Mark Henry, Author at B2B Email List

How Salespeople Can Identify Right Decision Maker in a Company?

October 15, 2021

by Mark Henry B2B Marketing

According to Gartner, a typical B2B solution buying group can include 6 to 10 decision-makers in the complex world of B2B sales. These stakeholders all have their own perspectives, personalities, issues, and priorities, which can sometimes come into conflict. The journey for both B2B buyers and sellers has become more difficult than ever before as a result of these challenges.

Finding all of the key players in the company’s purchasing process isn’t easy, and getting them to agree on anything is even more difficult. In this article, we’ll walk you through the stages of identifying decision-makers in any firm.

What Is a Decision Maker, and How Do You Define Person?

In an organization or business, a decision-maker is someone who is in charge of making important decisions. These are typically executives or other high-ranking employees in a company who has the authority to make decisions on their own or with a small group of people, making them the people you should speak with if you want to sell to that company.

This person should ideally be a C-level executive who has the authority to not only approve the sale but also sign the check for the products or services, reducing the number of people you need to get approval from and speeding up the process.

Essential Steps for Identifying the Right Decision Maker

It’s just as important to prepare for the sales process as it is to execute it in B2B sales. It might be claimed that even the best sales methods will fail to generate results if they are not properly prepared.

The steps outlined below will help you approach any firm with more confidence, recognizing not only who the decision-makers are, but also how to increase your chances of getting through to them and closing the deal.

Know The Type Of Organization

Each B2B industry has its own distinct characteristics. Even if there are many similarities, it is the tiny variations that can set you apart from the competition and allow you to pinpoint decision-makers with more accuracy.

As a result, you should strive to obtain as much information as possible about the usual companies you want to work with before diving into the individual company you want to target. This will give you a better idea of who you should speak with, how to recognize them, and where to begin your research.

You should be able to develop a complete profile of how your ideal clients operate, their internal structure, and which people are more likely to act as gatekeepers versus those who actually make things happen over time. You’ll be able to discover patterns that provide more in-depth insights while also making you appear more informed and trustworthy when interacting with each prospective client if you look at the broader picture.

Identify Key Decision-Makers

According to B2B Marketing’s research, 97 percent of B2B decision-makers already know which vendor they want before the selection process even starts. This may appear to be an enormously high percentage, but the notion that pre-engagement is critical in sales is sound. One of the most critical B2B sales operations is identifying and engaging the proper stakeholders.

Businesses are a network of stakeholders with varying objectives, responsibilities, and power levels. B2B sales professionals that succeed understand how important it is to navigate this minefield. According to intriguing research from Gartner, average and poor sales teams make several common blunders.

Determine Your USP

It’s not just about identifying decision-makers; it’s also about knowing how to grab their attention and pique their interest in what you’re saying. And it is at this point that having a robust and well-crafted unique sales proposition (USP) becomes an amazing resource. The most important thing to remember about your USP is that it isn’t something you can figure out once and apply to all of your marketing and sales efforts. Even if the essence of what sets your company apart remains the same, how you present it and even which aspects you emphasize can differ dramatically depending on who you’re dealing with.

However, as you learn more about the companies you want to target, you’ll learn about the challenges they face. And it will serve as the foundation for developing a unique selling proposition (USP) that will help you connect with key decision-makers and set your firm out from the competition. If the company you’re targeting has multiple decision-makers, having a clearly defined USP will help you figure out who to approach first and how to make them your biggest active support within the company.

Create a Detailed Persona

The information mentioned above should serve as a great starting point for researching the individual clients you wish to target. Once you’ve identified a company to sell to, you can begin creating a buyer persona for the individual who will be the most likely decision-maker based on the data you’ve gathered. Even while the particular elements can vary greatly, there are some common threads that can be used to create a character and match it to someone who you believe can make a purchasing choice.

We’ve already discussed how a job title alone isn’t always a trustworthy indicator of who the decision-maker is. However, once you have a good understanding of the company’s structure, the job title might help you remove a lot of people. If at all possible, try to figure out who will be in charge of the budget, as this is a critical responsibility if you want a smooth and frictionless sales process.

Conclusion

Not talking to the real decision-maker is one of the most typical reasons for negotiations falling through. The main impact of this inability to reach the purchasing process’s key person is a significant lengthening of the sales cycle. Reaching decision-makers is a matter of timing: to engage decision-makers in a systematic manner, the timing must be perfect.

When it comes to reaching decision-makers, salespeople must succeed at all costs. They must meticulously plan their request. Otherwise, they run the risk of being overlooked. To summarise, reaching the decision-maker necessitates specific technical labor and exceptional abilities. Fortunately, a sales force evaluation may help you identify opportunities for improvement. This evaluation will establish whether your sales professionals are selling at the appropriate corporate level and are able to reach the appropriate person.

11 KPIs Every Marketer Must Track To Quantify B2B Campaign Performance

October 8, 2021

by Mark Henry B2B Marketing

Not all your B2B marketing campaigns are going to generate the best result. Similarly, no matter what the performance of your campaign must be tracked effectively so that KPIs will always help you to learn something new & improve it for upcoming campaigns effectively. With high performing B2B sales team, you can effectively measure the success of the business. With pre-defined & essential business metrics, as an organization, you can improve better performance & productivity.

What is KPI?

A KPI ( Key Performance Indicator) is often referred to as measure value which allows B2B marketers to track & access the success & failure metrics for the growth of any organization.

KPI metrics must be associated with every marketing strategy as they will help you place your business goals in place. Tracking of all your strategies plays a key role in understating what works best for the organization. There is an old saying in English “what gets measured, gets done”. The point here is KPIs let us measure your goals regularly & improve your conversation rate.

We must agree today’s businesses are driven by data & it is important for us to rely more on numbers than anything. Having clearly defined KPIs will support decision making, faster performance & improve business objectives.

Do you think B2B marketing KPIs affect sales growth?

The answer is a big YES!! When KPIs are selected effectively you can get growth right from the beginning. So here comes the next question how right sales KPIs are defined. Every B2B organization is different & has specific objectives. You may be wondering driving the right B2B sales growth requires a high level of understanding with organizations business processes. All the defined KPIs must be aligned with the strategies & activities you have.

In another word, if your sales team conducts webinars to show how your product can solve target audience problems, then you can use engagement analytics to understand your prospect better.

Account-Based Marketing Campaign Objectives:

One of the most valued strategies to convert B2B prospects is Account-based marketing (ABM). Account-based marketing is one of the personalized marketing strategies which can be applied to any customer to increase the conversion rate. This funnel is one of the high-value customer accounts to nurture & engage with prospects effectively. In order to reap maximum benefits out of account-based marketing, several KPIs must be used. Below KPIs can be used to measure account-based campaigns effectively.

Marketing Qualified Accounts:

Any account that has been engaged by the company or owner of the account to an extent that can be considered as a ready-to-be-pitched sale is often referred to as Marketing Qualified Account.

Account Engagement Rate:

The rate at which engagement happens to your customer accounts is termed as Account Engagement Rate. The customer who remains engaged with your business qualifies to become a high-quality lead for the business.

Pipeline Velocity:

The measurement of the time taken to close the deal starting from the first touchpoint is called pipeline velocity.

Converting targeting accounts to customers:

It is the final stage where the targeted customer account is successfully converted into customers. Every marketer must aware of certain KPIs which will be used to measure the campaign productivity. These are discussed below:

Measuring Revenue Achieved From Sales:

Designing a perfect inbound marketing campaign & sales is highly dependent on the joined efforts of marketing as well as a sales team. Though it is crucial to measure the impact of inbound marketing strategies & the revenue they fetch, they play a key role in understanding the key current sales strategy & how it can be modified for the betterment of the organization. Driving larger revenue for each campaign is the ultimate aim of every marketer, hence KPI metrics need to be tracked on a regular basis based on budgets.

Tracking of Unique Website Visitors:

With the digital boom in the business & digital world, we need to maintain the efficiency of the website. Any business website must be up 24*7 & real-time tracking of the unique website can provide both effectiveness of online & offline activities to be carried out for the growth of the organization. This is one of the most easily tracked KPIs for measuring all your online activities.

Wondering how unique is calculated? This is nothing but the sum of all unique visits to a specific website. For instance, if 100 people visit your website for the past 30 days & 20 of those have visited your site before then your website unique visitor is calculated as below

Lead Acquisition Cost:

Lead acquisition is one of the most important jobs of B2B marketers. Integrate the CRM or ERP platforms to calculate the total acquisition cost per lead. Understanding these metrics helps in providing key insights & making the marketing more productive & within the budget.

B2B sales key Metrics:

Efforts of the B2B sales team are directly proportional to the company’s performance &growth. It includes a series of KPIs to track every month.

Total Sales: This metric indicates the total amount of revenue generated from the sales for a particular or target month.

Sales by Product or Product Type:

This metric indicates the sales that are generated against each product company owns. With these details, we can analyze the total amount of sales generated against each product.

Sales from new business:

This will help to track the complete details of first-time customers who have contributed to total sales. This can be calculated as

(Sales from new customers/Total sales)* 100

Cost per Acquired Customer:

Every business values new customers & every business love to onboard n number of customers. It improves new relationships, new connections & upsells opportunities. The one metric that is supposed to determine a company’s future & sustainable growth is the cost per acquired customer. Another important factor is how long the new customer sticks to you. Customer lifetime values are another critical measure.

Social Media Reach:

With social media becoming trending with the advent of digital marketing, it is one of the most demanding factors for any company to focus on social media. A social media campaign can expand the network smoothly with various key performance indicators based on social media platforms used such as Facebook, Twitter, Linkedin& more. Demonstrating the ability to generate leads from social media is one of the critical social media KPIs. Make sure you have a proper network to evaluate & convert the audience into marketing qualified leads (MQLs). Integrating social media platforms with analytics tools will produce measurable insights. Social listening & live chat also plays a key role in engaging with new as well as existing leads effortlessly.

Having Proper Landing page & form conversion rates:

If your landing page is ready & designed perfectly, make sure it has all features. As a marketer, you must make sure you get leads & it helps in their enrichment for faster conversions. If the landing page is driving a good amount of traffic but it doesn’t fetch you enough leads then it is pointless. A landing page must always contain attractive CTAs to deliver good value, reviews, awards & more.

Cost Per Click (CPC):

With the growing demand for having an online presence, every business started to have its own way of having online ads. It improves your brand value & online visibility. Cost per click is nothing but the amount you pay for a click to a website or ad. It must be tracked effectively to measure desired profit. CPC can give accurate results for tracking relative ads or generating specific clicks. This ad can be optimized to achieve better ROI.

Churn Rate:

Churn rate is one of the critical metrics that helps organizations to understand important aspects of customers lost throughout the given period of time. As the success, it is important to measure the failure metrics as well. It can give different dimensions on what went wrong where the focus needs to be shifted.

Wrapping Up:

KPI is extremely important for any business to constantly track, monitor, and analyze important aspects to make gradual improvement in marketing performance. Tracking the right B2B SaaS metrics for your business & making changes is one of the affordable ways to grow as a company. So once you understood the importance of tracking KPIs for effective B2B campaigns, the next step is to organize the data mostly in the business intelligence tools or dashboards. Hence it is important to plan & execute a better campaign by tracking key metrics & growing your business to new altitudes.

7 Most Common B2B Marketing Mistakes You Can Avoid [Infographics]

September 27, 2021

by Mark Henry Infographics

B2B businesses started to adopt the changing phase of marketing & started building an online presence effectively. Optimization plays a crucial role in generating the right qualified leads for their business. Here we will be discussing common B2B marketing mistakes with the right solution for them.

Reduce Using Too Much Of Jargon:

Every business use jargon to use how knowledgeable & strong they are in their fields. Too much use of many jargon can be a hard time for the audience in understanding the actual context.

Make sure you write for your audience, always make you write & create content to make sure your content resonates with them. Always try to keep the prospect level understating in your mind to make sure you deliver the right information.

Focusing Much On Company:

Most of the B2B companies focus on how the company & services of the company are great. But prospects always look for help when they visit your store. They are more curious to know how products & services can help them in solving the real-time issue.

The best way to help the audience is always to revise & look for details from the audience’s perspective. It must have business plans to help a large audience.

Not Having High responsive design:

One of the greatest mistakes of B2B is not having a highly responsive design. Responsive design is critical & it ensures the audience can access your content effectively. This is one of the important aspects of B2B marketing because users access from different devices, and it is important to provide a positive experience for them.

Always have integrated, responsive design to your website & provide a better experience.

Discarding Call to Action:

Ignoring the call to action is one of the biggest mistakes of B2B marketing. CTA’s always provide crystal clear direction for the audience & offer a wide range of options in for buying process.

The inclusion of CTAs can help your audience with detailed information can be the biggest asset for your company.

Ignoring Search Engine Optimization SEO:

One of the primaries &the important strategies of B2B marketing is Search Engine Optimization. SEO helps you in growing business online & offers primary opportunities to connect with leads interested in your business.

The best way to improve your B2B marketing is optimizing your website for search engines. This is done by integrating relevant keywords for your page, meta description, title tag & more.

Not Using Tracked Metrics:

The ultimate aim of investing time, money & effort in the digital marketing plan is to ensure you’re working. Another important aspect of suggesting this is tracking important performance metrics. From website optimization to campaign performance you must track everything to deliver high results & good ROI.

Not Having Accurate Subject Line:

Email is one of the most important modes of communication in B2B marketing. It is one of the preferred mode to connect with prospects or customers. Tweaking a bit of it can be helpful in performing the job better like addressing customers with their name & showing their privilege.

Lead Generation Strategies For SaaS Companies

September 21, 2021

by Mark Henry B2B Marketing

A software-as-a-service company understands how difficult it is to create leads and then convert them. To generate leads, businesses can use a variety of marketing methods; however, not every strategy is appropriate for all types of enterprises. When it comes to customer acquisition for SaaS enterprises, a fresh set of marketing methods is necessary.

With 85 percent of marketers prioritizing lead generation and sales as their primary aim, SaaS marketers spend an absurd amount of time developing content and then marketing it. The reason for this is fierce competition and the need for a steady stream of leads to stay in business.

What is SaaS Lead Generation?

In simple terms, it’s the process by which SaaS companies create a list of people or organisations who are interested in their software. The list could be an email list, a social media audience, or a phone list of ready-to-call sales leads. They may not be ready to purchase right now, but the lead you produce may be interested in a SaaS solution in the near future.

If you’re a B2B SaaS marketer planning for 2020, we hope this roundup of B2B lead generation best practices is useful.

Start With Content Marketing

In the SaaS industry, content marketing is the most effective strategy for attracting customers, engaging with them, and eventually converting them into leads. Content marketing is used by brands all over the world to build their brand, attract visitors, and, of course, convert them into leads.

PPC may bring fast results, but they are limited to the amount of time you spend on it, whereas content marketing benefits you in the long run without costing you anything. According to statistics, 61% of people say that reading a blog has influenced their decision to purchase a product or service. Content marketing, on the other hand, isn’t only about writing blogs and advertising them; it may also include making videos, infographics, or anything that can entertain or educate your audience.

Implement SEO Strategies

An SEO strategy isn’t effective without a content marketing strategy. Search engine optimisation, or SEO, is a back-end technique that determines where your content appears on search engine results pages. But why do you need it in the first place? According to statistics, Google receives over 6.3 billion searches each month, with the first five organic results receiving 67 percent of all clicks. While pay-per-click advertising is an effective marketing approach, the majority of searchers ignore the ads on the SERP.

To keep ahead of the competition and reach out to potential clients, you must present your company in front of them, which is where SEO comes in. There are two types of SEO:

On-Page SEO

You have full control over the SEO aspect. Keyword strategy, internal linking, meta description, title use, website UI, and page load time are all examples of on-page SEO.

Off-Page SEO

The links you create from other related websites are referred to as off-page SEO. However, it’s not just about the number of links you create; it’s also about their quality. Aside from that, social media is important because influencer shares and likes represent the content’s quality.

Use LinkedIn To Connect & Interact

LinkedIn can be a lead generation powerhouse for you if you’re in the B2B SaaS business. According to statistics, B2B marketers use LinkedIn to distribute their content in a remarkable 94% of cases. Begin by providing relevant content on LinkedIn Pulse, then cultivate a specific audience and engage with them regularly. This engagement will foster trust between you and your audience, which will eventually lead to consumers purchasing your product or service.

Provide Free Trials

Apparently, this is the most common lead generation strategy utilised by SaaS companies. After all, “test drives” help customers to determine whether or not your product is a good fit for them. That is why you should make a trial version available on your website for potential clients.

A trial version is an excellent lead grabber, especially for companies that cater to a tech-savvy demographic. Before making a purchase choice, your potential customers want to experience the goods. However, before you can persuade individuals to try your product, you must first raise awareness about it. That’s when the tactics outlined above come in handy.

Leverage AdWords

Promoting your content on Google has its own set of advantages; you gain immediate exposure in front of your audience without having to put out any work. It also helps you to reach out to a very specific demographic and increase traffic to your website.

The easiest method to get the most of AdWords is to perform a series of experiments and see which one delivers the best return on investment. You’ll learn which types of adverts appeal to your target demographic the most this way. If done correctly, it can become your SaaS company’s principal source of lead generation.

Implement Chatbots

Did you know that more than half of clients want a business to be available to them 24 hours a day, seven days a week?

Your program can be perplexing to users, particularly those who are unfamiliar with it, and you must respond to their questions and assist them in any manner feasible. One option is to recruit a large number of humans to help clients, while another is to use a chatbot.

A chatbot will let you and your team focus more on development rather than support by automating the customer assistance process. And if you can handle questions, both current and new consumers will think of you first.

Bottom Line

These are the most effective SaaS lead-generating tactics currently in use by leading SaaS firms. However, in order to maintain a steady flow of leads for your SaaS business, you must create reasons for potential clients to use your service or product. Create a buyer’s journey and use the tactics listed above to try to influence your clients at each stage. As a result, you’ll raise brand awareness and continue to generate a considerable quantity of leads.

A Concise Guide To Account-Based Marketing In 2021

September 20, 2021

by Mark Henry B2B Marketing

As pandemic covid-19 hitting us hard, the world of marketing is continuously changing with the internet & its evolution. Due to this constant shift, many salespersons, find it tough to decide & focus on hot leads or accounts. In order to solve this issue, Account-based marketing comes into a pitch where sales & marketing teams can work together to deliver account-specific messages with customized programs. Also, it can emerge as an improving revenue model in a short span of time.

Account-based marketing aims to start the sales process by selling directly to the best fit instead of wasting time on unqualified or uninterested leads. And more importantly, spending time on unqualified leads isn’t the right fit for your business. In simple, you must move into the phases of engaging your target accounts effectively.

So curious to know what is account-based marketing?

Account-Based Marketing (ABM) is a growth strategy that aims to collaborate with the marketing & sales team to create a personalized buying experience for a high-value account available in your marketing or sales CRM.

Weed out the least valuable companies by opting for account-based marketing. If the sales & marketing team are in complete alignment you can engage high-value accounts much effectively. Account-based marketing helps B2B marketers to work & communicate with high-value accounts as if they are the individual markets. With deep personalization insights, high-value accounts can be effectively communicated with content & campaign to boost customer loyalty & ROI.

Before deep-diving into account-based marketing & specific tactics, there is another important combo that can do wonders. Account-based marketing & inbound marketing is the best combo ever. Now you must be wondering how exactly this combo works? No worries, we can understand from the definition of account-based marketing – it is a highly targeted strategy.

Inbound marketing is one of the foundational methodologies for framing a growth strategy that aims to attract new customers with valuable content &provide a delightful experience. Inbound marketing paves the way to organically provide the information they want with the strong ABM strategy.

Why it is important to implement both account-based marketing & inbound marketing?

You grow better by targeting high valued accounts with remarkable experience as an account-based marketing help in providing delightful insights.
With combined efforts, you can attract a broader group of audience & get in touch with multiple opportunities
You can create valuable content which can be used for inbound marketing & Account-based Marketing.
With the advancement and innovation in account-based marketing software, it is easy & simple to implement account-based marketing & inbound strategies.
The efficient customer Acquisition process
Efficient use of marketing resources
Building stronger & trustworthy business relationships
Improved sales cycle

Types of Account-based Marketing Strategies:

There are three types of account-based marketing that are

Strategic Account-based marketing

A highly customized marketing program for a small group of accounts & when it is between 5-15 accounts are often referred to as Strategic Account-based marketing. Content must be highly personalized for these high-value accounts.

Account-based marketing lite

If marketers prioritize their program for particular clusters of accounts that share similar needs is referred to as Account-based marketing lite. Based on the company typically 15-100 accounts are selected at this phase. It requires a high investment strategy.

Programmatic account-based marketing

And lastly, programmatic account-based marketing is defined by a “one to many” focus. Depending on your budget, you can scale up your accounts within several verticals.

How to identify high-value accounts for ABM campaigns?

In order to generate a high ROI, you must ensure your marketing campaigns generate high ROI. Here comes the big question how to identify those critical accounts effectively

Creating ideal customer profiles:

Building an ideal customer profile is one of the best & effective ways to identify popular accounts. ICP gives a description of the company that perfectly fits with your buyer.

Channel Mapping:

The process of identifying your most valuable channels & accounts that are used to understand a company’s brand is termed channel mapping. With this detailed information, you can focus on most valuable channels & partners.

Enrich Your CRM Data:

ABM tactics work well if ABM uses the right data. Without the right data desired result is not possible. Missing important insights could be lead to misuse of marketing funds & resources. So in order to gain good control over sales data, polish your existing data & multiply your returns.

How to build your account-based marketing tactics?

If account-based marketing is the building block of your strategy, then you must ensure efforts & investments made are successful.

Make Use of Strategic Account Planning Template

As sales & marketing teams are involved in account-based marketing, it is the best deal to unify your strategic account planning template with useful information. Your template must provide clear & unique content such as

Business Overview
New business initiatives
Customer Relationship landscape
Customer products & revenue
Competitor analysis
Buying process & plan
Customer relationship goals & strategy
Sales opportunities
Action plan

Organization Account-Based Alignment:

One of the most important tactics of account-based alignment is – secure organizational account-based Marketing alignment. In simple it refers to getting all internal stakeholders on board. Collaborating with all customers is more important as it lays the foundation for the efficient & streamlined process.

For instance, the VP of Sales & VP of the marketing team should spread awareness regarding

Members are involved directly in the strategy.
Highlighting business point of difference for selected target accounts
ABM’s (Account-Based Marketing) budget
ABM’s (Account-Based Marketing) Resource
ABM’s (Account-Based Marketing) goals
ABM’s (Account-Based Marketing) KPI metrics

Build your ABM’s Team:

From the C- level perspective VP & executive people are involved. Being leaders of the respective teams, it is important to build their respective teams who will be completely dedicated to the targeted accounts. This team will be responsible for creating & publishing engaging content for the targeted accounts. The ultimate aim of creating high-quality content is to close business deals more effectively.

Brainstorm & pick your ideal set of target accounts:

As C-level executives, it is important to brainstorm & pick the high-value target accounts to invest your time & energy in promoting upcoming products & services. This can be achieved by the following ways.

Creating search alerts for your ideal customer LinkedIn Profile.
Create a workflow that helps in filtering incoming qualified leads based on business-specific criteria.
Identify target accounts based on particular industry vertical or geographical location.

Seek the help of the sales & marketing team to create an account plan together:

From the start of the blog, we have been insisting account-based marketing is all about team efforts. Agreed, right? That’s why involving appropriate marketing & sales teams is highly recommended. It gives a crystal clear answer for the below queries when an account-based marketing plan is rolled out.

Who should be known at each account?
What content is engaging among buying committee members?
Which channel is the most preferable media to share content?
How will be right support be provided to marketers to sales reps at each stage of the sales process?
How personalized content should be created?
How to customize allocated resources & budgets for each account?

Attract Contacts From High-Quality Accounts:

So far we have discussed how the strategy should be planned. Now we need to attract buying members & stakeholders of the target accounts. This works based on how long you’ve been in the industry and how ABM work was done previously on the selected accounts. Based on this suggestion & output you can decide which contact can be targeted & what works best for them.

Keep aspect of successfully attracting high-quality accounts is to personalize the content. This will help to elevate brand awareness & maximize reach among the targeted audience.

With some GDPR compliance recommendations high-quality accounts can be targeted:

Engage with accounts on social media.
Prepare a podcast or video series by collaborating with leaders from the targeted account.
Conduct webinar or sponsor an event
Send direct messages via social media, direct mail, email, or post
Communicate through LinkedIn InMail outreach
Have a custom landing page to address the needs, questions & concerns
Have dedicated account managers for constant interaction & engagement
Create ad campaigns
Invite key contacts for events & ask attendees to invite their colleagues.
Optimize the campaign based on goals, metrics & marketing insights.

Benefits of Account-Based Marketing in 2021:

Targeting niche-based accounts based on their values
Ability to identify key accounts & retain them for longer
Identify key contact from the account & engage them
Build long-lasting relationships
Creating new opportunities to address the pain points.

Wrapping up:

Account-based marketing shortens the sales cycle with an improved conversion rate. Being professional B2B database service providers, we have intense market research &abusiness intelligence team. Collaborate with Logichannel to empower your business by making profitable marketing campaigns & acquire good business deals. To know more about account-based marketing connect with us right now. We’re happy to help.

Effective Ways to Clean Bad CRM Data

September 14, 2021

by Mark Henry B2B Marketing

No business exists without a customer base. Customer information plays a huge role in building the right opportunities & expanding them across the globe. Customer Relationship Management (CRM) includes all information about the entire customer lifecycle, which can be used across all sales & marketing departments. CRM can be used as a valuable asset to use data across different teams if it is integrated with other marketing automation platforms. Since so many teams use CRM centralized data there is a higher possibility of having de-organized, duplicates, or incomplete data. Now you may have a billion-dollar question how do you keep your CRM data clean & useful for organizations?

In this blog, we will be sharing a few tips on keeping your CRM data well organized. Scroll down to know about our best strategies for cleaning & maintaining your CRM data for the long haul.

Why Is It Important To Have Clean CRM Data?

As per Salesforce 2^nd state of the connected Customer Report, 79% of the customers are willing to share their personal information in exchange for information that allows vendors to know &understand them better.

In a nutshell, B2B buyers are ready to share their information for a better experience. CRM is one of the popular & powerful technologies of B2B marketers to solve the customer identity problem. And with the growing intend to accumulate customer information, 95% of the marketers planning to use the CRM (Customer Relationship Management) system in upcoming years.

Using technology to solve the customer identity problem plays a vital role in any successful B2B campaign. This is because over the years information in a customer relationship database decays naturally because people change titles, companies, jobs, business mergers, new business acquisitions &, etc. With the clutter data everywhere vendors find it tough to verify, validate& qualify leads. It also impacts lead generation, marketing, finance & customer relationships.

What is Bad Data?

From the layman’s point of view, bad data is outdated, duplicate, missing data, or improperly formatted data in your marketing, sales, or customer database. Any data that exist in your database in an incorrect format is often termed bad data. Sales & marketing ROI will be affected by bad data. A survey from Gartner shows companies having bad data costing $14 million per year.

On a serious note, bad data has negative effects on your company’s ROI which needs to be taken care in order to improve your campaign success rate. Being pioneers in email database services providers we would like to put a forth series of questions before offering best practices for cleansing your CRM data.

As a company how much time you spent cleaning up your CRM data?
How often do you clean up your data?
How long does it take to clean up the CRM data?

Research & survey’s on cleansing CRM bad data shows nearly 40% of the companies spend 4+ hours on removing bad data & 30% of the company do it at least weekly.

Impacts Of Having Bad Data:

Optimization Issue:

If your campaign fails to meet expectations only because of bad data, they won’t know the actual problem. Effects of bad data stay hidden because prospects’ information may look perfect for you & your campaign.

Ineffective Marketing Campaign:

Customers tend to your brand or service when you put effort to show a personalized experience for them. Mistakes in your database can lead to wrong personalization such as opt-outs, email delivery errors & more. This may end up in wasting your marketing budget, time & energy on the wrong prospects.

Types of CRM Bad Data:

To give a clear picture of cleansing data we’ve categorized data issues in the following ways & they are the common types of bad data:

Incorrect data: Data that is wrong like having the wrong phone number or wrong company details.

Outdated Data: Data that are no longer & can’t be verified.

Duplicate Data: records with multiple entries in the B2B database.

Missing Data: database with missing information which is highly recommended for B2B campaigns

Invalid Data: records with error or format issue. Email without “@”

Inconsistent data: records with error with country or state or etc.

Effective Ways To Clean CRM Bad Data:

Limiting The Administrative Users:

First & foremost as a part of an effort to reduce duplicate records, limit the number of team members having full access or administrative privileges within the CRM system. Based on the size of the company & business, having a proper guidelines or clear administrative services can limit the number of people who can read /write CRM data.

Having Standard Practices:

Establishing a standard practice for editing or updating records in CRM is highly recommended for any type of organization. This is most important as it becomes problematic or showstopper when vital information is missing. By creating streamlined processes & consistent rules you ensure all information is most recent & accurate.

Ex for establishing a standing practice: consider Name as a formal parameter in the CRM contact database. As a CRM owner or key decision-maker, you must decide if formal names or nicknames can be acceptable? Are names must be capitalized?

Defining the best set of rules & establishing a standard practice along with documentation can guide users to performing regular actions without any inconsistency.

De-Duplication:

Records get duplicated due to many reasons such as salesperson entering the same data on different dates, refreshing data from third-party solutions, customers submitting the same data twice or more. Here are some tactics to consider in identifying & removing duplicate records:

Use deduplication tool – Many popular CRM has their inbuild duplication tool which can be leveraged in merging duplicate records over a regular time interval.

Use Merger tool- having automatic business rules that block or merge duplicate records by alerting users entering contact data against the particular accounts.

Consolidate & Standardize Data Fields:

There are several sorts of reasons which might have low-quality contact data in your CRM. Brainstorm with teams that are about to use your CRM data in the long run while expanding business over years. Multiple data values that aren’t standardized for the required data point can be a big problem. With the help of marketing automation tools & workflows, you can easily use standard data across all your contacts or accountants. Time spent on framing leveraging or deciding the standardized data fields can help in reducing potential errors &improve the quality of data collected. Clean data is directly proportional to operational efficiency.

With discussion & brainstorming some companies have found that the CRM data standardization works best for their needs & provides reporting required by the leadership team to make data-informed decisions.

Limit the use of free form text fields:

All businesses encounter databases that only want to use fields like email, name, job title & other fields without proper structure to capture input. So before implementing any CRM for your organization, it is important to determine the correct fields you want to use in a form to collect information. Determine what you need to analyze & ask that particular piece of information rather than collecting all kinds of information.

Re-Engage with CRM users to get updated information

Have a sound editorial plan with surveys & premium content to collect all kinds of information from qualified leads.

Delete Bad Leads:

B2B marketers always describe well-defined criteria to identify contacts that can be deleted safely from a CRM. Having regular conversions with stakeholders to determine if incomplete data for contact is viable or not.

Here are some common criteria which can be used to delete bad leads:

Last visit or interaction with contacts greater than X days
Contact hasn’t opened an email
Contact hasn’t subscribed email or newsletters

By removing bad leads we are able to shift focus on the contacts which have a higher probability of becoming an SQL (Sales Qualified Leads), MQL (Marketing Qualified Leads), or potential customer.

Perform Regular Data Audit:

With regular data audit, you can identify the information that is available in your system and what is information required additionally. This audit helps to identify the gaps, data sets, or data fields you validate. Also, you can perform an activity to get what information is missing & ways to fill in the gaps. It gives a clear picture of which customers can be given prioritization & who can be an asset to your organization.

Reasons To Clean CRM Data:

Expanded market reach
High Email open rate
Better Customer engagement rate
Improved customer connection rate
Improved customer service & high customer retention
Improved ROI
Improve the campaign success rate

Conclusion:

The effectiveness of sales & marketing strategy is connected to data hygiene quality. Customer Relationship Management (CRM) makes it easier for many start-ups & well-established companies to organize, plan, prioritize & roll out their marketing plans only if they have accurate clean data. To learn about how to enhance your organization’s data hygiene, get in touch with LogiChannel right now!

Driving Sales With Data Enrichment Services

August 31, 2021

by Mark Henry B2B Marketing

Data is one of the most common buzzwords of the 21st century. A report from 2020 Experian about data management shows 85% of the organization recognize data as one the most valuable assets to their business. So here pops up a million-dollar question how about data hygiene if data is your asset. Data hygiene is one the oldest yet important parts of maintaining a strong database. This is where data enrichment comes in.

What Is Data Enrichment?

The process of improving the accuracy &the reliability of your raw lead & customer data by adding extra information from the verified sources is often referred to as data enrichment. Alternatively, data enrichment can also refer to data appending.

This service ensures your data is accurately representing the audience & you get the full picture of the data collected. Accurate & reliable data plays a key role for B2B salespeople. It helps the salesperson to understand better of what customer wants vs. their needs. Data is the lifeblood of salespeople & they strongly believe quality issues may impact customer trust & perception.

In order to improve the trust, B2B marketers can use enriched data to create targeted & personalized experiences. Have you ever wondered why personalization is important & how it plays a key role? Here is some notable research from HubSpot shows

91% of the consumers prefer to shop for brands that provide strong recommendation&offers
80% of the consumers want brands to provide a personalized experience.

Hope now universally accepted that data enrichment makes you & your customer life better. Wondering how data enrichment works & makes your life easier? The Answer is simple Data. Data has a superpower because of its reusability. Generate new business insight to release business products & services to improve customer relationships. And more importantly, data enrichment works well in all contexts when your company evolves.

Types of Data Enrichment

Types of data enrichment vary by volume of data sources collected & they are behavioral, Demographic & Geographic. Each type of data enrichment helps the company meet the growing needs of different business goals. Though all data enrichment services are discussed here, before selecting the right data enrichment technique, decide what kind of information you need for business.

Behavioural Data Enrichment

Adding customer behavioral patterns to the user profile is often referred to as enriching behavioral data. Collecting behavioral patterns helps users B2B marketers identify the area of interest as well as the prospect buying journey of customers. This helps to determine the effectiveness of the B2B marketing campaign & the marketing budgets for each campaign. It involves identifying &monitoring the user buying pattern & understanding each interest of the customer.

Geographic Data Enrichment:

The method of adding geographic data to the customer profile such as including postal code, mapping insights & more is often referred to as Geographic data enrichment. Such information is highly useful in determining & advertising the new store locations. Hence it is mostly recommended for location-based targeted marketing.

Demographic Data Enrichment:

Adding pieces of information like marital status, family size, income level, credit rating & more to customer profile is referred to as Demographic data enrichment. Collecting & analyzing such information improves your personalization & targeting criteria type.

How Data Enrichment Can Be Achieved?

As discussed earlier data enrichment is the process of combining one or more data sets that are collected from various sources. First & foremost standardize all merged data to fit the quality standards. By establishing data quality standards, you must be refined, improve & enhance data grouping techniques. Enriched data give you more knowledge about your business, customers & improves your brand identity.

Companies that understand the values of the data enrichment equip their teams with valuable demographics, geographic and attitudinal customer information.

There are several ways in data enrichment that can drive high sales. They are discussed below:

Construction Of Customer Profiles:

Business requires accurate insights to target audience through their preferred mode of communication which motivates the audience to stay close with the brand. Enhanced data allow B2B marketers to segment details based on the sales funnel. Data enrichment can facilitate the enhanced understanding of customers for a more personalized customer experience. Based on the detailed information about datasets, enrichment data allows your business to create more personalized communication on individual customer data.

Personalization:

A personalized experience is highly recommended for any business as they can provide fostering meaning & long-term customer relationship which is a key success for the business. And customer profile personalization has a direct positive impact on a company’s sales & revenue.

With enriched data, you can grow the target audience grows exponentially. This process gives all information to generate hyper-targeted customer segments. B2B marketers provide the right customer journey to the right company which improves customer interaction. Gone are the days, where contacts first name or last name is enough. But now your communication should provide prospects firmographics, technographics & other information which can segment the prospect accordingly.

Improving The Overall Customer Experience:

The ultimate aim of any data enrichment is to improve your customer experience by engaging with companies. Enriched data give more accuracy in insights & conclusions for the business with the existing business. This enables marketers to upsell & cross-sell opportunities which grow the B2B database effectively. Data enrichment gives a crystal clear picture for B2B marketers to collaborate with clients effectively.

Enhanced Segmentation:

With the ever-growing data, you can more accurately segment your audience & B2B database. Segmentation can be based on small & large scale determiners as it helps you to categorize the small, mid & individual business owners effectively. This segmentation knowledge helps B2B marketers to develop more effective & targeted B2B marketing campaigns. With accumulated data, you can reveal new data patterns & business opportunities that come your way.

Smart & Advanced Lead Scoring System:

Data enrichment plays a crucial role in determining the automatic lead scoring for prioritizing & processing real-time customer data. If a lead enters your system with basic information, with the process of nurturing & lead scoring technique lead will be assigned a low score. But with a real lead enrichment process in place, a lead scoring system can reprioritize your lead scoring. This enables B2B marketers to research & identify the high intent for buying your products.

Enabling Machine Learning Technology:

With the power-packed artificial intelligence & machine learning support, it is a boon for B2B sales & marketing professionals to offer a personalized experience. Chatbots are one of the best examples. They play a key role in gathering customer data through effective conservation & virtual humanoid. All these collected data can be enriched with existing information from your CRM or robust sales intelligence tool as it helps in getting the right insights for a personalized B2B experience.

Improved Data Quality:

As we all know redundant & inaccurate data spoils the essence of targeted marketing & provides inappropriate insights which cost companies significantly. If a business operates with such redundant data, they are unable to decide what to remove. With the proper data enrichment activity, you can eliminate redundant & inaccurate data for analyzing information, combining boundaries & correcting errors. This quality also enhances the quality of company data maintained so far & levels up the information.

Improved Cost Saving & Sales:

The ultimate aim of any data enrichment service is to reduce cost & optimize sales. Strict protocols of data enrichment help to ensure no database storage is wasted in storing inaccurate or redundant data. Alternatively, it also reduces cost by minimizing penalties that raises because of data compliance. With proper & reliable customer data, meaningful customer relationships can be determined. This helps in identifying cross-selling & upselling opportunities highly recommended for any business.

Stay Top Of The Trends:

Having a crystal clear idea & awareness about consumer trends, economic behaviors & buying behaviors can put you ahead of your competitors. With such useful information as a B2B market, you can predict the direction of your industry is heading. This also helps the business intelligence team to plan their future innovation based on the rising demands of the evolving customers. If the future is bleak, then with these insights, you can move the industry in a different direction. Simple collected & well-segmented data give you a big picture of where your business is heading.

Improves Forecasting:

Predicted analytics is a buzz in recent times. Based on the historical data, predictive analytics can use AI & machine learning algorithms to predict the best possible outcome for the future. Make better-informed marketing strategies with a detailed business plan that can enhance your lead conversion & subsequent sales generation.

Conclusion:

The use of high-quality data provides real-time metrics which directly shoot up sales. Also, it improves customer engagement opportunities any business requires with the help of well-segmented consumer data. The key takeaway is how to strategize & utilize high-quality data to drive high sales. Collaborate with the Logichannel team for any data enrichment assistance & improve your standards.

Significance of Data Quality in B2B Industry

August 24, 2021

by Mark Henry B2B Marketing

In the world of B2B marketing, generating the right leads is an essential aspect because these leads will be converted into loyal customers. Of course, you have a variety of lead generation examples and best practices to pick from. In B2B lead generation, however, data quality is very important. As a result, the quality of data collected, stored, and consumed is becoming more significant. We’ve all witnessed the negative impact of poor data can have on a company and are familiar with the frequent consequences of incorrect data, but how much does it truly cost?

According to Gartner’s research, the majority of companies believe that poor data quality costs them an average of $15 million every year. While those of us who work with data on a daily basis are aware that incorrect data is costly, this number is surprising.

“Without Data, you’re just another person with an opinion.” – said W. Edwards Demming

Let’s See The Role and Significance of Data Quality in B2B Industry

Quality Data Improves Decision Making

The quality of data determines how useful it is. Even minor quality variations can lead to poor business decisions, which can cost a company hundreds of thousands of dollars. The higher the data quality, the more confident the team working with it will be in the results it generates, minimizing risk and boosting efficiency. The value of data in decision-making is in its consistency and increase. It enables businesses to discover new business possibilities, increase revenue, forecast future trends, improve present operational efforts, and more.

With the help of b2b data providers, nowadays most of the key decision-makers can be able to make better-informed choices than in the past by structuring and filtering the data which was collected by an organization. Today, most of the top companies around the world use data to make decisions about their business. When better decisions are made, businesses can reap benefits that extend beyond the expected margin.

Improves Business Processes

Up-to-date and accurate data aids in the evaluation and improvement of business processes while allowing you to save money and time. By providing data in a format that can be interpreted by management, quality data allows a business to make informed decisions in day-to-day business processes.

Improved Customer Relations

The customer is king! It is essential for any business to have a good relationship with its customers in order to ensure future sales and success. It’s mandatory to hold accurate data to boost your customer relations. Data allows you to properly understand your constituents, preventing you from sending them mail they won’t read and allowing you to anticipate and address their requirements. Both of these things generate a lot of positive feedback from your customers, and that is why data quality is so crucial.

Understand the Audience and Market

The marketing landscape today is extremely diverse and ever-changing. Within a week, a product that was just released must compete with an updated version from another company. Today’s audiences’ tastes/choices and purchasing processes are continually evolving, posing a significant challenge to businesses.

Any business endeavor requires an understanding of your customer. Successful companies know what their customers want and how to get their product or service in front of them in the most efficient way possible. It is easier to reach out to your customers if you can see them clearly. In order to discover current market circumstances and customer behavior, it is essential that companies have access to high-quality, up-to-date data.

Increased Productivity

Your sales and marketing teams can be more effective when they have access to high-quality data. They may focus on their core purpose of growing an audience and providing sales opportunities rather than validating and addressing data errors.

Data, if correctly accessible and deployed, can offer businesses the way to enhanced worker efficiency. There’s no excuse for leaving data out of your processes when tools and resources are available in greater quantities than any organization could hope to use.

Enhances Marketing Efforts

As one of the responsible B2B marketers, I can tell you that today’s marketing is predicated on data quality to the level of 80%. Data quality is critical since you can’t understand or communicate with your clients and prospects until you have high-quality data.

The value of good data may also be shown in marketing campaigns. Companies could only market to the biggest audience in the past due to a lack of demographic and other crucial data on customers, wasting money on people who were unlikely to be interested in the particular products or service being given.

Minimization of Losses

Poor data can result in revenue loss in a variety of ways, including communications that fail to convert to sales due to inaccurate customer data. Furthermore, customer confidence is lost and corporate liability is increased due to poor data quality.

This is why we B2B marketers should pay greater attention to the practice of just collecting personal information that is directly relevant and necessary to achieve a specific goal. And, by all means, ensure that the information gathered is accurate.

Tips To Ensure Data Quality

We highlighted the importance of good data and the criteria that define it. Let’s look at how you can make sure your company’s data is up to standard.

Evaluate the quality of your data on a regular basis and keep track of any issues, errors, or gaps.
Calculate the impact of data quality, both good and negative. Identify and enhance the business value created by good data, as well as the costs associated with poor data quality.
Identify the main aspects that represent your firm and are necessary for it to expand at a quicker but sustainable pace. Then concentrate on those data sources to separate the useful from the useless.
Work toward establishing a central data repository that contains only relevant, full, unique, and trustworthy information.
Determine the best tool, method, and technology combination for error-free data analysis.
In addition to establishing a core data team, work with competent data analysts and experts. Ensure that accountability is obvious and that data governance principles are well-understood by everyone.

Conclusion

In the day-to-day lives of different authorities handling the data, data maintenance and quality assurance is an ongoing and frequently time-consuming operation. Leaders that position their firms to manage data appropriately and appreciate its intrinsic value will always have a competitive advantage.

Periodic reviews and scrubbing—or cleaning—the data are required to maintain data quality. Scrubbing entails updating, standardizing, and de-duplicating data, as well as ensuring that all relevant information is there. The faster data can be cleaned, culled, and consolidated, the more insights can be extracted.

We don’t take data quality for granted at LogiChannel. It’s an important step in the lead generation process. Lists, on the other hand, rapidly get stale. Promotional operations are severely harmed by out-of-date contact and corporate information. Quality leads shift from one position to the next. To generate successful sales, you must clean data after a title change, a business change, or an email change (or all three). Our data mining team understands what is genuine and what a scam is. We will provide you with the best contacts for your business activities once you assign a task to us.

How To Identify Your Potential Customers?

August 24, 2021

by Mark Henry B2B Marketing

We don’t want to push our ideas on to the customers, we simply want to make what they want”- Laura Ashley

Understanding your customer is a crucial part of any business. Be it any type of business customers are the ones who drive your sales. The number of customers is directly proportional to the revenue & profit. So it is important to launch a new business venture or product in order to identify your potential customers. You must know your customer better in order to enhance or modify the existing product or services. Have a crystal clear idea about your target market, helps B2B marketers in effective utilization of marketing resources as per budget.

Smart tips from the experts of Logichannel can help you in identifying your potential customers for the business.

Have A Solid Business Plan:

Plan everything before rolling out your product or service. Based on your target market, work out your plan to promote your product. Question yourself from a customer perspective to understand about your more about your product, sales plan & how it will work. With a well-planned marketing strategy, you must about to provide what works best for you & whatnot.

Go For Survey:

As per your plan, you would have gathered some knowledge about your customer, with the help of the survey’s it can be taken to next level. The survey is the best way to know your potential customers even better. The survey must be taken by both sets of customers. Potentially some may your be existing & other prospects who show interest in your product or service. A well-made survey will provide valuable insights on the prospects of the product are interested in.

Focus On Demographics Data:

Create a demographic profile for your customers while defining your target market. What attributes can be classified as demographic data is your next million-dollar question right? Attributes like age, group, gender, location, marital status can be classified as demographic data. In general demographic data is socio-economic in nature.

Targeted Advertisements:

The Internet has brought tremendous change in the way we do business & Marketing. In the real advertising world advertising works by commercial factors or billboards. With the help of targeted ads or pay-per-click, companies can get a significant increase in sales, user engagement, and conversion. With the complex algorithm, your ads can be seen by different groups of people who would love to try your product or services.

Create Online Presence:

Social Media is one of the buzz mediums in recent days, which helps companies to stay connected with the target audience. Focus on all available social media channels such as Facebook, Twitter, Instagram, Quora & more. Social Media must not be used to promote only products or services. They must be effectively used to invest time & effort in creating relevant content to brainstorm with the audience. With a strong online presence, any business can build its brand & gain credibility to attract more customers. Another important feature is 24*7 support available online. This enables you to showcase your business all day & up running.

Sponsor Events:

Sponsor Events are one of the major events which help businesses to know about potential customers. If you’re damn serious about running a successful business, then sponsor events to help you to connect with the target audience. Event sponsorship is one of the effective ways to increase your brand visibility. Partnering with the right event can be a perfect pitch to attract prospective clients &stockholders. It creates positive feelings about your brand &identity. And more importantly, the sponsor event budget is comparatively less than traditional marketing techniques.

Affiliate Marketing:

Affiliate Marketing is one of the best & flexible approaches for a cost-effective method to promote your products or services effectively. With a low budget & time affiliate marketing can do wonders for your business. A business partner with an affiliate help to promote the sale of their products & services. 80% of the top brands use affiliate marketing & 15% percent of their revenue comes from affiliate marketing.

Benefits of Affiliate Marketing:

Low-Cost budget
Targeted Traffic
High ROI
Low risk

Approach Influencers:

Internet in recent days relies on the thoughts & ideas shared by well-known people often referred to as though leaders or influencers. Based on the chosen platform, there can be bloggers, entrepreneurs who can help you in expanding your business or promoting your brand. Influencers can be engaging big players in your industry. So reach out to the appropriate bloggers to spread a word of mouth about your business, product, or sponsor events.

Craft An Engaging Newsletter:

The newsletter is one of the brilliant ways to attract new customers to your business. It completely differs from generating leads as it requires a lot of effort in knowing your potential customers. And newsletter can be sent to existing clients in a personalized manner. A personalized newsletter has the power to improve your leads over time. Newsletters help you to nurture your leads your customers. The newsletter strategy plays a key role in reviving unresponsive subscribers.

Study Your Web Analytics:

Tonnes of data are generated daily to learn more about the buyers & others who share common values or interests. Effective utilization of shared web analytics can help B2B marketers to learn about more new leads, who can be your potential customer. Here are few things that need to be addressed through web analytics.

The pattern of the website visitor
From where they come from
Keywords used by various visitors & their ranking
Where do they land on the website?
How long do they stay?

Establish Trust Within Local Communities Through Reviews:

With growing needs to stand out from the crowd & gain support one must establish trust. With the increase in internet users, numbers of prospects are inclined towards online reviews & brand identity for trust & personal recommendations. As your company keeps expanding, it is a good start to place high-quality content to improve your brand visibility.

Leverage your Social Media Platform:

The main use of social media or professional networks is to explore & find industry-specific prospects based on your B2B marketing goals. Both offline & online professional network works well for you. This network plays a key role in collecting, verified data & enhance them to give powerful insights that connect with your prospects. Social media allows you to provide platform-specific marketing strategies where a good strategy can reap tons of benefits.

Benefits of leveraging Social Media:

You learn about persona
Content promotion through the diverse channel
The engagement ratio is high
24*7 customer support
Effective lead nurturing approach
Sales prospecting

Post Content Regularly:

B2B marketer’s job doesn’t stop after identifying the perfect social media platforms for promoting your brand. Consistency is the key here. You must share creative & engaging content over a regular interval of time to make use of you are audience benefited out from it. Engaging with over the internet & resolving their queries instantly helps you to stay on top of the trends.

Use Your Competitor To Study & Understand Where You’re Lacking:

Analyze the case study, which might help you understand the prospect in a broader view. You can find the main reason why a client prefers your competitor over you or your products. Study your competitor website & case studies they have published to get a clear understanding of what needs to improve at your end.

Conclusion:

Marketing is a central aspect of any business to improve the lead database, sales & revenue. A company marketing strategy must be customer-driven as it adds value to your growth. Depending on the industry or target audience sales & marketing activities must be fine-tuned to get better results. Logichannel being a pioneer in framing excellent marketing strategies, we would love to help you on any industry vertical. Collaborate with us right now to know more on how to identify your potential customers early & stay ahead of your competitors in making smart business moves.

B2B Lead Generation Tips[Infographics]

August 17, 2021

by Mark Henry Infographics

Lead generation is one of the crucial aspects of the success of millions of B2B businesses. However, if you’re new to the world of B2B lead generation, or if your current lead generation strategy isn’t delivering results, you may feel overwhelmed and unclear about what to do next. Here, in this infographic, we will recap the basics of B2B lead generation and tips which help you to ensure a steady growth rate in business returns.

What is B2B Lead Generation?

The process of identifying and attracting the right customers for your product or service is known as B2B lead generation. For B2B sales and marketing teams, it is a must-do activity.

Here are a few lead generation tips that can help you enhance the number of leads you generate across all lead generation channels.

Optimize Your Website

Your website plays a huge role in hitting the goals that marketers care about, like website traffic and leads for your business. Hence, it is essential to optimize your website for all devices such as desktop and mobile.

Monitor Your Competitors

Monitoring your top competitors can help you remain ahead of the trend and beat them with new products to win customers. As a result, simply checking in on them can lead to great ideas that will propel your company forward.

Use Social Media Platforms

Promoting your brand on social media helps you to generate more leads when compared with other existing platforms. Hence, it is essential to use the right strategy for generating leads via social media.

Creating Content

Creating content adds a competitive advantage to the business while increasing your visibility. If you have enough content, you can increase your brand’s authority, and even produce highly qualified leads.

Pay Per Click (PPC)

PPC is one of the simplest methods for obtaining immediate results. If you know who your target audience is, it can be really effective. It is frequently regarded as one of the quickest and most cost-effective methods for filling your sales pipeline.

Make Your CTAs Stand Out

Your CTAs (Call-To-Actions) should stand out to attract new customers and increase the likelihood of them clicking and converting to a sale. Make sure to use vibrant graphics or colors when creating CTAs to grab their attention.

Keep Your Website Forms Simple

When you ask individuals for too much personal information, they may become irritated. Data and new leads should be collected quickly and easily. Hence, make sure that your website forms have less than five fields.

Referral Marketing

In a particular perspective, referral marketing, also known as word-of-mouth marketing, is beneficial for lead generation. It helps you to raise your chances of producing more leads by putting your brand in front of more people.

Bottom Line

One of the primary challenges of any lead generation effort is creating a list of leads. You may already be familiar with some of the lead-generating tactics listed above, and it’s possible that some of them haven’t proven to be effective for your company in the past. We recommend that you try again with minor changes to see which plan will work best for your company.

B2B Email List

All posts by : Mark Henry

How Salespeople Can Identify Right Decision Maker in a Company?

11 KPIs Every Marketer Must Track To Quantify B2B Campaign Performance

7 Most Common B2B Marketing Mistakes You Can Avoid [Infographics]

Lead Generation Strategies For SaaS Companies

A Concise Guide To Account-Based Marketing In 2021

Effective Ways to Clean Bad CRM Data

Driving Sales With Data Enrichment Services

Significance of Data Quality in B2B Industry

How To Identify Your Potential Customers?

B2B Lead Generation Tips[Infographics]

Company

Products

Connect with Us