for marketers. B2B lead generation are utilizing their way up to discovering potential clients. Considering this, these marketers might unknowingly latch on sales leads fallacies. To avoid this, here are three of the most common fallacies about sales leads.

“Inquiries are sales leads.”

Some marketers often tag positive inquiries or just inquiries as leads. The underlying circumstance of a prospect making a step in the interest toward a service assuming that they’re merely inquiring, however, not yet interested in purchasing. Positive email responses can be strengthened with pertinent message like information campaign and not sales targeted campaign. Being forceful is great, but it’s not necessarily applicable at all times.

“There are a lot of sales leads in data mining.”

It is said that covering the required industry through data mining will build up the possibility of coming across positive leads. But that’s not always the case. Positive leads can be generated in many ways. There are a ton of variables surrounding the capture of the qualities of a positive lead.

“Sales leads are determinant of sales revenue.”

Another confusion for business marketers is that sales leads can produce the ROI in a business. The reason for this is associated with the idea of sales leads being the focal point of sales avenue while in reality, it’s only a face, an exterior of the substantial structure of the business operation.

Checking on how we perceive our sales leads can deliver us ideas on the best way to handle them. Sales interaction is expected to additionally help the consolidation of sales and marketing design.

Techniques in Pumping Your Lead Generation with the Information Fuel

Techniques in Pumping Your Lead Generation with the Information Fuel

Online information continues to expand in its seemingly infinite glory. The volume of information that the web stores can be equaled to the number of stars found in the Milky Way Galaxy. These information may or may not be of any value added so. These information holds essential information about practically everything. To locate a particular information resembles searching for a needle in barn brimming with sheaf, but stress no more since we will be presenting to you techniques in drawing those information along the way in the lead generation procedure.

  • Datamine – Mining data is done through online researching. When you mine data, you, read it from a resource, copy it and then keep it in database. Initially, you should set what data you’ll be needing because you don’t need an exhaustive detail. Usually, you only need the name of the business, it’s owner’s name, title, and contact information (e.g. email address, phone number, etc.). Easy breezy.
  • LinkedIn – The social networking site for business people. So it’s kind of like a default to be here. Create an account and start your journey to reach other people and send a message to those individual you can do business with.
  • Data Referrals – Bet you haven’t surf the web without reading that “Watch free videos here” or “Visit us at”. Data referral may be often referred to as a nuisance but it’s a standout amongst the most trafficked data in the web.
  • Lead Sites – Sign up in leads site and once you did, you would now be able to copy what they have in yours. Though, you need to make a point to validate the data you are gathering.

Information has never been this simple to obtain. It’s just within your reach. So use it well and plan how you will harness it for your business advancement.