3 Unique B2B Sales Strategies Proven to Win More Customers

3 Unique B2B Sales Strategies Proven to Win More Customers

Different business modules require different sales strategies that are effective in their growth. B2B (business to business) companies sell their products and services to other businesses rather than individual customers. B2B sales need complex strategies to persuade target businesses in order to seal the deal. The sales process in B2B companies takes a lot more time than the B2C transactions because it involves heavy decision making backed by professional teams on both ends. The B2B sales process includes everything from social media presence, reviews from fellow businesses to marketing campaigns and so much more. Here we discuss three strategies that will help you gain more customers –

  1. Focus on each individual account

Treating each account as a separate market can really help a company move up its game. Account-based selling has been a tried and tested method of improving sales for years. Cold calling and methods of generic outreach are a thing of the past. Taking care of your customer will help you build a successful and long-running partnership that will result in more business in the future. Addressing the goals of a company and building your sales strategy according to their needs and challenges will give you a better response. Assessing what a customer needs and pitching the right ideas at the right team is a sure-shot way of turning leads into high-value conversions.

  • Target – choose carefully the accounts that you want to go in business with and figure out their needs and compatibility, according to industry, logistics and the size of the company.
  • Research – next, you need to identify what the company needs, how you can fulfil their demands and who the decision-makers are in your target company. People who influence the purchase decisions should be paid special attention to.
  • Personalisation – treat every account special. Build tailored content for each company and stories of similar success accounts. Make the company believe in your desire to give them the best product/service.
  • Engage – put some effort and insight into your approach when you start a conversation with a professional from your target business. A warm engagement will yield better results than a cold call.

 

  1. Alignment of sales and marketing teams

The marketing and sales teams in any business have always been known to be at each other’s throats. While sometimes it may or may not turn out to be a difficult situation, but when an alliance is formed between the two teams, the force becomes unstoppable. The main key here is open and clear communication – participation from members of both teams aiming for the same goal. Studies have shown that when sales and marketing teams work together in harmony, an increase in sales is a definite result. On the other hand, a misalignment of both departments has shown to reduce the sales as well as productivity.

When going after a potential customer, both sales and marketing teams need to be on the same page about the strategy. The marketing team needs to update and involve the salespeople about the content and guide them on how to use it and when. Similarly, the sales team should inform the marketing team on how they plan to convert their leads so the developed content can be used in a better and effective way to attract the potential business. A clear communication channel between the two is the best way for a smooth workflow.

A good alignment between the sales and marketing teams also guarantees a good impression on the customer. When both teams work together in unison, the advertised product in the market is seen by the customers without any confusion or misinformation. If the client business sees an ad for a product or service and upon query gets exactly what was advertised, it is certainly more likely to turn into a sale.

  1. Social media marketing

In today’s day and age, if social media marketing strategies are used properly, the effect on sales can boom exponentially. Gone are the days when marketing used to be word-of-mouth or just an ad in the newspaper. In the current times, businesses need to be in tune with global events and political climate and use it for their advantage. Social media has been such a boon for the marketing industry that it is now the first choice for businesses to promote their product. In B2B sales as well, a good and strong social media presence will help your sales in more ways than one.

Keep in mind, businesses need to pick their social media platforms wisely. For example, a business or technical ad/blog that does fairly well on LinkedIn might not get the same reception on Instagram or Facebook. A well thought out marketing campaign on social media can do wonders for a business. It is the first thing that pops up when a client business looks you up on the internet and can also help in taking forward existing business relationships, apart from forming new ones.

Social media marketing works well for B2B companies as it helps in breaking the ice and forming the beginning of a relationship before the companies delve into the sales of products/services. When a client sees that a business is putting constant efforts into letting their brand reach a wide audience via similar channels, they are more likely to go into business with them.

These three tried and tested methods of increasing sales in a B2B organization are guaranteed to give you better results if executed efficiently.

Know these Terms before Launching your Lead Generation Campaign

Know these Terms before Launching your Lead Generation Campaign

Running is a successful business takes a lot more than simple advertising. The way technology has impacted everything we do has led the modern business landscape to become far more complex than ever. Today it is all about adapting to the latest trends in the market. However, there is one thing that has not changed – the need for lead generation.

Understanding Lead Generation

Lead generation can be understood as the process that causes a consumer to initiate interest or inquiry into certain services or products that you offer. As simple as that sounds, it involves a well-designed strategy to score quality leads. The purpose of this process goes beyond driving sales and can involve simple activities like seminar registration. Before getting to know what a good lead generation strategy must look like, here are a few important terms that you must understand.

  1. Lead vs. Qualified Lead

A lead is defined as a prospect who has exhibited some interest in becoming your client. A qualified lead, however, refers to a prospect who meets all criteria as set by you for becoming your client. This can include their budget, time, and need. Before you pursue any lead for sales, you need to qualify them based on your requirements for the particular product or service. A qualified lead is highly likely to convert into your client as compared to an unqualified one.

 

  1. Customer Relationship Management (CRM) System

CRM system is a software that is intended to collect all the relevant information about a prospect. It is carefully designed to gather data like the prospect’s contact details including website, email, phone number, and mailing address, their behavior, content downloads, and any opportunities that both of you can benefit from. This system is aimed at collecting data that eventually helps you to qualify your leads.

Further, based on that data you can use the CRM to pursue these leads by initiating interactions with them. It can be understood as a tool that offers practices, strategies, and applications to help you manage your relationship with your customers throughout the sales cycle. The aim is to improve customer service and retention.

 

  1. Content Marketing

Anything and everything revolves around content. Good content makes your strategies look better. Content marketing is the term given to strategic planning that is aimed at generating quality content and distributing it to your target audience consistently. The ultimate goal, of course, is to get them interested in buying your product or services. It also serves as a great tool to push them down the sales funnel by gaining their trust.

Good content strategy has the power to place you in the position of authority and have prospects to view you as an expert.

  1. Hard and Soft Offer

Hard offer refers to an offer to a prospect for a service that will require them to act immediately. These offers either come with an expiration date or are limited to a few people. For instance, a discount offer valid for a limited number of days. On the other hand, a soft offer is one that does not require the prospects to respond immediately. They can take time to consider it and then accept it or reject it. A good example of a soft offer is a newsletter subscription.

 

  1. Lead Nurturing

Leads that qualify still have a long journey to make until they convert to sales. Keeping them interested all this while takes calculated efforts and are referred to as lead nurturing. It involves keeping in touch with the leads and communicating with them until they go through with the sales and sometimes even after that.

Now that you are acquainted with important terms related to lead generation, you can start developing your own strategy to score more leads. Lead generation strategy looks different for each organization depending on the objective, target audience, and communication channels. A clear understanding of the market is an added bonus. If you need help with developing a lead generation strategy, MarkSpace Media is here to help.

Leading Your Leads To Leading Your Sales

Leading Your Leads To Leading Your Sales

Ever since the inception of digital space, the landscape of the marketing world has changed exponentially. From the difficult times of generating leads through highly expensive paid sources like newspapers, television, hoardings, etc. to today, where generating organic leads via digital marketing is as efficient as it gets. And the boost it has provided to the sales is reflecting crystal clear on the statistics of annual reports. However, it is quite essential to know the dos and don’ts of the game before you actually play it. Here are the steps to consider following when you require the leads to commence in a good number and be converted to sales as well:

  • Create a Website
    • There can not be a better way to give your product/service/company some credibility and global exposure.
    • Your website must be smartphone and desktop friendly. 87% of websites today are opened on smartphone devices.
    • The websites visitors become easy leads and high potential customers especially if the site has a great FAQ page.

 

  • Have a Mobile Application
    • A mobile app is capable enough to get you a number of leads by having the users provide their details like e-mail and phone numbers at the time of registration.
    • If you use software like i-frame, such apps can be created for free right from your website.

 

  • Search Engine Optimization – SEO
    • No traffic equals no leads and no leads equal No Sales. Hence, it is necessary to optimize your website and have it listed at a good spot on search engines.

 

  • Use LinkedIn & Quora to draw traffic
    • LinkedIn is a business-centric professional platform with a number of profiles that may be potential leads.
    • Be active on Quora and answer questions related to your field. Those answers bring traffic to your profile and in turn, to the website eventually getting converted to leads as well as sales.

 

  • Use Social Media
    • Facebook and Instagram allow quite narrowed down targeting of the audience as per one’s needs at a very little expense which can turn out to be extremely useful.
    • YouTube channels and blogs are also a great way to engage your TG with higher chances of conversion.

 

  • E-mail Marketing
    • E-mails are definitely a good way to tap, especially the warm leads. You can easily follow up and provide assistance to your leads.
    • Make sure your e-mail stands out of the crowd in order to avoid entering the lead’s spam box unread. Try to go for a catchy subject line and a personalized approach.

It takes a very smooth approach when the leads are in the sales pipeline in order to have a higher conversion rate. One wrong move and your lead might turn cold. There are a few things that a marketer can do to convert their leads into sales.

  1. Offer an incentive. We all know how much we like freebies so make sure to include them for your leads to attract them into making the purchase.
  2. Tap on your product’s ROI potential. If your product has a considerable return on investment potential, why not use it to draw customers?
  3. Take simple but smart follow-ups. Do not spam your lead’s mailbox but assure them that you’re there to help with anything anytime. Do NOT make the leads wait.
  4. Qualify the leads and set a time limit. You must know whether your lead is hot, warm or a cold one. Set a limit of a certain amount of time like a month or two, and then drop the cold leads to save yourself some valuable time.
  5. Monitor your sales pipeline. It gives you a unique overview of sales data enabling you to understand and focus on the cases that specifically need your attention from the entire process.

 

Sales is neither a complete science nor a gift. It is the perfect emulsion of a personal touch blended craftily in the science of selling and with digital marketing in the play, all you have to have is internet! After all, it always works like William James said, “Act as if what you do makes a difference. It does.”

 

 

 

 

 

 

Lead Generation Strategies for Software Development Projects

Lead Generation Strategies for Software Development Projects

The competition in the software development market is fierce and organizations are constantly making efforts to hit their target. Outbound marketing is no longer producing acceptable results. In order to achieve more leads for software development projects, it is vital to build a strong inbound pipeline. The reason being that your potential prospects are already surfing the web for solutions. The only target you have now is that they must find you.

The specific strategies to achieve this aim will vary for each organization. However, there are some strategies that will remain the same at the core. Here are six strategies that will help you to score more software development leads.

  1. Create cornerstone content.

The core of your website is cornerstone content. It is where the online surfers land while searching for anything based on SEO and core keywords. For instance, if your business’s core function is mobile application development for small business, then your cornerstone page can be ‘Mobile App development for Small Business’. These words will be then targeted by Google search and you will be able to capture leads who are searching for this term. It is suggested that you prioritize these pages instead of other pages like ‘about us’.

 

  1. Supplementary content must be published regularly.

Secondly, you must consistently publish the content online that links to your cornerstone content. This strategy helps in bringing search engine authority to your cornerstone content. Since your webpages will rank higher in search engine results, you will score more leads. However, make sure that this content has some value to offer and should not just talk about your products. Provide insights into buyer options and other industry concerns.

 

  1. Implement social media strategy.

Once you have content in place, your next target is to post consistently on social media channels. Social has emerged as a powerful marketing tool in recent times and the businesses that are leveraging its power are riding high on success. Create an optimal social media strategy to boost your content. Promote your blogs and other content on various social media platforms. Take help of the scheduling tools like HootSuite schedule your posts in advance.

 

  1. Paid ads play a significant role.

Paid ads can boost your business significantly if used strategically. Our advice is that you identify your targeted audience and track visitors who visit your page through paid content. Now test the different variations to find out what brings the best results. Keep the budget small until you have identified a strategy that brings results. Later, make larger investments in the strategy that brings the best output and keep repeating.

 

  1. Optimize your website.

Having a website and putting content on it regularly will not bring results until you have optimized it. Add triggers like call-to-action (CTAs) to send visitors to conversion pages. Also, make sure that your content has a strong value proposition. Add interactive demos and videos that will inspire the users. Think of your website as a continuous project that will need regular updating.

 

  1. Lead nurturing should follow lead generation.

Last and the trickiest part is keeping your leads interested. Once you have generated the leads, it is time nurture them and convert them into customers. If not paid enough attention, this can result in missed opportunities because the competition is the market is huge. Keep in touch with them regularly to know where they are in the buying cycle and implement strategies to push them down the sales funnel.

 

Lead generation is all about your relationship with the leads. To accelerate your lead generation efforts you need to make your business stand out online. Above listed strategies have proven to improve lead generation for many leading businesses and can be of a great benefit to you. Our experts at MarkSpace Media specialize in lead generation for all kinds of businesses. You can reach out to us for more insights or if you need help with designing your own lead generation strategies for software development projects.

All you need to Know about Generating Leads for Business Development

All you need to Know about Generating Leads for Business Development

Growth of a business depends directly on the leads, both the quantity and quanlity of them. Without constant lead input, businesses becomes stagnant and eventually fail. Lead generation is the key to business development and getting good quality leads requires dedicated and consistent efforts.

In the current market scenario, having an innovative idea is just not enough. Launching your business and then making it a success story are two different things and lead generation plays a critical role in it. In this article, we have outlined some successful lead generation strategies that will help your business to grow and become more profitable.

  1. Engage directly.

A first and most important strategy is engaging with the potential leads directly. Usually, indirect lead engagement is preferred but direct engagement has some great benefits. For instance, when you communicate with your leads using the live chat or through customer care representatives to solve any query, it makes your prospects trust you more. Also, they feel that their problems are listened to and solved, which makes them stay with you.

 

  1. Stay updated with the latest technology.

Another important thing in the current scenario is to stay updated with the current technological advancements. Every sunrise sees the birth of a number of new technologies and the business world is employing them to improve their ROI. Therefore, running a business these days will require you to implement new tools and use them to target your prospects. Businesses that fail to evolve with time are bound to meet their downfall sooner or later.

 

  1. Email marketing is important.

Email marketing has been there for a while now and it has proved its significance over time. Because of the results that it produces, it is not going anywhere anytime soon. Email marketing is known to improve conversion rates and boost sales. Personalized emails have further improved the response and consumers perceive the emails from the businesses as a credible source of news and offers.

 

  1. Leverage the power of inbound and outbound marketing.

Although outbound marketing is more effective, inbound marketing cannot be overlooked nevertheless. To achieve the best business outcome, it is important to take into account both inbound and outbound marketing. Striking an appropriate balance between the two techniques will help you score more leads. Knowing when to use which technique helps you build trust and connections, which ultimately helps your business development.

 

  1. Find leads using Twitter and LinkedIn.

Next, you must not overlook the lead generation benefits offered by social networks like Twitter and LinkedIn. They are useful in targeting domain specific audience and getting more prospects to show interest in your business. LinkedIn has an added advantage of having people from all kinds of professions on one platform. Therefore, it is easy to reach out to a specific group.

 

  1. Automate your marketing efforts using automation tools.

There are new tools in marketing now to help you automate your marketing efforts. These tools are specifically designed for lead generation, sending out emails, and automation of other business aspects. Using automation tools allows you to automate the tedious tasks that take up your time unnecessarily and you can use this time to focus on more important tasks like direct communication with the leads.

 

  1. Respond to queries on Quora.

Another not-so-popular but effective strategy is answering the consumer questions on Quora. Quora is a popular forum-like platform where people can post their questions and get answers from anyone who has faced similar questions ever. Therefore, on this platform, you can engage directly with your consumers and respond to their queries. This strategy has shown to increase the lead generation number significantly.

 

  1. Invest in content.

Lastly, you need to invest in your content. In the world of internet, there is no denying that content is the king. Any videos, blog, or text about your business consumed by your prospects put a great impact on how likely they are to engage with you. Better the content, more are the chances of them buying from you.

Business development has no shortcuts and you have to put your best foot forward if you seek growth. To get advice on how your business can benefit from lead generation or what should be your next step in the direction of business growth, contact us now.

How Webinars and Seminars can help in Lead Generation?

How Webinars and Seminars can help in Lead Generation?

Businesses are getting smarter about their lead generation tactics. Every new day brings new challenges to be dealt with. Therefore, the strategies have to be updated and need to be in line with the developments. The modern business world is about more and good quality leads. Today’s customers do their own research before they buy from you and that is why they will only choose you if they think you have the best solution to their needs.

Reaching out to prospects and generating leads is a quite elaborate process and comprises various methods and tools. This article focuses on the benefits of webinars and seminars in lead generation. Both webinars and seminars bring together the prospects and industry experts on one platform to discuss something of interest. The only difference between the both is that webinars happen online with participants connected from different parts of the globe while seminar happens at a physical location and participants are present in person.

  1. Establish you as a leader in the industry.

Digital marketing is experiencing a boom and to stand out in such times can be a real challenge. Webinars and seminars can help you in positioning yourself as a leader in your industry because they provide your prospects with an opportunity to learn from you. They also engage with you on a deeper level. This makes them think of you as an expert in the field and they are more likely to buy from you. It is recommended that you should invite known experts in the industry to engage in a conversation with the audience.

 

  1. More new leads in your sales funnel.

Webinars and seminars are more appealing to new prospects. This is because they are in the initial stages of the buying process and such events provide them a chance to learn about the products or services. They can use all the information to make the right decisions. Since you are the one to give them access to information and educate them, there are good chances that they will buy from you. Therefore, you will have more leads in sales funnel.

 

  1. Push the existing leads further in the buying cycle.

Further, seminars and webinars are great tools to push your existing leads down the sales funnel. Before a lead converts to a business opportunity, it has to be touched multiple times and in different ways. Webinars and seminars allow you to stay in touch with them consistently. Experts suggest including polling questions during the event and have a Q&A session in the end. They can also be used to showcase any live demos as they are more powerful than advertisements or whitepapers.

 

  1. Retain and engage better with existing customers.

Retaining customers is as important as getting new ones. Webinars help a great deal in keeping the existing revenue intact while providing the customers with more value-added content. Not only does this deepen their advocacy for your company but they also refer you to other prospects. There are chances of widening business opportunities for your existing customers as they are exposed to other aspects of your business. Also, they trust you more. Seminars can also be a tool for training new customers and sharing best practices with them.

 

  1. A great way to partner with other companies.

Ahead of a seminar or webinar, you can get in touch with other companies in your industry and partner with them to organize it. It gives you an advantage of getting access to their customers and also promote your brand through word of mouth. Together with your partner, you can use the event to acquire more and better quality leads.

Above listed benefits of seminars and webinars is just the tip of the iceberg. If you plan your event well in advance, it can take your business to the next level. While nurturing your relationships, they help you deliver valuable content that further strengthens your marketing. Seminars and webinars are two must-have tools under your marketing strategy. If you need any help improving your lead generation strategy, you can get in touch with us now.