Monday, October 10, 2016
Monday, September 19, 2016
B2B lead management is a strategy in which marketing team handles, nurtures and gives leads to sales persons. Sounds easy, right?
Many companies do not follow any standard for proper management of leads, thus making it difficult to weed out potential customers from those who are only poking around. Most of the times, sales team gets false leads, thereby results in wastage of time and loss of revenue. Following a well-planned approach facilitates lead generation and its conversion in an efficient way. If you are looking for sales lead management from the scratch, let’s put some spotlight on eight steps for adding revenue in your pocket.
1. Know Your Leads
This is the most crucial step for identifying your target audience and their position in the sales pipeline. The marketing team needs to find out buyer types and their personas. This will cater a clear picture of lead for your products or services. Dig dipper for understanding the mindset of buyers. Classify the persona of potential buyers by
- Location: Where the customer lives? In which industry, he works? What are their demands, and problems?
- Behaviour: Is the buyer more interested in blogs, articles and white papers for getting information or he simply searches on Google.
- Lead Source: How is your target audience reaching you? Is it through the website, articles or by any other medium?
2. Rate Your Leads
Rating of leads is an indispensable step for determining the interest of buyers in the product or services. This scoring completely depends on the demographic data and different behaviors of prospects. This data helps in passing only qualified leads to the sales channel. Higher the ranking, greater will be the chances of lead conversion. Your business rating information relies on various parameters, which should be considered for bringing quality in the sales process. Spend some time and find out which facets are imperative from the business point of view and rate your leads accordingly, which is an effective approach.
3. Nurture Your Leads
Make use of the information captured in the above two steps and understand the position of each prospect in the sale pipeline. Are the customers lying at the mid-of-the-funnel or they are at the top of the funnel?
Leads which are not capable of passing through the sales channel, keep them aside. It might be possible that the some of the leads are in the research phase, try to address their pain points through your products and services. This is the right time to show your significance through informative content and offers, thereby turning visitors into customers of your company.
4. Come Up With Sales Qualified Leads
Your sales team might be complaining about the unqualified leads passed by the marketing department. If it is true, then it will result in two problems. Sales people need to spend more time in weeding out the wheat from the chaff. And also they will lose trust in the marketing department and will throw out qualified leads with the bunch of unqualified ones. Finding a solution for this is crucial for boosting your sales procedure. Spend time with your sales team and come up with the common definition of qualified leads. This should include whether the customer has the budget to buy, the need of the product and the urgency of buying. Also, you may rank the lead before giving it in the hands of the sales team.
5. Data Which Should Be Included With Qualified Leads
Which information is needed by the sales team for making a conversion successful? You may want to include title, the name of the company, industry, contact information and social media presence like Facebook, Twitter, etc. Other beneficial data may include the budget of customer, authority which is going to take purchasing decision, other factors which might have an impact on sales, how your product or services address the pain points of customers, and when the sales will be done. Mentioning all the discussed information will save sales team time thereby enabling them to do more sales.
6. Pass Leads To Sales Team
Make sure that your leads are sales-ready, before handling it to the sales team. Sales people are hungry for qualified leads, but a pre-mature lead can make them unhappy. Ranking of each lead can help you in getting qualified leads. Transfer the lead to the sales team in a systematic way.
- Score correctly just to make sure that the lead doesn’t require further nurturing.
- Make sure that the marketing team has gathered enough information about the lead which they got during generation and nurturing procedure.
- Make sure that the sales team also does some research work to know more about the qualified leads before contacting with the prospects.
- Include some incentive programs for your sales team which will be a kind of motivation for them.
- Keep tracking the lead at each step of the sales cycle.
- Measure the performance of leads.
- Keep an eye on the overall generation of revenue through each leads.
7. Track and Measure Leads
Track and measure…..Track and measure……Track and measure and so on. Even if your leads are given to sales persons, never forget to evaluate the lead with the sales department. Refine and rank the leads as required. Keep a track of all the leads and make sure that they are not lost while moving forward in the sale pipeline.
8. Nurture the Lead Nurturing Process
In the first go, nearly half of the prospects will not say ‘NO’ to purchase any product. However, they will buy from you or your competitors after some days. For ensuring that you may not miss this chance, it is essential to take help from email campaign and other mediums, which is a decent way of sending your tempting content to the prospects. While communicating, you can solve their pain points, and mention some attractive offers which will make them buy.
Inventive SMi is a B2B lead generation company that helps corporate sales and marketing teams drive more revenue and better understand their market through database building, custom marketing campaigns & B2B appointment setting.
Monday, August 1, 2016
Marketing is a form of art that needs polished articulation along with a catchy script. Appointment setting company prepares strategic marketing policy to attract leads. You need to connect well with the prospects while making a call to schedule a meeting. A scheduled meeting over phone or face to face always works great as the prospect has given you his precious time willingly to know more about your products and services.
Tuesday, July 12, 2016
Monday, June 20, 2016
Thursday, June 18, 2015
In order to produce maximum gains every small and large company is vying for innovative lead generation tactics. Companies have dedicatedly strived for improvising their sales and marketing departments and come up with quality business leads. Appointment setting services are fundamental that contributed in enhancing sales for companies by setting appointments for organizations with the end customers and dealers. As a result, these qualified appointments help companies in acquiring customers. Appointment setting should aim to work on innovative sales campaign based on a perfect pitch and script to catch the interest of customers that leads to business lead generation.
Appointment Setting Services: Pertinent Way of Generating Business Leads
The art of appointment setting is involved with pitch -script -call and guide development as it works through making calls to prospective customers with a catchy and appealing script to win the interest of the customer for lead generation. Appointment Setting should involve with innovative pitch campaign that catches the eyeball easily. Honing the specific feature of a product that the audience will benefit most is important to raise interest among customer and generate business sales leads.
There should be variation in the business campaigns along with time that suits the business requirements of the organization and the message should be appealing enough to raise certain demand among your target audience.
A small or a medium sized organization can take help of other appointment setting agencies to generate lead by raising awareness through social media, search engine marketing, network building, and also leveraging contacts.
Appointment setter has mastered the art of setting appointment over telephone to promote business. Alongside, appointment setting through telemarketing reduces cost while giving an effective B2B marketing solution. These services inculcated certain art to ensure pitch-script-call guide development while promising the business growth of an organization. The appointment setters shoulder their responsibility by:
- Working whole heatedly to find out the business requirement Doing research on the targeted market
- Finding out qualified customers to generate business leads
- Scheduling time for appointment in between dealer and consumer
- Doing cold calling to fix new appointments
- Informing the target audience about the company’s latest offers or services
- Taking the up charge on behalf of client to let them sit and relax
Appointment setting is all about making new business 2 business relationships. The appointment setter, just like your personal consultant, plays the role of a finest business match maker. On an appointment setting pitch, the consumer gets the opportunity of one to one conversation with the business development manager. Here, both the parties are in real life situation and not in any kind of bluff. Apart from this, in this tech-savvy business scenario every business house wants to grow exponentially creating new business relationship, but fails to do so for the lack of time. The appointment setting services can be beneficial in such condition.
Addressing all business related issues like streamlining a better business process, handling rejection, objection, creating an out of the box script, and harvesting creative marketing campaigns appointment setting services are surely a treat for industries.
Monday, March 2, 2015
2:04 AM appointment setting, b2b appointment, b2b appointment setting, b2b lead generation, b2b lead generation trends, b2b leads 6 comments
There are thousands of small and big businesses coexisting with the single aim to reach the top of their sector. The business owners are always in the course of promoting their product or service. Being at the upper hand of your business means a goodwill for your product or service from the customers. People will prefer your service or product first. This goodwill also requires good quality and consistent production, good marketing skill, and good rapport with the client.
The business market is a very competitive place. Here many companies arise every day and go into darkness in no time, if proper management is not followed. There are many who have survived and reached to the top of their respective sectors. So what did they do right? Is the question you might be wondering.
The secret of success is that things should fall in the right place at the right time. The strategies like telemarketing and promotion should be done in the right way, so as to attract the promising clients to your business. While adopting the best marketing strategy, many factors are studied in detail, like the finances of the company, manpower, competitiveness of that sector, etc. The professional B2B Lead Generation and Appointment Setting services do wonders to increase the client profile for the company.
Appointment setting services as well as a B2B lead generation goes hand-in-hand. You can choose B2B lead generation, but then you need to set an appointment with the promising client. On the contrary, appointment setting can be possible only after lead generation. Therefore, the two services can work in combination to increase the options of of business profits and lead in the competitive market.
Getting help from professional telemarketing services is the best way to get in touch with genuine B2B lead generating organizations. These are professionals who has studied the markets more than the business owners. They know the way to get in touch with the appropriate client and get business profits and fruitful associations to increase the business. They know the in and out of the business market. Therefore, this will save a tremendous amount of time and energy of an organization and gain fruitful acquaintances for their business. There is lots of energy, time, and money required to train employees to generate leads, get in contact with the clients and get business for their organization. This is done very professionally with the appointment setting company.
It is very profitable to approach call center who provides the telemarketing services. Call centers will provide the service to call up large amount of promising clients for the business. The best telemarketing strategy will put the organization ahead of the other companies at affordable prices and great services.
This is the best way to increase the production with the help of appointment setting and lead generation and services. The professional telemarketers can call up around 120-150 prospects in a single day. They are trained to put through the correct message in limited time and get more benefits.