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.

B2B Email Marketing: Preventable Mistakes in Conversion

B2B Email Marketing: Preventable Mistakes in Conversion

Utilizing email and automation methodologies to drive clients in carrying out their vital move with business’ customers will occur in the stage of conversion. Up-selling an item or including a first purchase is excellent for e-commerce, appointment setting for service company and referral system for software company. These methods are only few of the best practices in the procedure of conversion, nevertheless, mistakes in doing such still transpires. Fortunately, these mistakes can be evaded if recognized immediately. Here are few of preventable mistakes in B2B email marketing conversions.

Static, not tested contact forms and sales page.

Neglecting those static contact forms is common in piling up prospects for conversion. Numerous marketers will never consider changing their contact forms every week especially if conversions are running all too well. This mistake is preventable during calibration of email contact forms. Moreover, in sales page, aligning the content are done a couple of times however not as regularly. Enhancing static contact forms and sales page do not need great effort.

Lack of second attempt in sales or appointment.

It has been said that once they say no, they will generally be saying no. Well, how about scratching that part? This is conversion we are dealing with. What’s more is that we are talking about qualified leads. A large portion of initially sent mail requests with zero turnout do not have any follow up or retention strategies done. In conversion, the second attempt is considered the second line of defense in marketing and retreating is the last choice taken.

Ineffective short campaigns.

Converting minor portion of all the qualified leads is a flank down, particularly converting these leads in a given single channel. Conversion needs a steady yet viable sales campaign to guarantee a client’s motivation. This is not a one night procedure but rather an objective-focused marathon.

Elements of a Successful Lead Generation Strategy

Elements of a Successful Lead Generation Strategy

Progress in the B2B enterprise requires a potent lead generation methodology. In any case, you additionally need to turn those leads into avid clients. So let’s take a look at this lead generation elements that when fused and optimized, can bring forth a strategy that will not only generate leads but also drive them further the sales funnel and ultimately convert.

  • Lead Capture
    Lead capture forms are intended to round up relevant data in as few clicks at most. They can be employed as CTAs or displayed as pop ups just as prospects click that ‘x’ to leave your pages. Obviously, the most ideal approach to get that opt-in is to present an offer they cannot just say “No.” to!
  • Lead Magnets
    Prospects wouldn’t fret sharing information when they’re getting something important consequently. So what can you possibly present them? Content. One that draws them in and something they just can’t come across anywhere else. Hence, a lead magnet. This can be in the form of online newsletters, e-book, white paper, case study, webinar or demo.
  • Landing Page Conversion
    Regardless of whether your leads are getting through your website, clicking your ads or contacting you by means of email or social media, you’re landing page is where the game begins. Make a particular landing page for each lead generation campaign. This makes a consistent experience and allows you to keep track on campaign outcomes. To guarantee conversion, maintain on branding your landing pages. Utilize one CTA and make it brief and straightforward.
  • Lead Targeting
    Not everybody who goes  your direction will be an immaculate fit for your products or services. As opposed to sitting around idly on deadlock leads, concentrate your lead generation efforts on individuals who have an honest to goodness enthusiasm for your products or services. Focus on your lead generation by utilizing buyer personas in view of the information you’ve gathered through lead capture forms, website analytics and email and social media campaigns. Moreover, regard demographics, work duties, interests and pain focuses.
  • Lead Scoring
    Lead scoring enables you to rank and organize leads in line with their engagements activities with your lead generation campaigns, website and content. Fundamentally, you allocate points to a particular activity. Leads that gain points rapidly may be prepared to ride the fast track to sales, while the rest needs more nurturing.
  • Lead Nurturing
    Not all leads are going to be prepared for the sales. Truth be told, leads will be distributed all throughout the channel in view of their respective position in the purchasing cycle. This incorporates cold contacts, warm leads and existing clients. To guarantee leads proceed consistently towards conversion, maintain compelling them with up-to-date, significant content. In case you’re presenting them value, delivering them the appropriate message at the appropriate time, will put you on their radar for the prospective sale.

B2B Social Media Marketing: Reminders When Joining Niche-Specific Online Communities

 

B2B Social Media Marketing: Reminders When Joining Niche-Specific Online Communities

Social media is dominated by a few names overwhelmingly that numerous marketers likely ignore smaller sites that serve a particular niche or sector. In any case, B2B marketing practitioners who vigorously partake in niche-specific online communities are finding that these lesser-known channels are superb sites to discover leads. Beside generating new leads, B2B marketers are receiving the rewards of a quality feedback and level of information sharing in these communities.

This post presents you a couple of pointers to guide you to be exceptionally efficient  in utilizing niche-specific online communities as a feature of your B2B marketing toolbox. In any case, let’s take a look on some of the of the benefits you’re inclined to  get from joining in these online platforms.

While cynics of niche-specific online communities want to work inside the limits of the major social networking sites, promoters of these smaller platforms are taking advantage of more focused audiences. Aside from increasing their B2B leads database, the latter group of markets additionally utilizes niche-specific communities as a low-cost source of information, brand acknowledgment media, client service expansion, and market research facilities.

To help you experience the full advantage of niche-specific online communities, be reminded and employ these things in your own campaigns:

  • Study the community first.
    After finding a community to engage in, you have to thoroughly study and observe that particular network before joining. Check if the community is active and is handled accordingly. Get to know the members and subgroups. Find out what they’re already talking about and search for questions or discussions that you can start from.
  • Be a true expert.
    When joining a community, the last thing you want is to be branded as a spammer. That’s why you should show your expertise by addressing issues that your target prospects are tackling and which you can also intelligently talk about. Always think about what value you can bring to the table first before you think about building your B2B leads database or promoting your brand.
  • Focus on fans, not followers.5
    While the number of followers gives you some kind of yardstick for the amount of fresh leads you can produce or the potential size of your branding audience in that community, those people who truly interact and respond matter even more. For example, the number of followers who are very active in commenting or responding to your blog posts is more important than how many blog followers you have.
  • Show your personality.
    Aside from your expertise, the people in the niche-specific community you’re in will likely look for the unique character that is projected in your content. You should find your voice and stick to it. This builds identity which in turn establishes trust.
  • Invest quality time.
    You should go beyond the idea that online communities are merely sites for B2B leads to hang out in. Joining in communities take time and effort. Building B2B leads database, brand recognition, and market research/study may take a while to accomplish through online communities. That’s why you have to deal with the time element in selecting to use sector-specific online communities in your campaign.

Similarly as with any other B2B marketing channel, taking an interest in niche-specific online communities will oblige you to convey value and exhibit skill before you can hope to acquire new leads. Value and skill are the motivations you offer your co-members in engaging in with you.

Sending HTML Newsletters  to Executives? Here Are 3 Things You Should Be Reminded Of

Sending HTML Newsletters  to Executives? Here Are 3 Things You Should Be Reminded Of

Experiencing difficulty with your HTML newsletter project? Getting baffling outcomes from your executive list? Ideas not taking off? In case you responded “yes” to any of these questions, then you’re not the only one. Making and sending newsletters to executives can be demanding for most. The succeeding reminders will help you get to your HTML newsletter, all the more, get your message across your readers.

First, maintain a harmony between picture and content. HTML newsletter permits you to incorporate detailed designs and illustrations into your messages. In any case, this doesn’t give you the indulgence to exaggerate. It’s a great practice to incorporate a few pictures in the newsletter, yet these need to stay inside the context. Graphics can boost the visual interest of your newsletter. Be that as it may, their usage ought to be constrained. You risk losing the pith of your newsletter if you depend on design excessively. Some email platforms may not show your pictures appropriately, or worse not display them at all. So restrain from including essential messages or information as pictures.

Second, have a plain-content form of your HTML newsletter. Again, with some email platforms not supporting all of the HTML features in your newsletter, it may be reasonable to send a text-only version newsletter. In spite the fact that you may think this takes away the visual quality from your newsletter, it has the upside of ensuring delivery. Utilizing a text-only version additionally makes your newsletter more receptive to inboxes, giving it a lesser chance of being sorted as junk mail by recipients in your executive list. There are email marketing platforms that is configured to automatically decide whether to send an HTML or a plain-text version of your newsletter to a particular contact according to the platform he or she uses. You may need to discuss your contact database provider for more on this feature.

Lastly, always incorporate the option to unsubscribe. Ensuring that your recipients have the alternative to suspend their subscription to your newsletter is a big plus factor for your campaign. This shows how much thought you give to your subscribers and permits you to keep up goodwill among your contacts. Likewise, contingent upon the location, you might be lawfully obliged to give an unsubscribe option to specific contacts in a list. Providing your recipients this option can assist you in determining uninterested prospects.

Indeed. Email has made marketing more convenient and effective yet we need to concede that it has brought new difficulties as well. Regardless, by taking a couple of simple strides, we can get around these obstacles and extend your message to where it is due.

B2B Lead Generation 2016 Status Quo for the 2017 KickStart

B2B Lead Generation 2016 Status Quo for the 2017 KickStart

An effective lead generation technique will have your sales pipeline streamlining with quality leads that can eventually convert. Correspondingly, in planning for that trump card of a technique, you need the latest marketing trends, technologies and data in order to know where you can adjust your lead generation efforts and gain satisfactory results. So here’s some significant statistics we’d gather and like to share.

  • 74% of marketers say converting leads is their top priority. (HubSpot)
  • 57% of B2B organisations identify that converting qualified leads into paying customers is a top funnel priority. (Marketing Sherpa)
  • 17% of marketers spend over 15 hours a week on lead generation. (Marketing Charts)
  • Outbound leads cost 39% more than inbound leads. (HubSpot)
  • Between 28% and 35% percent of B2B leads come from marketing, while 45% to 52% on average are generated by sales teams. (Direct Marketing)
  • Verifying business leads before passing it to the sales team is conducted by only 56% of B2B companies. (PureB2B)
  • With 61% of B2B marketers immediately forwarding leads to sales, qualified leads only amount to 27%. (PureB2B)
  • Sales reps ignore 50% of marketing leads. (B2B Lead)
  • The three most common lead generation strategies are email, event and content marketing. (DM News)
  • Live events (conferences, trade shows and forums) remain the top lead generation source for B2B marketers. (MediaPost)
  • When it comes to content and what drives the call to action, whitepaper and eBook downloads are the top producers of leads, according to 59% of respondents. Other tools are contact forms at 39%, webinars at 37%, and free trials at 35%. (MediaPost)
  • 59% of B2B marketers say SEO has the biggest impact on their lead generation goals. (Marketing Charts)
  • More than two thirds of companies report struggling with lead generation. (Lattice Engines)
  • 51% of local businesses surveyed said that lead generation is a challenge.(ReachLocal)
  • 65% of marketers say generating traffic and leads is their top challenge. (HubSpot)
  • Most marketers are not satisfied with the effectiveness of their lead-generation programs. 80% report their efforts are only “slightly” or “somewhat” effective, and only 16% rate their efforts as “very” or “extremely” effective. 4% say their lead-generation programs as not effective at all. (MediaPost)
  • Only 5-10% of qualified leads successfully convert for marketers. (B2B Technology Marketing Community)
  • Only 17% of marketers say outbound practices provide the highest quality leads for sales. (HubSpot)
  • Only 19% of CMOs identify that improving database hygiene as a top strategic priority for lead generation activity. (Marketing Sherpa)
  • 68% of B2B companies will use landing pages to nurture new sales leads for future conversion. (Marketing Sherpa)
  • Companies that excel at lead nurturing generate 50% more sales leads at 33% lower cost. (Forrester)
  • Email nurtured leads make 47% larger purchases than non-nurtured leads. (Annuitas)
  • A CRM system is believed by 84% of companies to be beneficial in determining the quality of leads. (Demand Metric Research Corporation)
  • Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. (Annuitas)
  • Outsourcing lead generation is thought to be 43% more efficient than in-house due to expertise and experience. (Fearless Competitor)
  • The top three responsibilities (in order of importance) of B2B marketers are brand and positioning, lead generation, and brand communications followed. However, B2B marketers expect that two years from now the top three will be understanding buyers, marketing technology tools, and market / competitor analysis (lead gen drops to #5 on the list). (eMarketer)

Imperative Maitenance in Data-Driven B2B Marketing

Imperative Maintenance in Data-Driven B2B MarketingAs effortless as it may sound when said, maintaining data is not actually something that you can just breeze through. Even key employees, in many instances, acclimate to the gaps brought about by terrible data and the matter in question gets to distinctly escape the B2B marketing leaders. Taken cover behind those bounces and unsubscribes, is a hollow, brimming with wasted cash carelessly spent on B2B marketing of poor database.

A Data Hygiene and Enrichment Report conducted on 2015 gave way to the formulation of a five stage preparation as suggestion to enhancing contact database to boost client’s experience — and eventually, a B2B marketing’s potency. They are as follows; (1) Evaluate the current state of your database; (2) Build a data governance plan; (3) Formulate a data standardization strategy; (4) Identify channels for appending data and (5) Assess the tools at your disposal.

Creating a game plan for administrating and standardizing data are vital elements for a data driven B2B marketing. However, it is the initial step that is the most decisive: assessing the status quo of your database.

Correspondingly, this is the part where data check tools turns out to be very crucial: at the absolute starting point of the procedure. Coupled with a verification service to refresh obsolete records, dispose flawed data, and reaching out to past leads, you will take out a hefty portion of the email deliverability problems that always confront a large number of marketers.

Utilizing data to test theories and make choices has always been a much better solution for creating B2B marketing strategies than relying on instincts. However, it follows that if you want a data driven B2B marketing to work for you, prioritizing the quality of your data is a given.  For sub par data will throw off all your subsequent data and will also bound to hurt your B2B marketing endeavors.

 

What Hot B2B Leads and Beauty Queens Have in Common

What Hot B2B Leads and Beauty Queens Have in Common

With all this hype going on for the recently concluded Miss Universe 2017, I can’t just bring myself to not write about this special event and its great, beautiful women who vied for the crown. We all know that behind those flashing lights, long, beautiful gowns, and sparkling jewels are women who hadn’t necessarily have everything handed over to them. They have toughly work their way to get to where they are now and became the cream of the crop. Just like B2B leads, who have undergone rigorous process to become hot and be the best fit to whoever needs them.

They are filtered.

Before gracing the MU stage, each woman has first graced their country’s stage. Braving the odds and outdoing other, equally hopeful, contestants to be the one to get chosen as the perfect woman to represent their country. Arguably so, attitude, brain, beauty, and body are the combo needed to be that perfect woman, to be that ‘Beauty Queen material. Similarly, those hot B2B leads were once among the millions of contacts to be explored. Not until they were pulled out and sorted out based on specifications (industry, title, revenue, etc.). These extracted contacts became prospects for other business seeking for progress opportunities through collaboration.

They are nurtured.

MU is no joke. It’s a world title and therefore can have anyone’s nerves worked up. So preparation is a default. You can even say that immense is the dedication of some of these women that pageantry has been their life. They were nurtured by undergoing trainings, acquiring necessary skills and gaining experiences in the pursuit of personal and professional growth. Likewise, B2B leads are nurtured in order for them to be kept engage and ultimately, increase their viability for conversion. Sending them targeted content, using multi-touch multi-channel to connect with them, timely follow-ups and lead scoring are some of the great strategies that nurture them to move in from cold to warm to sizzling hot.

They are ready.

Joining a prestigious contest such as MU is not just for show. These gorgeous ladies know that it comes with the responsibility of being ready to act, to inspire, to empower. That’s even more for the woman who won the title (Yes. I’m looking at you Ms. France! :D). Correspondingly, hot B2B leads are ready too. They are ready to be converted and get down to business.

B2B Lead Scoring System: Bridging the Gap Between Marketing and Sales

B2B Lead Scoring System: Bridging the Gap Between Marketing and Sales

        Arguments between the marketing and sales team often surface in any given business. Whether it’s B2C or B2B, you can’t have missed that patented complaint of the sales teams not reaching their quotas because of the poor lead quality and the usual counterargument of the marketing team that the sales did not just make a decent attempt on closing the leads. When this frequently happens to your business, you might just roll your eyes out because you’re getting used to it and settle on believing that it will eventually pass. Don’t. According to SiriusDecisions, a leading global B2B research and advisory firm, B2B organizations with tightly aligned marketing and sales achieved 24% faster revenue growth and 27% faster profit growth over a three-year period. You’re far from achieving these benefits if you continuously take this ‘seem to be trivial clash’ between marketing and sales as inevitable.

         One way to start building a good foundation for your marketing and sales team is through your B2B lead scoring system. A B2B lead scoring system allows these two to be on the same page when it comes to lead definition, quality, and quantity. Sales can communicate those leads that actually displays the intention of purchasing. With this, marketing can produce content, programs and efforts mainly focused on those groups. Furthermore, this gives them the chance to closely and constantly work together as meetings should be frequent to discuss the status quo and whether to determine if the B2B lead scores require changes and upgrades.

        When there is a strong, precise B2B lead scoring system and if this is maintained, marketing will be boosted as there will be an in-depth comprehension on what makes a quality lead. Moreover, you’ll be able to identify your top performing marketing channels, campaigns, and content and exploit them to generate hot leads. This will be followed by an increase in sales as those leads who are viable for conversion are generated and prioritized. As initially mentioned, this is only the case if there is an efficient and sustained B2B lead scoring system. Have it the other way around, and the relationship between your marketing and sales bears the brunt.

Qualifications for Lead Nurturing

Lead Nurturing is tricky when it comes to how and why we choose such leads to be nurtured. This approach in giving of extra mile to work on with un-interested people needs not to be a narrow-filtering-funnel. When it comes to nurturing a leads, one may think that it is necessary to put on so much effort but true and not all the time. But this is just one of the many facets of which we have to include along the process.  A series of reminders the cues are listed accordingly based on the data analysis we produced. Feel free to see if you notice such cues from your leads. Read more