8 Key Ingredients of a Successful Outbound Lead Generation Campaign

outbound lead generation campaignDifferent marketers swear by different recipes when cooking up outbound lead generation campaign strategies. Of course, that barely registers as news, since no two sales funnels are ever exactly alike, especially with today’s buyer-initiated paths to purchase. But while the specifics vary, the key ingredients pretty much tend to stay the same.

Today’s B2B buyers first reach out to a vendor only when they’ve already made it more than halfway (about 60% to 70% by some estimates) into the purchase process. Buyers spend a great deal of that time researching and learning about the solution on their own. When they finally talk to a vendor, they’re already close to making up their minds.

This shift in the purchase process places inbound marketing tactics (build it and they will come) as the default way to engage and nurture leads for most B2B marketers today. But, as Pardot explains, outbound channels can improve the targeting precision and accelerate results of inbound marketing initiatives. According to GetResponse, outbound helps inbound marketing with three main activities:

  • Promoting and distributing content
  • Building and cultivating relationships with your audience
  • Reengaging stalled or inactive leads

While each of these new roles requires its own set of strategies for success, outbound lead generation campaign results largely depend on being able to combine the following eight components in the right way:


1. Emails

Emails provide one key advantage no other channel can offer: personalized touches at scale. That’s why emails remain the workhorse of lead generation, with more than half of marketers saying emails deliver the highest ROI through:

  • Engaging and nurturing prospects through a mix of promotional and relational messages
  • Using email activity for lead scoring
  • Interacting with prospects at key points in the conversion funnel


2. Live Conversations

The role of outbound telemarketing, according to marketing attribution platform Bizible, now covers obtaining thorough prospect information and market intelligence. Successful outbound campaigns leverage telemarketing to uncover details (such as fit and purchase intent) directly from prospects in real-time. These insights can then be used to refine lead nurturing.


3. Social Media

Social media works well both as an inbound and outbound lead generation channel. It’s a great tool for reinforcing touch points made through other outbound platforms. Social’s outbound lead generation functions include:

  • Warming up and nurturing prospects through social selling
  • Promoting gated content through organic and paid media
  • Driving interest and awareness through forums, groups, and communities
  • Geo-targeted social search
  • Collecting market intelligence through social listening


4. Search Engine Marketing (SEM)

As we’ve seen in a previous post, B2B marketers think that SEM or PPC is a great channel at capturing and engaging top-of-funnel leads. That’s because 90% of B2B buyers begin their purchase process with an Internet search. As a result, paid search and online ads can help you direct traffic to your campaign landing page.


5. Marketing Collaterals/Materials

Your outbound lead generation campaign needs a number of content pieces and marketing collaterals to bring the message to your target audience. These typically include:

  • Email templates/copies
  • Call scripts
  • Whitepaper
  • Case studies
  • Brochures
  • Landing page


6. Campaign List

The contact list makes or breaks an outbound lead generation campaign. It determines how many prospects you’ll reach as well as whether you’ll connect with the right people. To find out if your list is up to the task, make sure you work with a clean, up-to-date, and accurate campaign database.


7. Marketing Automation

A lot of outbound lead generation activities are best carried out through marketing automation. At the bare minimum, your marketing automation platform (MAP) should enable you to:

  • Integrate the various channels used in your campaign
  • Set customized actions based on specific triggers
  • Personalize and segment prospect engagement
  • Test, tweak, and track
  • Collaborate across your team


8. Outbound Team

Whether you assign outbound lead generation to a one-person team or to an entire department, your team needs to meet the following key requirements:

  • KPIs that not only measure, but drive results
  • Incentive scheme that rewards team members for both volume and quality of leads
  • Specialized skills in each outbound lead generation campaign area
  • Alignment with overall marketing and business goals
  • Training and learning opportunities


Conclusion:  The modern outbound lead generation program consists of many moving parts. It takes the right combination of people, processes, and platforms to make the most out of outbound initiatives. At ContactDB, we provide all eight key ingredients for a successful outbound lead generation campaign—from the database, to the team that will plan and manage the entire campaign for you.

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.

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!

Give Your E-mail List TLC With These 3 Management Tips

Give Your E-mail List TLC With These 3 Management Tips

Email list is one of the food that fuels every marketing efforts (particularly email marketing campaigns) and therefore, is very important to all marketers out there. Let’s take a look at these 4 e-mail list management tips that will keep your list scoured and ultimately, prompt a healthy produce of streamlined leads into your funnel.

Keep It Clean

A clean database stems excellent email deliverability and ROI. Consider this, research shows that B2B data decays at a rate of 2.1% per month. This is an annualized rate of 22.5%. (Marketing Sherpas). So whether you utilize an organic or bought email list, get into a data cleansing arrangement to guarantee deliverability and CAN-SPAM consistence. Correspondingly, not all ESPs cater list management or cleansing services, so you’ll be needing a software a third party service provider that can do that.

Deliver the Right Message

Consider your day to day interactions. Do you make a similar discussion with your mail carrier like you do with your family? Obviously not! They’re distinctive individuals, and the profundity of their relationship to you differs definitely. Email marketing is the same. If you want to make an on-point discussion, you need to segment your list and focused your message as per well-researched buyer profiles.

Lose the Dead Weight

Drop the hard bounces. They’ll be hurting your sender reputation. The same goes with inactive contacts or opt-outs. For some reason, they’ve decided to stop engaging or plainly cut ties with you. But you can try reaching out to them for a one last push just in case you can still do something to save these contacts. Confirm if its really the end of the line. Ask them if your content is something they’d still be interested in. If there is no saving them, then move on. In this case, it also do you well as it can assure you a targeted, CAN-SPAM conforming, list.

Context- based Data Tailoring for Data Verification


Context- based Data Tailoring for Data VerificationData verification is critical in appointment setting and lead generation. This is not because it will give out the correct data about our client but that it also additionally assimilates long term data function in your database. Insignificant data are hindrance in the data verification. At times,  a single erroneous data will prompt more erroneous data, threatening your entire main frame in the database.

Data cleansing and verification roles are to provide the best possible, latest and precise data. These comprised the recently established method of adding data in the method of context-based data tailoring.

Context-based data tailoring takes after a progression of branch which is termed context dimension tree. This dimension materializes out the feasible data and how it can be possibly set to form a context. In context-based data tailoring, it actually discerns through the viability of the data to be precise and inaccurate. It assists in recognizing the prevalence of data error occurrences in the database.

This context-based data tailoring comprises of the accompanying dimension in which it takes concern in.

Holder – pertains to individual that might be the supervisor, representative, administrators, guests or even CEOs.

Interest topic – pertains to field of interests, for instance: in restaurant application, it concerns menu, reservations, table, music and so forth.

Situation – pertains to the sort of circumstance wherein in restaurant application: differences between ‘reserved’ and ‘to reserve’

Space – pertains to time and place of the data

Interface – general connection of data in a context. It releases the idea of the statement and after that devised the probable situation.

Furthermore, data-tailoring should not be the main foundation with regard to data cleansing and data verification. Distinguishing the error and providing it with the plausible precise data is the primary protocol of data tailoring. The allowance given in the maxim of data will actually aid marketers decide the sort of arrangement in data verification. Data verifying is a tough job to do. However, using the right tool wherein data is involve, one can get on whatever it is left for them to update on the data error.

Why You Shouldn’t Overlook Invalid Email Addresses

Why You Shouldn’t Overlook Invalid Email Addresses

“What would happen when a customer registers an invalid email address into the marketer’s online registration, contact form or subscription page?”

Clients were asked  about the rate of their typo errors and their replies were mostly “If it bounces back, my ESP filters it out and removes it from my list. It’s not much of a struggle.” But truth be told, it is a struggle and is far more complex. It ought to concern any know-how email marketer.

Businesses ought to monitor the emails they procure. Customer emails are generally the life of their marketing efforts. It is okay to pay for them, yet spending excessively and not getting your money’s worth is bad by any means. The real cost of faulty email addresses is far more worrying than marketers, and the business as a whole, may anticipate. Certain implications ought to be put into consideration.

First, marketing investment are wasted. Odds are, that the lead that appeared on your site did not just accidentally wandered there. That it is your marketing effort that motivated that lead to take action and provide their email address and other personal information. In the instance that the business cannot reach out and engage this lead more, then the marketing effort and money you have invested, is good as useless.

Second, prospects left hanging. When there is a typo in the registration, it is a mistake. Anybody registering their email address on the business website does it in the belief of hearing news regarding new product or service updates, an email activity alert, or a promotional offer. At the point when that expectation is not met, the confidence placed by the customer has been broken. Worse, they may not even be aware that  business’ failure to connect was the consequence of their own typo error. They would then assume that they were not valued and is being neglected. The reaction would be disappointment, separation and a customer left to ponder what perhaps had turned out badly.

Lastly, decreased ROI. While coming up short on client expectations, there is an added (grudgingly) consequence to that and that is as the efficiency of those faulty email addresses are made smaller thus will be its Return of Investment in the email campaigns. Regardless of whether the business’ goal is an increase in sales, spur social appointment or petition for donations, undeliverable emails is a bane to the ROI.


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.


The Benefits of CRM and How to Maintain Its Data Accuracy (Part 2)

You cannot use CRM to its full potential with a poorly maintained database. It will only yield disappointing, unproductive results for your business because it will hinder your marketing campaigns and sales. But you can definitely avoid this by taking action. Here are some simple practices that can assist you maintain the best CRM data possible and get the most out of it.

The Benefits of Your CRM and How to Maintain Its Data AccuracyBe selective and avoid incomplete data.

A CRM account requires you to fill in numerous fields but you can still narrow it down to few important fields such as name, address, phone number and email address (of which should be mandatorily provided by prospects or clients). Add only what you need. Make it a point to exclude unnecessary details on sight and address any missing information. In this way, there’s not much to weed out and you don’t have to go through the entire database to look for what’s missing when you do some general cleaning.

Validate the data you have gathered.

Configure data validation regulations, limitations and routines in your CRM system. Doing this will enable it to operate on a secure, accurate, convenient and valuable data.

Label and segment every data you upload.

From what source did it came from? What campaign does it belong? Whose lead it is? You probably won’t answer these questions without labeling and segmenting your data. Remember to do this when you put a record in the CRM system for easy pull out of information.

Merge Duplicated Records

When you come across duplicated records, do not erase either one of them. Instead, merge the information you found in these records under a single record. By doing this, you can ensure that no possible important information is lost.

Set security roles.

To avoid data being intentionally or unintentionally edited or deleted and losing important information, manage the security privileges of staffs who can reach or edit information in your CRM.

When you manage your CRM appropriately from the start and maintain that. A quality database isn’t so impossible.

How to Make More Sales Out of Sales Leads Database

The race in marketing is a never ending process since it sheds light on procuring and updating all possible contacts in the market. With the massive available contact, it is never easy to access their objective especially their marketing campaign. That means, you will be putting a lot of time to figure that out.

How to Make More Sales Out of Sales Leads Database

The database that generates sales leads can do this with a single click. It must also be aligned with the company’s advertised brand in the public. This database will search for the contacts that display a wholesome interest in the brand being endorsed. This will expel the time needed for daily updates of the leads so to only refresh their data. The database will offer the vital information about the needed material and sources to catch up with the audience’s interests along a given time.

Every time a lead is properly managed and nurtured, the role of the researcher will be reduced and the needed data can be focused on. The competent leads then have the benefit of connecting the company just to close deals. When a prospective leads is interested in negotiating, it can be converted into a promising customer within a very short time. In this process, the company can generate more lead on a daily basis. This can relatively increase their trades and keep up with the market.

Sales Leads Database: Accurate Expansion

The company in the long run need to expand their advertising. The internet is then a common ground for every advertising agency since it only needed a small cost to run. The thing is that, just like off site, there are many contacts along the web that must be organized neatly and the company don’t have any idea which contact truly displays attentiveness in their promoted brand. The list of emails for business ass as a classified list of contacts that can boost the company’s revenues.

After collecting the contacts, it is important as well for the company to note on any changes their contacts undertake. The database contacts can easily update offers and informs about the company which were on their data list. The company can still preserve their current ones and all the while get the fresh ones. To conclude, the company can make a bond of trust and loyalty which yield the solid groundwork in the market.

Five Lead Generation Habits You Learned in your Kindergarten

Demand generation marketers spend their job working out complex lead acquisition and engagement motors, however in some cases it’s great to take it simple—path back–as in, back to the things we learned in kindergarten that still remain constant in today’s marketing scene.

Five Lead Generation Habits You Learned in your KindergartenPretty much as the ABCs are crucial to reading and writing, a portion of the nuts and bolts like information, content, and division are critical to your lead generation programs. Odds are, with all the lead-gen weights we confront, it may entice to push best practices aside–which is the reason it’s vital to audit some rudimentary teachings that you’ve in all probability overlooked along the way. Investigate these five lessons beneath that you ought to apply to your lead generation efforts:

  1. Utilize Your Inside Voice

Nobody needs to work with a marketing windbag. Your customer wouldn’t like to feel like you are mass marketing to them, yet that you are connecting with them in a 1 on 1 discussion. You ought to effort to customize your segmenting so as to inform when conceivable your database out into personas. This will permit you to be more vital in taking into account each of your groups of onlookers, understand the client that you are attempting to pull in, and identify with them as people.

  1. Hand-Raisers Are Encouraged

What’s superior to a frosty lead? A warm one! Also, this answer seems to be valid for both marketing and sales. A “hand-raiser” is a warm lead, somebody that recognizes themselves as an opting so as to forthcoming client to impart their data to your organization, as a rule with the understanding that they will be reached. To build your transformation rates, you ought to audit your calls-to-action (CTAs) to ensure there is an unmistakable quality recommendation and individuals know precisely what will happen after they click. Enhance your CTAs by testing out various creatives (plan and duplicate) to locate a triumphant innovative that is both eye-discovering and convincing. This should be possible by A/B testing both your email and point of arrival substance. Likewise, make sure to represent the group of audience and personas you worked out. While one CTA may perform well for one section, it’s conceivable it can bring about erosion for another.

  1. Walk, Don’t Run

Pretty much as children have a tendency to get energized and need to keep running from point A to point B, marketers can have comparable responses with needing to change over a recently procured lead to a sales. Bouncing into a hard offer too rapidly is just going to push your imminent clients to need to make a flee, from you! So delineate a lead supporting procedure to build up an association with your prospects and stroll with them through their purchasers’ voyage. In the event that you begin off with littler asks, such as viewing a video, going to an occasion, or agreeing to a pamphlet, you can make an example of conduct that makes it simple for your prospect to complete the last CTA, the sales. It’s about the infant steps!

  1. Tidy Up

This is one undertaking that children and marketers alike are slanted to put off, which never truly benefits anybody in any way. Your database is one of your association’s most important resources. Be that as it may, its quality can rapidly lessen on the off chance that you don’t keep it clean. All together for your information to be noteworthy, it should be exact and cutting-edge, or it will cost you both time and cash. Truth be told, fail to tidy up your database can cost your organization as much as 10-25% in income, as indicated by data administration master Larry English. Terrifying, huh!? Scour grimy information from the start and institutionalize the information that comes into your framework as frequently as could be allowed. Ensure you approve email addresses in any event once every year to dispose of latent records that are undoubtedly skewing your measurements and evacuate copy prompts get a reasonable photo of your group of audience size.

  1. Regard Others as You Want to Be Treated

We all know this “golden rule,” and it’s named that all things considered. It ought to be conveyed with us from kindergarten for the duration of our lives and into our careers. Keep in mind that you are promoting to individuals, so place yourself in your clients’ shoes as you thoroughly consider the engagement process. Is it true that you are messaging them over and over again? Is it accurate to say that you are giving proper substance and offers? Is it accurate to say that you are offering them some assistance with connecting the dabs on why they ought to purchase from you? On the off chance that you just consider things from your own particular point of view, you are doubtlessly going to experience serious difficulties and keeping up your client base.

As we commence the New Year, now is the ideal time to reestablish those possibly overlooked best practices once more into you lead generation arrangement. Are there some other lessons you think we require help ourselves to remember every once in a while? Assuming this is the case, please partake in the remarks segment underneath.