B2B Marketing Archives

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.

8 Simple Ways To Increase Your Customer Base

June 15, 2021

by Mark Henry B2B Marketing

“All of your customers are partners in your mission”-ShepHyken

Customers are considered the lifeline of any business. Every business owner has a high vision & mission to improve the customer base over the years. Analyzing customer needs &improving profitability is essential for any business. How do I get more customers for my business, is the constant question hitting the business owners & sales representatives over centuries. Until the advent of the internet, customers are attracted through traditional marketing campaigns. Nowadays, businesses can reach any extend to connect with their customers & grow their base. Marketers not only make efforts to gain new customers, but also they want to retain the existing ones. It is a proven myth that customers familiar with your brand are more likely to buy from you often & increase business over time.

In the era of the 21^st century, every successful business must know the most effective ways to optimize lead acquisition & customer retention to stay ahead of your competitors. So here comes the big question

What is a Customer Base?

Your customer base is the group of customers who repeatedly buy the company’s products or use your organization’s services. This group of customers frequently engages with your business & offers financial value. Based on your buyer persona & industry, your target audience can be improved. The customer base is a valuable asset to your business. Identifying such customers will help your marketing, sales & customer service team to build a strong relationship with customers.

A subset of customers within your customer base is often referred to as the installed customer base that actively avails your products or services. This subset excludes the customers who haven’t made purchases in recent times. These customers are considered as creamy layers of your customer base who must be actively focused to build productive relationships. So identifying such customers & personalizing their marketing efforts is highly useful for any business growth& ROI. Of Course sales & marketing team plays a crucial role in engaging existing customers & offering a delightful experience. So here comes the next billion-dollar question how to improve & retain your customer base.

Here are few tactics that must be followed to build a strong customer base & improve it drastically as the business grows

Know your Prospects & Customers:

“The more you value your customer, the more you become successful”

Having a clear understanding of your customer base plays a key role in improving your customer base. Yes, it ultimate aim of any marketer as it helps to meet specific requirements & expectations of your customers. Crystal’s clear understanding of customers’ needs & requirements will help to align your products & services. More importantly, this method gives your a clear opportunity to stand out from your current competition & serve better. It also creates a balanced relationship that can accelerate & customize client’s requirements.

Steps to understanding your customers:

Have intelligent customer Engagement techniques
Have robust buyers Persona
Turn data into customer analytics
Understand, analyze, predict & plan your future

Benefits of understanding your customers:

Improving customer confidence
Building your own brand
Improved business collaboration
Meeting service level expectation
Increased profit & revenue source

Provide Free Trial Offers:

Want to grab the attention of potential leads? Free & trial offers work well. Yeah, you read it right. People tend to give it a try when they are ready to buy or invest in your products directly. In simple as a company you can collect valuable information about customers & surprise with freemium offers. From small businesses to global corporations when you offer free newsletters or provide quality content, then for sure customers will be keen in knowing your business & buy your products. This helps marketers & sales teams to craft personalized customer services based on the products they use.

Incorporate Online Marketing Strategies:

The objective of any business is to drive customers online & improve their visibility across the internet. In recent days the internet plays a wide role in helping out customers in providing all resources relevant to their business requirements. So having a comprehensive website should be the ideal choice for any business as it gives a clear picture of what your brand stands for & the services they provide. And most importantly website must be well optimized to boost customer visits & forecast smart insights. Alternatively, SEO is one the effective way to generate quality leads. As per research by HubSpot, 94% of the B2B buyers search online before trying or purchase any product or service.

Optimizing relevant keywords for your business helps prospects to find you between thousands of search results. So you may have a question is optimization is highly recommended to rank your website ahead of your competitor? Well, if you are looking for honest answers to increase your customer base, the big Yes. A prospector existing customer can use any device to search about your products or services. So having an optimized website can offer a better user experience. From lead generation to lead conversion & improving sales revenue is possible when you a well-optimized business website for your business in place.

Second, the most important strategy is having well-optimized social media pages. In recent days, especially during this pandemic the way business operates & achieves their goals drastically depends on social media. Defining your campaign objectives right helps to generate relevant leads & target your prospects effectively. Social media has the power to analyze measure & project accurate targets to improve the relevant customer base.

Benefits of Online Strategies:

Implementation of low-cost marketing operations
Measurable & trackable insights
Demographics Targeting
24*7 Customer Support
Able to analyze & collect data for personalization
Time effective marketing
Improve customer base

Leverage Your Customer Network:

Your existing customer base can be the best place to reach out to new customers & improve your business. Leads generated through word of mouth or referrals are often called as strong leads. Any day tap into the existing network to identify who can be potential customers of your products or services. This works well because of earned trust. So who can be potential buyers than strong recommendations within your network? Brainstorm with them to understand their requirements clearly & convert them to your clients. On the other hand, this process helps you to expand your network & develop a great business structure.

Include Call To Action:

There are plenty of strategies you can try to draw the attention of new customers. One of the most efficient & immediate, actionable levels is having a call to action to every piece of marketing strategy you roll out. Be it your social media post, weekly newsletter, or any offline marketing strategies, Call to action clearly engages your customers & prospects.

Benefits of call to Action:

Grow your audience
Increases sales
Directs your readers needs
Boost your conversion
Improves brand visibility

Offer Great Customer Service:

“Treat the customer as if you are that customer” – Anonymous

If you want to keep existing customers on track, then excellent customer support services come into the picture. Most of the customers would have walked away from any business if they are offering the right service at the right time. So it is quite important to offer great customer service to have a positive impact on the customer base. As the business grows gradually, it is important to respond to your customer instantly as it makes them feel good.

A loyal customer has the power to choose your products & services consistently over competitors. This helps B2B marketers to establish strong business relationships & onboard new business. Similarly, unhappy customers must be taken care of & marketing teams should look at them as an opportunity to grow your customer base with excellent support service.

Get your feedback regularly:

Have you ever experienced a situation or you’ve no idea about attracting new customers? No more worries. Collect & read your customer reviews/ feedback. Clearly, it gives proper feedback about what goes well & what doesn’t. Keep aside your positive feedbacks & deep dive into negative reviews as it is the core area where your focus needs to shift. There are many ways to collect customer feedback. NPS (Net Promoter Score) is one of the greatest surveys as it gives a clear picture of qualitative & quantitative data about your customers.

Importance of collecting feedback:

Measures customer loyalty
Shows areas to improve
Boost referral marketing
360 degree of customer insights

Loyalty Programs:

As your business grows, it is important to try out all methods &adapt to the changing needs of the market. It is a smart strategy to keep track of your financials & analytics as a customer comes from different sources. So offer a loyalty card or exclusive discount to clients who sign up for your email. Thus customer contact details should be captured to grab attention & boost revenue. Explore the unexplored avenues as your customer base increases.

Conclusion:

“Every single interaction, you have with your customer, is an opportunity for you to create something remarkable”- Joey Coleman

Never settle for one particular approach. As the business evolves, it is important to refine your approach & scale up your activities to convert all prospects without any barriers to your clients. Need to know what works best for you & need to reframe your marketing approaches, then we’re just a click away.

How Personalization Can Enhance Your Lead Generation Efforts

June 9, 2021

by Mark Henry B2B Marketing

“You’re out of business if you don’t have a prospect “– ZIG ZAGLER

Lead generation is an important part of marketing strategy. It can be classified as a Business to Business (B2B) and Business to consumer (B2C). The former describes the business that directly sells to other businesses while the latter one can be described as selling products & services directly to consumers. The B2B lead generation process is a good start to any sales process or marketing funnel filtration.

Though there are numerous ways to generate leads, the quality of leadership determines the prospect who can likely become your potential customers. Similarly, there is a huge number of techniques, tools & options to improve your lead quality. Despite various options, there is a big focus for marketers to generate better quality leads.

Marketing & Measurement survey from Google & Econsultancy states 90 percent of the leading marketers say personalization plays a key role in business growth. During tough times like the covid pandemic be ready to ramp up marketing efforts by creating more personalized content that brings more additional leads for your business.

Personalization has become an integral part of every business & the level of relevance expected by any prospect when they interact with the brand goes beyond the general interest. In today’s digital era almost all the consumers have become an important part of every company’s personalized lead nurturing strategy. This is considered a key element as lead nurturing paves the way to target a specific group of buyers.

What is a lead?

Lead is nothing but an individual or organization which shows interest in your products or services. There are higher chances that they can be your potential clients. By collecting holistic data you can easily analyze & understand the behavior of the target market.

Why personalization is the key factor here?

A study from HubSpot suggested nearly three fourth of the online customer get frustrated with ads, offers, promotions & pop-ups that has nothing to do with their interest. It is quite surprising, right? Hence it is important to nurture your leads by building relationships with them over a period of time. If lead nurturing is your ultimate goal, then adding personalization to your lead nurturing strategy can improve your sales. Yes, you read it right. Over the period of time, you understand your prospect & build strong relationships to convert your prospect into customers.

Here are basic principles of how lead generation strategy works:

They consist of five R’s: Retrieve Recognize, Remember, Relevance and Retain.

Target your audience based on the type of campaign requirement & get to know about them. Interact with your prospects to know about their preference & reach the right prospect with the right message to nurture them for future engagement.

Communicate with your leads often:

With one conversation you can get closer with a potential lead. One on one conversation takes you one step closer with leads. Once you get to know about their business requirements, you can pick the conversation more easily. With the available communication channels, you can use live chat to connect with potential leads. Having a real conversation with your prospects or website is highly recommended to address their needs instantly. A relationship should be established in order to push them gently to try your products & services.

Personalize your website:

Creating a customized experience for your visitor is important for any business. In this pandemic situation, every business is shifting its sales from traditional to digital platforms. Thus providing a broad range of experience allows companies to present a unique ability to their attract visitors. As the concept of website personalization has become more prominent. This area is explored in recent times with the idea of providing a good user experience for visitors. A visitor can turn into loyal customers if you address your needs effectively.

Benefits of website personalization:

Well optimized landing pages
Better Qualified Leads
Improved user experience
High Brand Affirmity

Smart Database:

The Internet has brought tremendous change in the way we do business. Having a strong database in places like CRM or Marketing automation can help companies to collect customer information & track their actions. Keeping track of prospect’s actions & behaviors are essentials for any lead nurturing strategy. Even small actions such as searches, visits & clicks can be tracked to study the prospect. Design your database in a fashion that fits your strategy & can create custom contact records based on the insights. Create a contact & accounts list based on the targeted list, which can be customized according to your business & marketing goals. The inclusion of basic details such as location, demographics & behaviors can create a strong buyer persona.

For example: capturing location can help many location businesses& improve their online presence to promote products & services.

Do you find anything in common among your leads? Then it is time to pay attention to those details & pitch offers according to their likes & dislikes.

Benefits of having a Smart Database:

Integrates marketing & sale team better
Gives proper insights about prospects
Segment prospects based on their demographics
Verified contact details

Use of AI for Lead generation process:

Artificial Intelligence is one of the booming technologies which make our life easier. And no one is against it. We must agree. The only concern of using AI is that must work properly & improve business-standard. Use AI-powered chatbots to help businesses in building powerful conversations. This information helps the bot to understand the basic question by visitors & analyze their business requirements at the initial level. In a similar way automate all repetitive tasks to create a more personalized experience for the leads.

Having well-optimized opt-in forms & Thank you Pages:

Every business follows different methods & strategies to gather information& understand their behaviors from a lead. But almost 96% of the business agrees email is mandatory & plays a crucial part. For an effective lead nurturing strategy one must have the best practice that encourages visitors to hand over their email or phone numbers. Having personalized information about a prospect or customer allows marketers to craft their marketing messages based on the visitor’s specific interest.

On the other hand, thank you pages are an additional opportunity to build trust& deep relationships with prospects. Thank you pages can be used to capture conceptual data of visitors without any third-party intervention & it also improves website traffic organically.

How thank you pages can improve website traffic?

Thank you pages can have a direct link to high performing content
Improving social media followers
Providing exclusive promotional offers
Adding client testimonials to enhance your credibility & trust

Lead Tracking:

Turn your unknown visitors into hot leads by tracking their online behaviors & virtual identities. Score leads based on their requirement, behavior & the time they spend on your website. Over the period enrich your profile with meaningful information collected from various sources. This in turn empowers the sales team to establish personalized experience &build trusted conversation with potential leads. Alternatively, it helps the sales team to keep a close eye on high-quality leads to follow the prospect journey until they become customer & their decision-making process.

Can personalization boost lead generation?

Of course yes. Lead generation strategy offers a whole new level of customer experience with numerous benefits for marketers to understand their prospects better. And most importantly at every stage of the lead generation process, marketers need to leverage their capabilities to engage with prospects to get relevant information about prospects. The more you personalize the creamy part of your marketing campaign the more you relate to your prospects.

Top Benefits:

Improved Conversion Rate
Improve ROI
High Customer Retention
Improves engagement
Improves trust in the brand

Creating Engaging Content:

A study by Demand Gen Report shows a 20% increase in sales opportunities through tailored content. By personalizing you can create content for different types of lead. As a marketer, you can prioritize & segment your marketing communication effectively through lead nurturing programs. As we all know content marketing plays a huge role in lead nurturing strategy. In order to utilize content marketing effectiveness as a company must focus on what is important to your prospects. With a crystal clear landing page, blog post & other resources, you can create engaging content & show interest in communicating with prospects which can be a big step for them to become your customer. Also, include Call To Action which helps prospects or visitors to view more relevant information.

Conclusion:

With growing trends and patterns, it is easy to generate more leads, but there comes a question of what percent of quality leads are developed which is highly recommended for your business & their conversion rate. Attracting & nurturing leads that are more likely to buy will see a drastic improvement in your sales & ROI. Creating a personalized experience gives immediate assistance to access relevant resources which in turn focus on customer satisfaction & achieve better results. Looking for more strategies to personalize your conversion with leads? Then collaborate with LogiChannel to grow your business with quality leads.

How To Reach Your Target Audience More Effectively

June 9, 2021

by Mark Henry B2B Marketing

For many business owners, marketing can be a daunting task. As a marketer, one of the most difficult tasks you will face is effectively reaching your target audience. Without targeting the right audience, selling products and advertising would be quite challenging. Furthermore, marketers would be unable to create product features or marketing materials that appeal to certain demographics, and everything would be mass-marketed and uninteresting.

In fact, the primary purpose of marketing is to convey the right message to the right audience. To do it properly, you need to learn how to communicate with your target audience effectively. You’ll end up in wasting time and money if you sell your goods to the incorrect audience. To market your products, you must first determine how to reach your target audience more effectively.

Who Are Target Audience?

The target audience is a defined group of individuals who are the most likely to respond to your message. Businesses can target ideal customers based on a variety of factors, including:

Demographics: Age, Geography, Income Status, Education, Gender, And More.

Psychographics: Lifestyle, Habits, Beliefs, Reasons for Buying or not Buying, And More.

Behavioral Variables: Product Usage, Website Visit Data, And other information.

In this blog, you’ll find a step-by-step process for identifying, understanding and reaching your target audience. Here are a few steps you need to follow to reach your target audience more effectively:

Define Your Target Audience

In order to reach your target audience, you must first define your target audience. This can be done by creating a consumer persona. A customer persona, also known as a buyer persona, is a generalized representation of your ideal customers. To obtain a better knowledge of your target audience, you need to develop a list of their demographic and psychographic characteristics and preferences.

Then you may market your brand and products to those who may be truly interested in them. This means that you’ll have a better probability of generating leads and converting them. This will allow you to grow revenue while spending less.

How To Define Your Target Audience?

Look At Your Data

Existing data about your current customers is the greatest way to start. Take a look at where you store your client information. It could be your CRM, a spreadsheet you manually update, or the demographics area of your Google Analytics dashboard. Any information you have around your current consumers can assist you in narrowing your target market.

Speak With Customers

When was the last time you had an actual conversation with a client? Customer interviews are useful and easy to conduct, yet you can discover more in a one-hour chat than you could in a spreadsheet.

Look At Your Competitors

Differentiation is crucial in marketing. You can’t expect to succeed by simply copying what your competitors do. However, by analyzing which customers your competitors target, you can learn a lot about potential audiences. There’s a strong possibility those customers would also be a good fit for your product, and if you can provide them with more value than your competitor, you’ll be able to take a bigger piece of the pie.

Create Useful and Relevant Content

Providing meaningful and relevant information to your target audience is the most effective approach to contact them. Writing about topics that your target audience is interested in is a guaranteed way to get their attention. It would be easier for you to reach and engage your target audience if your content is more targeted and relevant. When it comes to generating leads and conversions, content marketing is critical. It can be used in a variety of ways to achieve the results you want.

Here are some of the most common methods to create useful and relevant content:

Video marketing– Videos are generally engaging and interactive. A high-quality video may readily capture the attention of the audience.
Blog posts and articles– Written content may not be as effective as videos and photos, but it can still help you capture your audience’s attention. Simply ensure that you write about topics that are both interesting and beneficial to your target audience.
Social media content– You can also use social media to connect with your target audience. You can better engage and reach them by using a combination of images, videos, and text.

Leverage Influencers

Digital marketers have quickly adopted influencer marketing as their preferred marketing strategy. You may use the power of social media influencers to better reach your target audience. You collaborate with influencers to advertise your brand to their audiences in this type of marketing. Influencer marketing is a highly effective marketing strategy that can help you achieve a variety of marketing objectives.

You may reach out to potential clients who are interested in your brand or niche by partnering with relevant influencers in your industry. This enables you to generate qualified leads and reach out to your target market. Calculating the return on your influencer marketing effort, on the other hand, might be challenging. Your brand can reach out to more individuals with a well-managed and executed influencer marketing strategy. Without spending a lot of money, you may expand your reach, create leads, and drive sales.

Use Targeted Advertising

Using targeted advertising, you may reach your target demographic more successfully. Whether you’re using Google ads or social media advertisements, both offer powerful targeting options to help you reach your target demographic. You can target your advertisements depending on your audience’s demographics, location, and interests.

This ensures that your advertisements are only shown to people who are likely to be interested in your company. This means you won’t have to spend a fortune on marketing to reach your ideal customers, who are more likely to convert than anybody else.

Referral Marketing

A referral system is used by many organizations to broaden their reach and generate prospects. A referral system can help you grow your reach by leveraging the power of your existing client base. You can provide your clients a referral code to encourage them to share it with others. You may reach your target demographic rapidly and for a cheaper cost this way.

Of course, you can experiment with your rewards. You might provide a discount or maybe a special offer to your new user and the referrer. This not only encourages the new consumer to buy from you again, but it also encourages the referrer to do so. People who sign up using such a system can be actual fans of your company and items. This strategy has aided firms in expanding and establishing their networks.

Reach Your Prospects on Social Media via Hashtags

You can’t overlook the value of social media platforms in reaching your target audience because consumers are spending more time on them. However, hashtags must be used to target those who could be interested in your brand. Relevant, industry-specific hashtags can help your social media material reach a wider audience. It will also ensure that it is seen by individuals who are likely to be interested in it.

If you run a premium hotel chain, for example, you could use hashtags like #luxurytraveler or #luxurytravel. This will assist you in reaching out to folks who may be interested in scheduling your services.

Conclusion

Reaching out to your target market is a vital part of promoting your company’s products. Only by efficiently reaching your target audience will you be able to increase sales conversions. Target marketing is a realistic method that needs a lot of brainstorming, planning, and imagination at first, but the rewards are incredible!!

To keep up with today’s customers, you must go above and beyond to reach out to them. You must continually be upgrading your Strategy, whether it is through Social Media Marketing, Marketing through Target Audience-Oriented Channels, or Retargeting. Making a marketing strategy is a multi-step process. It is constantly changing.

You should not be hesitant to use new marketing methods to promote your product. Data and statistics from the past offer crucial insights that can help you improve your marketing outcomes even more. It can help your business in multiple ways and produce successful results if you can accurately target your potential clients. Use these proven methods to contact your target audience and expand your business.

How AI Can Transform The Future Of B2B Marketing?

May 24, 2021

by Mark Henry B2B Marketing

With the advancement in technology, Artificial Intelligence started to revolutionize various aspects of our lives. And there is no doubt it will continue to grow. Covid pandemic forced marketers to rethink their marketing strategies. Enforcing lockdown got many disruptions in business operations & paved the way to automate routine jobs in the B2B marketing landscape. Thus, Artificial Intelligence (AI) started to reshape various industries, B2B marketing also caught up in this AI journey.

Here comes a million-dollar question for every B2B marketer out here, should AI be adopted to improve B2B business & sales? To answer this question, it can be reframed how AI can be leveraged to grow any business. Yes AI should be leveraged for B2B marketing across any industry vertical.

A report from Blueshift, which analysed the importance of AI-powered marketing campaigns shows AI-powered campaigns improved customer engagement 7X & revenue 3X. It is clearly understood that 80% of the B2B marketing executives will opt for AI as it will revolutionize across all industries by 2021.

Urge to automate business processes allows Artificial Intelligence (AI) to reframe marketing strategies as & when required. So, this article will discuss various ways AI can transform the future of B2B marketing.

AI For Lead Generation:

Have you ever wondered how Alex plays your favourite song or Netflix suggests what to watch based on your watching pattern? Artificial Intelligence & machine learning already exist in our daily life. Thanks to modern technologies for making our life so exciting.

AI can bridge the gap between the sales & marketing team, as it establishes shared focus & communication between them. And it also plays a vital role in qualifying leads for business based on pre-defined metrics. AI is the perfect way to combine them together & suggests the best leads for your business well aligned with marketing goals.

Creating Ideal Customer Persona:

Creating a customer persona consist of several variables such as industry, name, email, phone & more. These criteria are various from business to business which needs to be decided by key decision-makers. With the help of AI, the created profile can be matched against fixed selection criteria. Hence the job is made simple & efficient for marketers to initiate business conversations.

Alternatively, AI can be used to cleanse generated leads over the years which are left without any use. Instead of manually collating leads obtained from various sources over the years, AI can securitize value-added data that fit your selection criteria & separate quality leads that you haven’t thought about for years.

Lead Conversion:

The dream of every business is to convert all prospects into clients. If generating potential leads is core for every business, then converting those leads into paying customers is a smart move. Generating 5000 leads every day when nothing gets converted doesn’t add value to your efforts.

Leveraging AI gives you crystal clear insights what is the core need of any prospect. This insight is highly used in structuring, a marketing campaign that is aligned with the demands of potential prospects. AI can be used by B2B marketers in sending personalized ad campaigns based on their preferences, demographics & behavioural data.

Streamlining Engagement Process:

A B2B marketer should spend countless hours connecting with new leads. The salesperson should never miss any opportunity that comes their way. With the help of Artificial Intelligence, streamlining regular processes is simple & efficient. Artificial Intelligence can be used to automate every conversation with leads in an effective and efficient manner. AI has the ability to turn a huge volume of data into useful insights. And it also picks the right elements to segment customers, predict the outcome & anticipate the success rate.

DE-Duplicating Leads:

A business can acquire data from multiple sources in different formats. Collecting, analysing & filtering out low potential leads can be a tough & time-consuming process. AI tools are highly recommended to separate high quality leads for business which can be nurtured by sales until they turn into customers. Data quality plays a key role in maintaining a lead database. With AI tools & an advanced cleansing mechanism, AI can assure no salesperson is following up the same lead, thus saving marketing efforts & time.

Personalization

One of the most promising benefits of AI tools in B2B marketing will be the personalization of communication. In general, people are receptive to messages through which they can connect personally. AI tools can be used to create personalized B2B messages & ad campaigns. Alternatively, the personalized campaign can increase the overall customer experience & paves the way to move leads up in the sales cycle.

Predictive Analysis:

Predictive analysis is the buzzword often used in the world of AI. Predictive analysis has the ability to take all leads & compare them against financial & marketing data. It can be even used against social media campaigns to withdraw prospect information& draw a conclusion out of it. Will it be beneficial if someone predicts your future by analyzing trends & data patterns? Awestruck right! AI has all possible to predict the future trends of all your marketing activities including lead generation, potential financial spending & products or services that would attract prospects.

Analyzing & Measuring Efforts:

There is a beautiful saying in English “if you don’t know exactly where you’re going. How will you know when you get there?” This proverb is well suited for any B2B marketing initiative. As a B2B marketer, it is important to measure historical benchmarks with past results. There are many AI-powered apps that make our lives easier with smart recommendations. Not only does AI analyses your data, but it also suggests improvements based on data patterns. Advancement in machine learning plays a crucial role in the decision-making process.

Business is all about collecting, processing & analyzing data. When humans are prone to errors, AI comes to the rescue, as it is capable of solving complex problems into simple solutions within short intervals.

Behavioural Analysis:

One of the most important aspects of any business is behavioural analysis. Grouping or segmenting prospects by anticipating their behaviour with the use of available contact data & historical actions. B2B marketers can use it effectively to tailor the products & services that fit perfectly with the changing customer needs.

Creating Omni Channel Campaigns:

Design & deploy the ideal customer experience from independent message to complex Omnichannel journey with fully customizable templates. Build workflows that can be incorporated from any channel with a deep understanding of customer & business requirements. Experience the power of data by building customizable metrics, visualization & reports that evaluate campaign performance in a hassle-free manner. Make smart decisions to drive exponential growth & build a seamless experience for the customer.

Benefits Of AI In B2B Marketing:

Predictive lead scoring
24*7 Customer Support
Ability to differentiate buyers & visitors
Identify special trends
Recognizing data patterns
Generating quality leads
Improved efficiency
Drive more sales
Increased ROI
Improved quality of decision making
Automating routine process

Bottom Line

There is a well-known fact that “data is the new currency of the digital world”. It is not the information that provides real value, but the information derived out of data. Wondering why the world thrives to use AI for B2B marketing, all because of their ability to systematically analyze information, decode patterns, connect dots & provide valuable insights. With these insights, AI gives precise predictions & recommendations that are highly required for planning successful B2B strategies against any industry vertical. The use of AI frees up valuable time & space that B2B marketers can use for the strategic development of business & higher productivity.

How Purchasing Email Lists Can Increase Your Business Growth?

May 3, 2021

by Mark Henry B2B Marketing

Purchasing an email list is an efficient way to reach your target audience and grow your business quickly. But unfortunately, buying email lists has been unfairly grouped into the “spam” category when it comes to B2B marketing. However, most smart business owners understand the importance of purchasing email lists as one of the most cost-effective ways to dramatically accelerate B2B lead generation growth.

Having an email list enables you to establish a direct connection with people, who are genuinely interested in your products and services. A targeted b2b email list contains complete contact data of many potential customers who don’t know about your unique business solutions.

If you’re looking to generate more b2b leads from a particular industry vertical, then buying a targeted industry-wise email list is a smart idea that can scale up your lead generation efforts. Before jumping into the topic of – how purchasing email lists can increase your business growth, it is quite essential to know more about an email list in a brief manner.

What Is An Email List?

An email list is a collection of email addresses gathered by a business in order to communicate with potential customers through email marketing campaigns. It includes a list of names and addresses collected by companies for the purpose of delivering publications or newsletters to their clients and members. Email lists help you to get more traffic and generate more profit. According to statistics, email lists generate ten times higher conversions than social media promotions. Hence, opt-in email lists are more likely to convert subscribers into paying customers.

Let’s take a look at how a purchasing email list can enhance your marketing efforts while increasing your business growth.

Provides Direct Contact With Potential Clients

Purchasing an email list allows you to reach out to potential customers for your products or services without any limitations. You can send a message to their inbox as many times as you want, and you can send them as much information as you want. Sending emails to individuals who already have a genuine interest in your products and services will not only improve your ROI but will also speed up lead generation activities and the rate of return.

Hence, don’t get caught up in a game of numbers, it’s better to have a smaller list of highly targeted contacts than a larger email list of poor quality email addresses.

Provides Effective Marketing Schedule

It’s difficult to plan email marketing campaigns without having any idea about your customer’s interests, demographics, and geographical location. Purchasing a high-quality email list of your targeted audience enables you to control how, when and who to contact.

Enables You To Focus More On Potential Clients

Purchasing an email list or email list subscription allows you to find out and segregate users that have already shown interest in your products and services. With this knowledge, you can focus more on potential customers, and follow them up with a different strategy.

Expands Your Reach And Increase Sales Growth

Whenever acquire a new email list, you’re expanding your reach geared towards a potential audience. The higher the number of people who receive your marketing message, the more potential leads you’ll generate. The key is to use a combination of validated marketing tactics and the appropriate tool to optimize your email marketing campaigns for open rates and deliverability.

Fills the marketing and sales funnels With Quality Leads

Purchasing a new email list will significantly increase the size of your B2B marketing audience. These fresh, cold contacts can be moved to the appropriate funnels as they transform into warm opt-in leads. Warm leads can be nurtured by marketing, while leads that have already been warmed up are handled by sales.

Enhances Your Return On Investment (ROI)

When you purchase email lists from a reliable supplier, you’ll get a properly verified list of contacts that are highly receptive to your marketing emails and messages. As a result, you’ll spend less time and money in marketing to people who aren’t interested in your goods or services.

Frees Up The Resources

Manually building an email list of business contacts takes time and is not an effective use of your team’s resources. Purchased email lists give you a huge head start when it comes to lead generation. You’ll have more time and money to concentrate on closing new leads if you spend less time chasing down new leads.

Let’s See Few Tips on How To Use Your Email List Effectively

Have A Solid Business Plan

If you don’t have a plan or strategy in mind, buying an email list is pointless. Create specific forms and content that you want your target audience to see and respond to.

Attract Your Audience

Give your audience a reason to anticipate your next step. This may be in the form of free trials, coupons, or even freebies. Everyone enjoys receiving free gifts! If you do this, the numbers will skyrocket.

Start Things With Ease

This is the part that most of the advertisers miss. They become too enthusiastic or eager and begin bombarding their future clients with plenty of emails. People despise being bugged or under strain! Allow them to breathe. Maintain a consistent email list schedule and keep adding benefits while preserving the content’s consistency.

Conclusion

Buying an email list is one of the most efficient and effective ways to extend your reach. It is not only a great way to expand your reach, but also it will fill your sales funnel and take your business to the next level. Businesses will get their email marketing messages in front of their ideal audience using tailored, deliverable email lists and the right email marketing strategy. It doesn’t matter how great your new product is or how wonderful your service could be if you don’t market to the right people. That’s why LogiChannel provides you with a wide range of targeted email marketing lists based on your business-specific needs.

10 Proven B2B Sales Strategies for Building A Better Sales Pipeline

April 21, 2021

by Mark Henry B2B Marketing

They say “Change is the only thing which never changes”. It is applicable to sales.B2B sales also changed over the years. Visualizing the B2B sales funnel is a baseline for growing any business. Hence it is a proven method that sales pipeline is a crucial role for any business to be successful. So what keeps you ahead of your competitor is consistent review meetings &follows up on leads in sales pipelines. And the advent of the internet connected us digitally led to sales teams being more data-driven.

So what is Sales Pipeline?

A sales pipeline gives virtual representation or a simplified structure of potential buyers at every stage of the buying prospect in the sales process. The sales pipeline is often divided into various stages of a company’s sales process as shown in the above figure. This depicts the movement of customers at each stage of the sales process & gives clear clarity on how the prospect is qualified. This virtual presentation gives sales person crystal clear idea to analyze where money, deals & other efforts are available with respect to prospects. More importantly, sales managers can dwell on data to understand how well their sales process is working & keeping track of their progress to get maximum ROI.

Here are few things which need to be considered to build your own sales pipeline

Getting the list of prospect buyers
Progress on your sales process
Revenue targets

Getting the list of prospects:

The first & foremost thing is getting a potential list of buyers who want to buy from you. This list should be detailed & it should be able to give complete details. This stage holds active information such as names, contact information, company, position, communication channel & more who can get in touch with you & liked to be interested in your product or services. So when you have all the basic details you can try to establish a business conversation & establish a sales pipeline that helps reps to keep track of their progress.

Sales Process:

A Sales Process is the complete guide that is clear & structured to exactly guide you on what activities are required to close a deal. When you have a well-established sales process, reps can easily win deals with formulating procedures & policies.

Revenue Targets:

Your sales pipeline is a tool to meet your revenue goals which allow you to design a successful pipeline to fulfill your business goals. This will help you to ensure how many deals are required to make your objective? How many of your leads come into the final stages of the pipeline & how many deals are getting closed & more.

What are the benefits of having a Sales Pipeline?

Easily track all your leads
Predictive revenue
Establishing integrated & marketing strategy
Ensuring Systematic growth
Helps you to monitor teams progress
Improves total sales volume & revenue
Gives a more accurate forecast

Why Sales Pipeline is important?

Sales pipeline plays a crucial role in identifying & closing potential deals well suited for your company in aligning with your objective. This is directly proportional to effective management of leads & improving growth. Additionally, companies that have a well-defined sales process evaluate & improve the process. With the focused allocation of available resources, you can connect with prospects at each sales pipeline & take a further step closer to create a closed-won opportunity. It paves the way to examine your sales strategy planned for the whole year.

In general, the sales pipeline can be divided into different levels, such as Top funnels, middle funnels& Bottom funnels. The top of the funnel is considered as the initial phase of nurturing which consists of blog contents, Infographics & more. Middle of the funnel considered as post initial phase of nurturing which consist of research reports, case studies, podcast & more. The bottom of the funnel is considered as the final phase of nurturing which is used to convert leads from the opportunity to the close phase.

Establish an effective B2B sales pipeline for the best outcome:

Building a strong foundation:

Having a good selling base is essential for any B2B sales. This comprises of 3 P’s Product, Person & Pitch.

You must be well known to tackle all questions & answers relating to your product & services with full confidence. This enables you to establish a sales conversation with a prospective customer without any delay. Similarly, a good salesperson knows in & out about your product. This helps them to connect with the right prospect in an efficient manner through the direct pitch.

Determine your Sales pipeline Stages:

Any company would love to bombard your sales pipeline with fresh contacts. This complete sales process goes through various processes in deciding buying decisions. And this also differs from company to company. Based on your company goals & objectives this sales pipeline keeps on growing.

Classify your prospects:

Improve the chances of conversions with the crucial segmentation of your prospects. Grouping of prospects can be based on several prospects such as demographics, Behavioral, Geographic & more.

Demographics segmentation allows you to group leads based on factors like age, gender, income & more

Behavioral segmentation classifies leads based on factors such as buying patterns, brand patterns & frequency.

Grouping leads based on the location where they live helps you to understand their values & preferences.

Approach your audience with a clear pitch:

As a salesperson, it is important to present, explore & appreciate specific components of the solution before approaching the target audience. With the help of additional technographic information, tools & technologies you can understand better & act accordingly.

Create a follow-up plan with Lead Scoring Metrics:

This may be quite hectic for many salespeople. But yes creating a perfect follow-up plan might be the topmost priority job of any business. Whenever half of the salesperson doesn’t follow up it may end up missing some opportunities to close a business deal. Always following up with a lead after the first approach is a good move. Being consistent touch tells them how you value them & it is the perfect way to get attention.

Prioritize leads by establishing best practices for scoring. Lead scoring can be one of the smart mechanisms to assign lead points based on key attributes. The calculated score will be evaluated based on various attributes is associated with the lead’s engagement ratio.

Develop a Lead Nurturing plan:

The ideal business will generate an enormous amount of leads & not necessary that all loads must be converted. If you approach them today, there is a high possibility for them to become your client. Hence this process must be well established across organizations to make sure every company has its own lead nurturing plan or process to grow up on the sales ladder. Being in touch with the leads will help you to build key business relationships.

Benefits of Lead nurturing plan:

High-quality leads are generated
Improves customer base
Reduces customer acquisition cost
It helps you to maintain & grow the relationship
Bring new sales opportunities

Identify & Track key metrics:

Metrics help you to get most of the information about prospects & track them to show significant growth over the period. Below are few metrics which can be used effectively to win the battle against any prospects with proper planning.

Average time spent on each stage of lead.
Cost per opportunity
The average return on Investment
Amount of deals closed
Lead conversion rate

Account-Based Marketing:

It is a proven myth that your prospect or lead can determine how good you are at sales. Instead of generating leads in every industry, you cater for. You can formulate an approach to pick account-based market tracking. This will fine-tune your sales strategies & generate good ROI in return. Account-based marketing helps to bind contact associated with that particular account in an effortless manner. This can be one of the key metrics in monitoring or establishing account & contact-based sales metrics.

Optimize your funnel:

In today’s fast-moving world, leads are exposed to a variety of content that differs from a landing page, blog post, social media clips, Infographics & more. Hence it is important to identify which buyer persona is really interested in your product or services. As the sales funnel narrows down it becomes easy for B2B marketers to provide better information about the prospect and their interests.

Refine your sales Process:

Ask yourself better questions to bring more sales than you’ve ever dreamed of. First, you need to evaluate your current process & find out which channel will produce quality leads for you. Take a close look at successful deals that have been closed so far. And analyze how they are different from each other. And the internet has made it incredibly easy for everyone to build their personal brand & engage with their peers & prospects through insightful content.

Use LinkedIn for prospecting:

LinkedIn is one of the well-established platforms to connect with prospects across the globe. It can be used as one of the excellent resources for networking & research. This can be used efficiently to identify prospects based on company, location, industry & more. Alternately, it can be one platform specifically to engage with thought leaders in the industries that are looking for your product or services.

Conclusion:

The heart of any sales cycle is the sales pipeline. This helps any sales team in starting the sales process, monitoring, managing the flow to check if the process is moving in the right direction. This guide from Logichannel will help you in building the sales pipeline which can be used to start your sales cycle & manage it effectively. Build a strong pipeline to jump-start the top of the funnel & close deals effectively. Logichannel always delivers unique cost-effective strategies & ideas when it comes to building effective B2B sales strategies.

7 Email Marketing Tips to Supercharge Your B2B Sales in 2021

April 8, 2021

by Mark Henry B2B Marketing

If your company focuses on B2B sales and you haven’t used email as a marketing tool yet, you’re missing out on a lot of opportunities. According to the statistics, the number of email users is rapidly increasing, with over 4.2 billion email users anticipated by the end of 2022. Regardless of technological advancements, email remains one of the preferred channels for business communication. In addition, email marketing is one of the most successful B2B sales strategies for reaching out to potential customers, improving your collaboration with them, and convincing them to choose your brand over others.

According to MC Kinsey, email is 40 times more effective at acquiring new customers than Facebook or Twitter as shown in the following figure.

With endless strategies available in the market to support you with lead generation and sales, why most businesses prefer emails over other marketing strategies? Here’s the answer:

Email marketing is effective for businesses of all sizes.
Emails are a quick, easy, and convenient way to establish a personal connection.
Remember that not all of your customers are on social media, therefore email is the perfect way to communicate with them.

In this article, we’re going to provide 7 effective email marketing strategies which can supercharge your sales in 2021:

Start With a Compelling Subject Line

The subject line is the most important part of your email campaign. When it comes to increasing b2b sales and revenue, you need to launch effective email programs with attractive subject lines. According to the Optinmonster report, 47% of email recipients open the mail based on the subject line only. This shows that subject lines are extremely crucial for your email marketing campaign’s success.

Furthermore, email subject lines must be attention-grabbing. In fact, email subject lines comprising six to ten words have the highest open rate. Another statistic that works in your favor is that subject lines that convey a sense of urgency or exclusivity have a 22 percent higher open rate.

Pay Attention to Email Header

Email Header is the most important visual aspect of your email campaign. If you want to increase your B2B sales, you need suitable content that aligns with your target audience and grabs the attention of your email recipients.

Considering the average office worker receives 121 emails every day, you just have a few seconds to capture their attention. This means you must send a clear message right from the header section, which is the first thing your recipients can see when they open your email.

Email Personalization

Email Personalization is a great tactic to generate amazing benefits on your email campaigns. According to Invesp, personalized emails have 29% higher open rates and 41% higher unique click rates than non-personalized mailings. The benefits are much more extensive.

According to an Epson survey, 80 percent of consumers are more likely to buy from a business that offers a customized experience. Here are some benefits of email personalization:

Increase in open rates.
Higher email click-through rates
Increase in customer satisfaction
Increase in sales and ROI
Decrease in unsubscribe rate
Increase in website traffic

Send Mobile-Friendly Emails

Consider sending an email that is visually appealing. However, when you open it on your phone, the images are missing and the interface is unpleasant. As a result, your subscribers are unable to communicate with you. This situation could hinder the success of your campaign.

According to recent surveys, 80% of Internet users use mobile phones, and this percentage is expected to rise in the coming years. As a consequence, a mobile-friendly design should always be included in your email marketing strategy. Always send high-quality emails, regardless of where your subscribers check their email.

Here are some quick design tips that will help you send mobile-optimized emails.

Create single-column mails
Keep important text in the center
Have an easy-to-tap CTA button
Use big fonts
Display small images

Segment Your Customers List

Customer segmentation functions in the same way for both B2C and B2B email marketers. Since you don’t want to send the same message to everyone on your email list, you segment your subscribers into groups. As a result, you’ll be able to send more tailored, relevant email campaigns. The types of segments you build in your B2B email marketing strategy may be a little different. This could include variations in job roles within the same organization (for example, accountant vs. CFO), as well as the company size, market, and budget of the company.

“According to Lyris’s Annual Email Optimizer Report, businesses that use customer segmentation experienced 24% higher sales.”

Segmenting your email lists by reader demographics makes it easier to develop a message that genuinely resonates with your readers’ needs and interests while enhancing their probability of taking up an offer, communicating with you, or even forwarding it on to other potential clients.

Apply Email Marketing Automation

Email marketing automation is a proven way to boost sales. Not only will it make your business more effective, but it will also boost email performance and return on investment. Through an automated email campaign, you can optimize when your emails are sent and remarket to either site visitors or people who have previously purchased from you.

Furthermore, it enables b2b marketers to send out personalized messages to both prospects and customers on a schedule. With email marketing automation, create personalized experiences, tell stories, and invite conversations in a way that is scalable and relevant. To get started with email marketing automation, you can use free email marketing tools such as HubSpot, Sendinblue, Omnisend, Mailchimp, and many more.

Include Right CTAs

CTAs are key components of any effective email marketing strategy. CTAs bridge the gap between the brand’s and consumers’ perceptions. Including right, Call-To-Actions ensures the growth of web traffic while enhancing the customer experience. This ultimately increases the conversion rates and profits. CTAs are useful in email marketing for three reasons.

You can use various CTA buttons as shown in the below figure:

If you do not have a CTA button attached to your email, the readers who want to subscribe, purchase or download the resources from your brand will feel lost and misguided.

Wrapping Up

If you’re targeting individual consumers or company customers, email marketing has proven to be an effective marketing technique over the years. To generate B2B sales, you can rely on email marketing. However, email marketing isn’t hard, but it does require a solid plan. To increase and supercharge your b2b sales and revenue, employ the above-mentioned email marketing best practices and use those tips to create an effective sales strategy.

B2B Email List

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