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How to Find B2B Leads that Consistently Convert?

How to Find B2B Leads that Consistently Convert?

Date : 2021-02-05

“B2B demand generation is a cakewalk.”

Said no one ever. 

Especially if your business is the newbie in town, and if you have tried increasing the sales figure by generating more leads, you already know how tough it is.

Trying to establish a brand, you must have heard about many challenges such as brand knowledge, brand value, brand appeal, and more. But the real survival of any brand is highly dependent on its customer base. This indirectly means no customers-> no feedback, no feedback-> no word of mouth, no word of mouth-> no organic publicity, and no organic publicity-> no customers. 

To get out of this vicious circle and set your brand free to achieve the best in the market that is crowded with competition, let us give it our best shot by adding some of the handpicked B2B demand generation services offered by industry professionals. 

The brand story 

The brand is a promise. A promise of the value or experience a customer gets every single time. A brand incessantly promises quality, consistent experience, customer service, and value for money. 

Putting myself in the customers’ shoe

Headphones are something I am very particular about. Honestly, I wouldn’t say I like to experiment with what I purchase because there is no way I can compromise on the quality of sound. This is why I only go for headphones from Sony. Believe me you, I never have had any complaints and the only time I needed to buy a new pair was when I lost the one I already had. 

This is the power of a brand. But Sony did not become successful overnight. It took time and effort to get to where it is today. 

So no matter how promising the product or service you put on the shelf is. Finding marketing qualified leads that can be converted to a promising customer base is inevitable. 

Behind the scenes

Businesses are often on the hunt for new customers, but when your business is new in the market, it needs to do a lot more in comparison to already established names. And no one knows this better than the marketing team. 

Remember, the fight for brand supremacy is extremely essential to achieve all that a brand can give to your business.

However, to showcase the world elements such as awareness, uniqueness, innovation, reliability, and quality, it is extremely essential to pay close attention to your lead generation strategy

Tips to chalk out a winning B2B lead generation services strategy 

The DNA of no two businesses is alike; hence it is essential to customize the marketing efforts for improved results. 

To help you in your brand journey, here are elements that can be leveraged at your discretion to uplift the new business and head on the brand journey. 

Content syndication marketing

Give away your best. Yes, content syndication is an activity that has immense power to showcase what your business is all about. It is a platform that can make that noise and tell the world your products and services are available. 

This platform gives businesses the flexibility to use a variety of digital content such as blogs, infographics, news, and even videos. 

B2B data management services

Big or small, data is an essential fuel to power the success of every business. No doubt, marketers are great with what they do, but to build a brand, engage new customers, and drive revenue, data specialists and marketing operations experts are irreplaceable.  

Professional B2B data management service provider have the right expertise to deal with data. Therefore, investing in these services is essential to make the most of your data, strengthen your brand, and make a difference to the bottom line. 

In essence

“Teach a parrot the terms’ supply and demand,’ and you’ve got an economist.” Thomas Carlyle, Historian and Writer

But that is not how it works. 

To find success, it is essential to determine how well of a fit each prospect is for your business. Based on the BANT (Budget, Authority, Need, Timeline) qualification framework, it is easy to channelize efforts and money toward a promising prospect. 

So, as a newbie in the market, if you want to build concrete lead generation strategies, it is essential to do your homework right and signup for professionals who understand your needs and have had similar experiences in the past. 


Read More
Ingredients for a Killer B2B Demand Generation Strategy for New Brands

Ingredients for a Killer B2B Demand Generation Strategy for New Brands

Date : 2021-02-05

“B2B demand generation is a cakewalk.”

Said no one ever.

Especially if your business is the newbie in town, and if you have tried increasing the sales figure by generating more leads, you already know how tough it is.

Trying to establish a brand, you must have heard about many challenges such as brand knowledge, brand value, brand appeal, and more. But the real survival of any brand is highly dependent on its customer base. This indirectly means no customers-> no feedback, no feedback-> no word of mouth, no word of mouth-> no organic publicity, and no organic publicity-> no customers.

To get out of this vicious circle and set your brand free to achieve the best in the market that is crowded with competition, let us give it our best shot by adding some of the handpicked B2B demand generation services offered by industry professionals.

The brand story

The brand is a promise. A promise of the value or experience a customer gets every single time. A brand incessantly promises quality, consistent experience, customer service, and value for money.

Putting myself in the customers’ shoe

Headphones are something I am very particular about. Honestly, I wouldn’t say I like to experiment with what I purchase because there is no way I can compromise on the quality of sound. This is why I only go for headphones from Sony. Believe me you, I never have had any complaints and the only time I needed to buy a new pair was when I lost the one I already had.

This is the power of a brand. But Sony did not become successful overnight. It took time and effort to get to where it is today.

So no matter how promising the product or service you put on the shelf is. Finding marketing qualified leads that can be converted to a promising customer base is inevitable.

Behind the scenes

Businesses are often on the hunt for new customers, but when your business is new in the market, it needs to do a lot more in comparison to already established names. And no one knows this better than the marketing team.

Remember, the fight for brand supremacy is extremely essential to achieve all that a brand can give to your business.

However, to showcase the world elements such as awareness, uniqueness, innovation, reliability, and quality, it is extremely essential to pay close attention to your lead generation strategy.

Tips to chalk out a winning B2B lead generation services strategy

The DNA of no two businesses is alike; hence it is essential to customize the marketing efforts for improved results.

To help you in your brand journey, here are elements that can be leveraged at your discretion to uplift the new business and head on the brand journey.

Content syndication marketing

Give away your best. Yes, content syndication is an activity that has immense power to showcase what your business is all about. It is a platform that can make that noise and tell the world your products and services are available.

This platform gives businesses the flexibility to use a variety of digital content such as blogs, infographics, news, and even videos.

B2B data management services

Big or small, data is an essential fuel to power the success of every business. No doubt, marketers are great with what they do, but to build a brand, engage new customers, and drive revenue, data specialists and marketing operations experts are irreplaceable. 

Professional B2B data management service provider have the right expertise to deal with data. Therefore, investing in these services is essential to make the most of your data, strengthen your brand, and make a difference to the bottom line.

In essence

“Teach a parrot the terms’ supply and demand,’ and you’ve got an economist.” Thomas Carlyle, Historian and Writer

But that is not how it works.

To find success, it is essential to determine how well of a fit each prospect is for your business. Based on the BANT (Budget, Authority, Need, Timeline) qualification framework, it is easy to channelize efforts and money toward a promising prospect.

So, as a newbie in the market, if you want to build concrete lead generation strategies, it is essential to do your homework right and signup for professionals who understand your needs and have had similar experiences in the past. 

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B2B Lead Generation: Who is the Owner of a Complex Sale?

B2B Lead Generation: Who is the Owner of a Complex Sale?

Date : 2021-02-18

Who should\r\ntake the onus of B2B lead generation? Is it the sales or the marketing team?

\r\n\r\n

In today\'s\r\nmarket space, where competition is cutthroat, we always hold someone or the\r\nother responsible when things do not turn out the way they are expected to.

\r\n\r\n

When in a\r\nsales meet, I often hear the same issue. The sales and marketing teams are not\r\ndoing a great job because they both feel it is the other\'s job.

\r\n\r\n

But did you\r\nknow both are right?

\r\n\r\n

I will tell\r\nyou how.

\r\n\r\n

Companies\r\noften do not define what salespeople do as \"lead generation\" or\r\n\"demand generation.\" Instead, they term it as business development,\r\npipeline development, or prospecting.

\r\n\r\n

Even with a\r\nrise in content and inbound marketing, salespeople find themselves carrying the\r\nburden of prospecting for their leads. This is where they waste most of their\r\ntime, energy, and resources and still struggle to find the right people who\r\nwill be interested in talking to them.

\r\n\r\n

Remember,\r\nthe primary catalyst that can surge the sales graph and add to the ROI is\r\nleads. (Realistically, not just leads but marketing qualified leads.)

\r\n\r\n

Today the\r\nnumber one challenge faced by marketers is lead generation. And believe me,\r\nwith millions of free resources already competing for attention, it is\r\ninevitable to sign up a B2B demand generation agency for professional services.

\r\n\r\n

Formula to align sales and marketing strategies for success

\r\n\r\n

To stand\r\nout,  it is essential to think out of the\r\nbox and be a little experimental.

\r\n\r\n

But is it\r\nnecessary to do all this in-house, involving the time and efforts of employees\r\nmeant to close deals and increase the revenue?

\r\n\r\n

A B2B lead generation company is an agency that understands the importance of\r\nvolume and quality of leads for business success.

\r\n\r\n

These B2B\r\nlead generation companies help businesses save time spent on nurturing and\r\nfollowing up unproductive leads. They do this by offering a plethora of\r\nservices.

\r\n\r\n

What does a marketing quality leads provider agency offer?

\r\n\r\n

A marketing qualified leads company is often involved in delivering services dealing\r\nwith leads that show interest in what a brand offers. Basis the marketing\r\nefforts, these leads are often intentionally brought face to face with your\r\nenterprise as they had voluntarily submitted forms on the website, opted for a\r\nprogram, or added items to the cart, and so on.

\r\n\r\n

In the\r\nmarketing lingo, marketing qualified leads are classified as the ones with high\r\nconversion potential.

\r\n\r\n

So let\'s\r\nfind out other ways demand generation services help businesses obtain an\r\nenriched sales funnel.

\r\n\r\n

B2B appointment setting\r\nservices

\r\n\r\n

We have\r\nheard about these types of services a million times. But did you know the drill\r\nfollowed to acquire such leads?

\r\n\r\n

An expert B2B\r\ndemand generation company works with the sales rep team, involved in the\r\nsales development activity. These activities include a trained sales\r\nrepresentatives calling and nurturing qualified sales leads. It involves a\r\nsales rep setting appointments for another sales representative who will\r\ndeliver a more in-depth and detailed sales pitch to close a deal.

\r\n\r\n

Content syndication\r\nprogram

\r\n\r\n

Technically,\r\ncontent syndication marketing is about republishing content on other\r\nsites in order to reach a wider audience.

\r\n\r\n

How\r\ncontent marketing really works

\r\n\r\n

Step 1 –\r\nCreate and promote inspirational, impactful, or memorable content about your\r\nbrand for the target audience.

\r\n\r\n

Step 2 –\r\nPeople see the Ad or content, but they don\'t necessarily act on it right away.

\r\n\r\n

Step 3 –\r\nLater, when the need arises, people

\r\n\r\n

(a) do a brand search for your stuff

\r\n\r\n

(b) do an unbranded search but are biased toward clicking and\r\nbuying from you

\r\n\r\n

On a\r\nprofessional level, content syndication service providers republish various\r\ndigital content such as syndicate articles, infographics, video content, blogs,\r\nnews, and articles. These activities help increase website traffic and\r\nultimately the sales figures.

\r\n\r\n

Conclusion

\r\n\r\n

The secret\r\nbehind B2B revenue growth lies in the expertise, data, and tools deployed to\r\ngenerate leads that focus on quality and quantity.

\r\n\r\n

Attempting\r\nto carry out lead gen services in-house proves extremely time-consuming and\r\nexpensive for any organization.

\r\n\r\nHence, it is best to invest in services offered\r\nby a B2B lead generation company or data solutions company, or\r\npeople-based marketing solutions company that aligns best with your\r\nbusiness needs. 
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How to Generate an Ocean of B2B Leads at a Fraction of the Price

How to Generate an Ocean of B2B Leads at a Fraction of the Price

Date : 2021-03-10

The challenge 
The renowned entrepreneur Bill Gates once said, “If I was down to the last dollar of my marketing budget, I’d spend it on PR.”

Getting these lines from a multi-faceted personality like Mr. Gates gets us all thinking about the intensity of marketing as a function and the area where we as a business should prefer to spend the last marketing dollar. 

Today, as we understand the force of competition and alternatives available, it still so happens that a lot of entrepreneurs and industry giants try to curb their marketing budget. 

We understand that marketing is the only space that gives room for tweaking the budget compared to any other function or activity in the organization. 

So, now that we know that the marketing budget most often is compromised, why not play smart and generate an ocean of B2B leads at a fraction of the price?

The face-off

B2B lead generation is inevitable for business success. But is it wise to deploy an in-house workforce whose primary KRA is to crack a deal and generate ROI and not leads? 

Investing in in-house demand generation activities many a time is a failure and extremely expensive for a business. However, the wisest thing here is to sign up with a demand generation solutions company

PS: We will also tell you how it saves on the marketing budget and offers more in less.

The solution 
B2B demand generation is one of the essential fuels that power ROI. 

Therefore, outsourcing the requirement for high-quality leads to a demand generation solutions company is the most recommended method to make most of every marketing dollar spent. 

Talk to those who matter 

Lead generation is tedious. It demands time, money, skills, and a valid database that comprises information about prospects. 
Investing money in-house to get all this just to find leads indeed is a time taking and expensive format. 

Considered one of the most essential marketing strategies, B2B appointment setting services help businesses acquire customers by arranging qualified and promising appointments. By doing so, the business saves money by just paying for services that deliver potential business opportunities and increase ROI. 

Pay extra attention to promising leads

Data nowadays is omnipresent. But it is essential to understand which data is useful for growth. 

Working on these principles and modern software,  intent-based marketing solutions make a significant difference to the bottom-line. 
Designed to enable clients to allocate more budget to a section of the target audience who is more likely to buy, it does complete justice to the concept of intent-driven marketing and saves businesses a lot of money. 

Bet on qualified leads

For sales and marketing to be extremely useful for a business, both teams need to work in tandem. However, sourcing these teams with quality leads by running marketing qualified leads campaigns is inevitable. This process helps align the balance between marketing and the sales-pipeline and impacts ROI by keeping a check on which marketing techniques and strategies work and which ones need to be discarded. 

Essentially, it saves businesses a big chunk of money by getting rid of obsolete marketing strategies. 

Market to people
People-based marketing solutions, also known as cross-device marketing, serve clients by leveraging technology to market to people across various channels. Remember, it is people who buy products and services and not devices. Hence, investing in people-based marketing solutions eliminate the chances of wasting money in duplication and adds to return for your business efforts as it deals with real humans. 

It’s a wrap/disclaimer
When we say, “generate an ocean of leads at a fraction of the price,” it does not mean look for solutions or services that cost less or involve in in-house activities. The fundamental is absolutely clear, and it is highly recommended to invest in solutions that have the capacity to build higher ROI, which eventually bring down the cost per lead. 
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The Wild World of B2B Lead Generation Strategies

The Wild World of B2B Lead Generation Strategies

Date : 2021-03-18

The truth about B2B lead generation – what really works!

\r\n\r\n

Want to know the greatest challenge in\r\nB2B marketing? And I swear it has nothing to do with what color dress one\r\nshould wear in a presentation. The answer is “leads.”

\r\n\r\n

Lead is a universe where it all\r\nbegins. Without leads, there is no revenue, no clients, no raison d’être, no\r\nnothing. Without leads, you are a black hole in the universe.

\r\n\r\n

And there arises a question – how do I get leads?

\r\n\r\n

To produce B2B leads, marketing\r\ndepartments need to take a multi-channel approach.

\r\n\r\n

Following are the lead generation\r\nstrategies and channels for B2B businesses:

\r\n\r\n

·        \r\nSocial media\r\nmarketing

\r\n\r\n

·        \r\nWebsite\r\noptimization

\r\n\r\n

·        \r\nContent marketing

\r\n\r\n

·        \r\nPaid advertising

\r\n\r\n

·        \r\nEmail marketing

\r\n\r\n

·        \r\nReferral traffic

\r\n\r\n

Lead generation is an essential\r\ncomponent of a well-oiled B2B sales and marketing operation. To attract more\r\nclients, it is necessary to do marketing of products and services first. A B2B lead generation company is the one that is interested in finding\r\nideal consumers for your service or products. Also, content syndication\r\nplays a vital role in promoting thought leadership and create an effective\r\nrelationship with a target audience.

\r\n\r\n

Content syndication marketing – expand reach and win trust!

\r\n\r\n

Content syndication marketing plays\r\nan essential role in lead generation. It helps tap a new audience or existing\r\nconsumer, develops a positive perception of the brand, and adds visibility and\r\nauthority that leads to qualified business inquiries.

\r\n\r\n

The questions you must think upon

\r\n\r\n

Is your website driving leads for your\r\nbusiness? Is your website generating high-quality leads that your sales team\r\ncan close?

\r\n\r\n

Nowadays, buying journey is getting\r\nmore complicated as we spend more time learning independently online than\r\nanywhere else. But the real success of a marketing leader is proven when the sales enablement services manage to convert, generate, and manage\r\nbusiness leads and unlock new growth opportunities.

\r\n\r\n

Concentrating on B2B demand\r\ngeneration and sales enablement services could help marketers develop a\r\nstrategy to support lead management, enhance sales partnership, and develop\r\nstrategic account-based marketing programs that could help buyers buy. Also,\r\nmarketers must ensure that buyer enablement is available to all consumers\r\nacross seller and digital channels.

\r\n\r\n

Brent Adamson, Distinguished VP,\r\nAdvisory at Gartner, said: “The hardest part of B2B solutions isn’t selling\r\nthem‚ but buying them. Today’s buying journey has effectively reached a tipping\r\npoint where it’s become nearly unnavigable without a significant amount of\r\nhelp.”

\r\n\r\n

Demand generation marketing has so\r\nmany things in common with lead generation. It acts like an umbrella covering\r\nmarketing and sales initiatives from every touchpoint in the consumer’s journey\r\n– from initial prospect interest to upselling consumers.

\r\n\r\n

Strategies used by demand generation agencies

\r\n\r\n

·        \r\nCreating\r\nawareness amongst the target audience

\r\n\r\n

·        \r\nMonetizing and\r\nconverting the present in-market demand

\r\n\r\n

·        \r\nConnecting sales\r\nand marketing teams for better results

\r\n\r\n

Do you know?

\r\n\r\n

Where do online leads come from?

\r\n\r\n

The answer is your website. Here is\r\nthe basic flow of how B2B website leads are produced online:

\r\n\r\n

·        \r\nTraffic\r\n(visitors)

\r\n\r\n

·        \r\nWebsite

\r\n\r\n

·        \r\nLeads

\r\n\r\n

Once a lead is generated and the\r\nconsumer is in the target market, the lead becomes a Marketing Qualified Lead\r\n(MQL). The digital marketing team will then begin promoting the lead via\r\nmarketing campaigns.

\r\n\r\n

Sales enablement – a key to unlock Account-Based Marketing (ABM)

\r\n\r\n

Usually, lead generation models,\r\nsales, and marketing teams work together as a relay team. Marketing increases\r\nthe number of produced leads, nurtures them, and hands them off to sales.

\r\n\r\n

Account-based marketing transforms\r\nthis process and links inbound and outbound marketing with sales to create demand\r\nin targeted accounts. Further, these coordinated account-based marketing\r\ncampaigns engage and convert target accounts at every purchase journey stage.

\r\n\r\n

A sales representative with a\r\ncombination of account-based marketing and sales enablement becomes a social\r\nseller, engages targeted clients, and delivers insightful and powerful content\r\nthat helps in the decision journey.

\r\n\r\n

Takeaway

\r\n\r\n

Today’s world of information overload\r\nhas radically changed consumer behaviors and how they want to connect with\r\nbrands. Gone are the days where marketers could rely on their product, brand,\r\nor service to attract and retain consumers.

\r\n\r\n

“At the end of the day, consumers don’t\r\njust want you to show them that you know them; they want you to help them get\r\nsomething done,” added Adamson. “Proving you know the customer in the absence\r\nof helping them can do immense damage.”

\r\n\r\n

All in all, a lead generation strategy leverages quality of content and thought\r\nleadership.

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Amplify Your Inbox with Quality Leads by Investing in Best Demand Generation Strategy

Amplify Your Inbox with Quality Leads by Investing in Best Demand Generation Strategy

Date : 2021-04-07

Demand generation is not everybody’s cup of tea. This article\r\ntalks about the various techniques companies can sign up for with a\r\nprofessional demand generation company to enjoy a competitive edge and expand\r\nits ROI. Every marketer desires a sales funnel that is\r\nfilled with quality leads.

\r\n\r\n\r\n\r\n

Here is an interesting story that I\r\nrecollect about IFP (Indiana Fluid Power) closing a USD 500K deal in just 90\r\ndays by outsourcing lead generation.

\r\n\r\n

Soundsinteresting. Isn’t it?

\r\n\r\n\r\n\r\n

Every\r\nmarketer desires a sales funnel that is filled with quality leads. However, factors such as target industry, size\r\nof marketing and sales teams, technical resources, and complexity of sales\r\ncycle determine the fate of a company’s lead generation efforts.

\r\n\r\n

This is the primary reason why businesses\r\nturn to third parties to ensure an uninterrupted flow of prospects.

\r\n\r\n

IFP, a company involved in motion\r\ncontrol and automation systems for the industrial and mobile OEM marketplace,\r\nturned to a third-party B2B demand generation services company. Three months later, IFP successfully closed\r\na USD 500,000 deal and had several other opportunities lined up in the sales\r\nfunnel.

\r\n\r\n

Suppose IFP, a company with a specific\r\nvertical target and several other complexities, could do it. In that case, a high quality lead generation services company can make it happen for any other business.

\r\n\r\n

Decoding the secret to amplifying your inbox with quality leads

\r\n\r\n

As people think twice before spending\r\na dollar, lengthy buying decisions delay the B2B sales cycle and transform it into\r\na prolonged process.

\r\n\r\n

Poor leads, incorrect target audience,\r\nfailure to obtain commitments, different subsets of customers are a few reasons\r\nfor a slow and lengthy sales cycle.

\r\n\r\n

Can this be fixed?

\r\n\r\n

Heading toward the perfect sales strategy

\r\n\r\n

As suitably coined by Liz Lange,\r\nrenowned fashion designer and entrepreneur, “Every brand isn’t for everybody,\r\nand everybody isn’t for every brand.”

\r\n\r\n

This beautifully explains the\r\nimportance of wisely selecting your audience and building sales strategies that\r\nactually work.

\r\n\r\n

There are several alternatives that\r\nthird-party lead generation service providers offer. A business should thoughtfully select the\r\npermutation and combination that displays the potential to fulfill the\r\ncompany’s demand based on its requirements and the end goal.

\r\n\r\n

Below is an assortment of lead generation\r\nservices that businesses can mix and match to get sales in green and make\r\nprofits.

\r\n\r\n

Let’s check out what these options look like,

\r\n\r\n

The power of data

\r\n\r\n

In this digital era, data is an\r\ninevitable element in the marketing arsenal.

\r\n\r\n

A B2B data solutions company with a range of solutions aids businesses to\r\nmeet business objectives and scale up sales by focusing on targeted customer\r\nacquisition campaigns. They also deliver high-quality emails and data appending\r\nservices that lead to higher efficiency.

\r\n\r\n

High quality leads (HQL)\r\nin the sales funnel

\r\n\r\n

A sales funnel is meaningful if it is\r\nsourced with high quality leads that have high chances of conversion in the\r\nnear future.

\r\n\r\n

But how to ensure the quality of\r\nleads?

\r\n\r\n

HQL service\r\nproviders are the answer.

\r\n\r\n

Involved in delivering campaigns to\r\ndiscover qualified customer lists for a business, these services also help\r\ninitiate initial communication between the brand and the lead.

\r\n\r\n

Good quality leads don’t come easy. HQL service providers often perform a combination of the following\r\nactivities,

\r\n\r\n

·        \r\nSEO (Search\r\nengine optimization)

\r\n\r\n

·        \r\nPaid search

\r\n\r\n

·        \r\nLead nurturing

\r\n\r\n

·        \r\nEmail marketing

\r\n\r\n

·        \r\nWhitepaper

\r\n\r\n

·        \r\nAppointment\r\nsetting

\r\n\r\n

·        \r\nLead follow-up

\r\n\r\n

Importance of marketing\r\nqualified leads

\r\n\r\n

Marketing qualified leads are a level\r\nup. They are leads that fulfill SLA (service level agreement) between the\r\nmarketing and sales teams. They most often are achieved when the marketing\r\nqualified leads services company follows one or more of the following\r\ntechniques,

\r\n\r\n

·        \r\nOutbound content\r\npromotion

\r\n\r\n

·        \r\nContent syndication marketing

\r\n\r\n

·        \r\nContent\r\nsyndication program

\r\n\r\n

·        \r\nInbound marketing\r\nand outbound sales development

\r\n\r\n

Conclusion

\r\n\r\n

We now live in the information world where\r\npeople are well informed about their buying choices. However, it isn’t easy to\r\nfind potential customers by deploying outdated, in-house, or traditional marketing\r\nand lead generation techniques. Only an end-to-end professional demand\r\ngeneration services company can cater to this.

\r\n\r\n

Tip of the day: Say no to frivolous\r\nmoves and yes to solid strategies backed with the right lead generation\r\nservices deal. 

Read More
Amplify Your Inbox with Quality Leads by Investing in Best Demand Generation Strategy

Amplify Your Inbox with Quality Leads by Investing in Best Demand Generation Strategy

Date : 2021-04-07

Demand generation is not everybody’s cup of tea. This article\r\ntalks about the various techniques companies can sign up for with a\r\nprofessional demand generation company to enjoy a competitive edge and expand\r\nits ROI. Every marketer desires a sales funnel that is\r\nfilled with quality leads.

\r\n\r\n\r\n\r\n

Here is an interesting story that I\r\nrecollect about IFP (Indiana Fluid Power) closing a USD 500K deal in just 90\r\ndays by outsourcing lead generation.

\r\n\r\n

Soundsinteresting. Isn’t it?

\r\n\r\n\r\n\r\n

Every\r\nmarketer desires a sales funnel that is filled with quality leads. However, factors such as target industry, size\r\nof marketing and sales teams, technical resources, and complexity of sales\r\ncycle determine the fate of a company’s lead generation efforts.

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This is the primary reason why businesses\r\nturn to third parties to ensure an uninterrupted flow of prospects.

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IFP, a company involved in motion\r\ncontrol and automation systems for the industrial and mobile OEM marketplace,\r\nturned to a third-party B2B demand generation services company. Three months later, IFP successfully closed\r\na USD 500,000 deal and had several other opportunities lined up in the sales\r\nfunnel.

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Suppose IFP, a company with a specific\r\nvertical target and several other complexities, could do it. In that case, a high quality lead generation services company can make it happen for any other business.

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Decoding the secret to amplifying your inbox with quality leads

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As people think twice before spending\r\na dollar, lengthy buying decisions delay the B2B sales cycle and transform it into\r\na prolonged process.

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Poor leads, incorrect target audience,\r\nfailure to obtain commitments, different subsets of customers are a few reasons\r\nfor a slow and lengthy sales cycle.

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Can this be fixed?

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Heading toward the perfect sales strategy

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As suitably coined by Liz Lange,\r\nrenowned fashion designer and entrepreneur, “Every brand isn’t for everybody,\r\nand everybody isn’t for every brand.”

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This beautifully explains the\r\nimportance of wisely selecting your audience and building sales strategies that\r\nactually work.

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There are several alternatives that\r\nthird-party lead generation service providers offer. A business should thoughtfully select the\r\npermutation and combination that displays the potential to fulfill the\r\ncompany’s demand based on its requirements and the end goal.

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Below is an assortment of lead generation\r\nservices that businesses can mix and match to get sales in green and make\r\nprofits.

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Let’s check out what these options look like,

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The power of data

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In this digital era, data is an\r\ninevitable element in the marketing arsenal.

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A B2B data solutions company with a range of solutions aids businesses to\r\nmeet business objectives and scale up sales by focusing on targeted customer\r\nacquisition campaigns. They also deliver high-quality emails and data appending\r\nservices that lead to higher efficiency.

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High quality leads (HQL)\r\nin the sales funnel

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A sales funnel is meaningful if it is\r\nsourced with high quality leads that have high chances of conversion in the\r\nnear future.

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But how to ensure the quality of\r\nleads?

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HQL service\r\nproviders are the answer.

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Involved in delivering campaigns to\r\ndiscover qualified customer lists for a business, these services also help\r\ninitiate initial communication between the brand and the lead.

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Good quality leads don’t come easy. HQL service providers often perform a combination of the following\r\nactivities,

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·        \r\nSEO (Search\r\nengine optimization)

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·        \r\nPaid search

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·        \r\nLead nurturing

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·        \r\nEmail marketing

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·        \r\nWhitepaper

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·        \r\nAppointment\r\nsetting

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·        \r\nLead follow-up

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Importance of marketing\r\nqualified leads

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Marketing qualified leads are a level\r\nup. They are leads that fulfill SLA (service level agreement) between the\r\nmarketing and sales teams. They most often are achieved when the marketing\r\nqualified leads services company follows one or more of the following\r\ntechniques,

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·        \r\nOutbound content\r\npromotion

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·        \r\nContent syndication marketing

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·        \r\nContent\r\nsyndication program

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·        \r\nInbound marketing\r\nand outbound sales development

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Conclusion

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We now live in the information world where\r\npeople are well informed about their buying choices. However, it isn’t easy to\r\nfind potential customers by deploying outdated, in-house, or traditional marketing\r\nand lead generation techniques. Only an end-to-end professional demand\r\ngeneration services company can cater to this.

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Tip of the day: Say no to frivolous\r\nmoves and yes to solid strategies backed with the right lead generation\r\nservices deal. 

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