B2B lead generation is the beginning of the sales process where the consumer starts to exhibit some interest in services or products offered by a business. Therefore, a lead is an individual or an organization that has the ability to become a customer. Lead generation can be understood as the initiation of the buying cycle. However, whether or not the prospect converts into a customer depends largely on how they are handled along the way, which is why it is important to qualify a lead before pursuing them.
Qualifying a Lead
Lead qualification parameters will be different for each organization. It is recommended that you must have a system that will help you to identify the potential of each lead and differentiate them accordingly. Here are some guidelines to help you qualify a lead:
- Define your customer qualities.
- Have a system in place to track their browsing behavior and conversations.
- Take a close look at hurdles that are preventing them from converting.
- Identify their preferred communication channels.
- Collect all the data at one place for better analysis and engagement.
What changes to make in lead generation strategy in 2019?
The era of digital marketing is upon us and every sunrise sees something new in the business landscape. The rate at which advancement is occurring has changed the whole marketing process and hence, b2b lead generation companies have to change their strategies too. Here are a few suggestions to help you stay at the top of your game in 2019.
- Improve your communication strategy.
Marketing is all about how better you communicate. An effective lead generation process benefits significantly if you have a seamless communication process in place. The modern-day communication requires live interaction. A good tool to achieve the same is live chat support or video call or co-browsing facility.
- Focus on Customer Relationship Management (CRM).
There is hardly any business in the modern world that is not using a CRM system. It is one of the vital requirements for any business to flourish today. CRM is a multi-layered system that makes it easier to track leads and opportunities. A typical CRM will include customer satisfaction, response, needs, loyalty, retention, and service.
- Do not ignore email marketing.
Email marketing is one of the oldest forms of marketing and B2B lead generation. It is one strategy that has stood the test of time. Some marketers still consider it the most effective tool for acquiring and nurturing leads. Data accumulated over the time suggests the same. It is one of the best lead generation and nurturing tools and used together with a CRM, it brings exceptional results.
- Organize speaking events.
Some industry experts believe that speaking events are the most effective psychological tool for lead generation. Therefore, it is suggested that you organize your own speaking event to interact with your audience. However, it must offer something of value like a new product launch, new changes to your brand, or some important announcements. Also, make sure you don’t take up much of others’ time.
- Diversify your content marketing efforts.
Content is the basis of almost all your B2B lead generation strategies. Users only buy content that is well-researched and valuable. In addition to making your content informative and valuable, diversify the type of content that you create. This means you need to create more than social media posts or advertisements. Create webinars, videos, infographics, and slideshares.
- Use support instead of sales.
Another effective strategy to improve your lead generation efforts is to replace the sales by support. For instance, instead of sending promotional content, choose co-browsing and help your customers make an informed decision. This strategy has proved to improve sales statistics considerably.
It is believed that a good lead generation strategy is not what you do but how you do it. It is very important to stay updated and keep upgrading your tactics to achieve the desired results. We are in an era when you need to shift your focus from business needs to buyers’ needs. Once you are able to understand and fulfill the needs of your customers, your business will expand. For more insights, get in touch with us.
Employees are the lifeline of any business and the success of a business depends largely on how happy they are. For most employers, employee engagement can be a huge challenge as it decides your turnover rates and customer satisfaction, and therefore, the overall success of your business. Keeping your employees satisfied is not just about paying them well. Of course, that is one crucial factor but there are other factors too.
The term employee engagement can be defined as the level of commitment, loyalty, and zeal with which a worker performs at their work. Higher the employee engagement, the more effort they will put forth. The struggle for an employer is to find hard-working and highly engaged people. Here are a few tips to improve engagement in your organization.
- Onboarding and training are crucial.
When a new employee joins your organization, it is very important that they go through an onboarding and training session. This is important to make them understand their responsibilities. Also, this lowers their chances of getting confused and frustrated with their work. Further, the employees who know what is expected from them are more likely to show interest in their work. Onboarding and training help the new hires to learn their job responsibilities and master their skills.
- Give attention to employee development.
Besides a good salary package and other benefits, an employee expects a growth opportunity from their job. They want their work to be a stepping stone to a bright career ahead. Employees are more satisfied with a job that presents new challenges and helps in developing their skills. Monotonous work routine that requires minimal efforts is a huge dissatisfaction factor in the long run.
- Acknowledge their contribution.
Employees are more likely to get engaged deeply with their job if they are praised and acknowledged for their contribution. If they feel invisible in the workplace, they will lose motivation and become disengaged. Engaged employees feel comfortable in their jobs. Individuals who don’t receive any appreciation at their work tend to quit sooner.
- Involve them in company goals.
Another way to making your employees feel engaged is to show them the bigger picture. They should be acquainted with company goals and made to realize how their efforts are a crucial part of the achievement of those goals. This strategy drives them to reach the goals and make a difference. You can give them monthly, quarterly, semi-annual, or annual targets depending on your business.
- Do not micromanage.
Micromanaging your employees will make them feel smaller and take away their motivation. While you need to tell them what they should do, it is not your place to explain to them how to do it unless they ask for it. You need to let them use their skills and creative abilities to complete a task. You have selected them to work for you based on their experience and capabilities. It is for them to prove their worth. Employees who are allowed to make small decisions by themselves feel the sense of belongingness and therefore, they are better engaged at work.
- Know your employees and their opinions.
Use frequent short surveys to know how your employees feel at work. Ask their opinions about the workplace environment and whether they think there should be any changes. Make sure to implement good and valuable suggestions. This practice keeps your employees positively motivated and makes them feel empowered.
- Communicate with them frequently.
Lastly, communicate. Set weekly or fortnightly meetings with your employees to know about their concerns. Listen to them and communicate with them face to face. To keep your employees engaged, it is important for them to feel that their voice is being heard. Organize small events from time to time to give your employees a chance to communicate with their co-workers as well.
All the tips suggested above are to ensure that your employees feel valued. These small steps go a long way in making your employees feel secure at their work. Employee engagement is about winning the trust of your workforce. It is a crucial practice if you want your business to stay successful in the long term. Contact our experts to know more about employee engagement and retention.
UX design is in the process of rapid change and is increasingly finding applications on a number of digital platforms. Leaders in the industry are adapting to new design strategies to keep up with transformation occurring due to the increased popularity of UX interfaces. In mere two years, it has brought revolution in the world of digital technology and the modern digital landscape is flush with new possibilities.
In 2019, UX is expected to hold a center stage in the companies and it is likely to go mainstream. It is expected to become mandatory in order to retain and improve the business/customer relationships. Here are a few trends that are likely to dominate UX design this year.
- Voice User Interface
Google Home and Alexa are already becoming the favorite of people. Voice UI allows users to enjoy a faster and easier way of controlling their digital devices. A study by ComScore suggests that within the next two years, as much as 50% of the total searches will be carried out through voice UI. There is significant change occurring in our way of interacting with digital devices with the advent of the voice user interface. It is already a huge boon for the visually impaired and illiterate web users.
- Simple Authentication Methods
The present world is doomed by the password problem as we are constantly in a struggle to form passwords that are secure but easy to remember. Despite this, almost every day we have to recover our passwords to login to some online portals. UX design is expected to end that. We can see a rise of simpler login methods that won’t require passwords and will use methods like biometric authentication, temporary passwords, or magic links instead. These methods are already in use across many platforms and it is only expected to surge.
- Improved Privacy
GDPR implementation in Europe has led the organizations across the globe to reconsider their privacy agreements and there is more stress on data and its ownership following that. The law, albeit restricted to Europe, has to be followed by all organizations that are likely to interact with users or organizations of Europe. This means almost all big organizations have to follow it. New UX designs implement improved privacy and therefore, allow even the smaller organizations to expand to other countries including Europe.
- Personalized User Experience
Gone are the days when the users were happy with the mass-produced content. 2019 requires the markets to provide users with experiences made especially for them. People prefer everything tailored just for them. Machine learning and artificial intelligence (AI) is making it easier. Netflix already uses the algorithms to make a suggestion for its users. 2019 will see a rise in the use of data-based design and make the experience more useful for the users.
- More Use of Gestures
The improved UX designs will make more use of gestures on touch sensitive devices. This is why more and more devices are losing home buttons, both in physical form and form screens. Specific gestures are meant to navigate you across the devices. It can already be seen in iPhone X and Google Pixel 3.
- Multiple Connected Devices
In the next two years, the number of connected devices is expected to increase. It has been estimated that by 2020, there will be over 6 connected devices per person. The rise in the number of smart devices is changing the way we use and interact with online information. The latest trend is a multi-device experience. UX design will bring more dynamism to the world of connected devices.
- Rise of Wearable Devices
Wearable devices are expected to go mainstream by 2020 and 2019 will a substantial rise in the number of these devices used by people. Smartwatches, wearable health devices, and Apple watches are some examples. Wearable technology will be more convenient to use with the improved UX designs.
UX design is gaining ground and in the coming years, it will change the way we interact with digital devices. It is giving way to unexpected innovations and technologies. For more insights, watch this space.
Blockchain evolution is slow but revolutionary. It will not be wrong if we call it the most groundbreaking technology of the 20th century. The technology, although still in infancy, has already broken many limitations and is emerging as most sought after the technology of the modern era. As compared to other technologies, it still has a huge scope for development.
This article discusses the emerging trends in blockchain and what can be expected from it in the upcoming year. Businesses new to the world of blockchain should watch for these trends to make the most of this technology in 2019.
- Rise of Security Tokens
We know ICO tokens. They are the tokens an organization offers in order to raise money for their project. They were much talked about in last year but nearly half of them turned out to be scams. This is why investors lost their interest in them. Security tokens, on the other hand, are regulated, unlike ICOs. They protect the rights of the investors and are a lot more secure. It is comparatively a much transparent solution for the organizations as well as investors. Therefore, in 2019, we can see a shift from ICOs to STOs.
- Blockchain Interoperability
2019 can witness improvement in blockchain interoperability. There are different blockchain networks and the number is increasing. Increased interoperability allows better information sharing across different networks. This makes them more practical for use by common people. The technology already exists and this year will see improvement in its working. The benefits include communication between two blockchains without the need for an intermediate and ease of transactions on other blockchains. The vendors are already working on making it more efficient and effective.
- Blockchain as a Service (BaaS)
A number of startups have their own blockchain solutions. However, it is not always possible for everyone to create, maintain, or manage these blockchain solutions. Blockchain as a Service (BaaS) is here to end your woes. It is a cloud-based service that makes it possible for the customers to make their own blockchain-powered products without the requirement of setting up, managing, or executing blockchain-based infrastructure.
- Hybrid Blockchains
Another trend to watch in 2019 is hybrid blockchains. It is best of public and private blockchains and brings the best features of both types of networks at one place. The best example is government networks that cannot go private completely and at the same time, they need to be decentralized and public only to some extent. Hybrid blockchain is the solution for such scenarios. It offers transparency without compromising integrity and security.
- Ricardian Contracts
The Ricardian contract can be defined as a human-readable legal agreement which gets converted into a machine-readable contract once both the parties have agreed on it and signed it. It is one step ahead of the smart contracts and removes the limitations of them. It is a secure way to get legal contracts that are signed and verified cryptographically. It is one of kind solution as it is understandable by humans and machines.
- Boost in Stable Coins
Boost in stable coins is anticipated in 2019. Cryptocurrencies are volatile and therefore, the need for stable coins. Unlike cryptocurrencies, stable coins have stable prices and are immune to market conditions. They stay stable at all times. Tether is one example of a stable coin. These are mostly backed by fiat currencies but there are others that are backed by commodity or cryptocurrency.
- Federated Blockchain
Another interesting thing in blockchain to watch in 2019 is federated blockchain. A federated blockchain is just like private blockchain but there is a twist. It operates under multiple authority rather than a single, however, the authority nodes are selected and approved by all organizations on the network. It can find significant use in financial services, insurance claims, supply chain management, and more.
Blockchain technology is at the verge of many breakthroughs and 2019 is expected to see a good number of them. After all the ups and downs, blockchain is still strong and here to stay. This is the right time to go for it, if it is on your mind. For any questions or more information on the blockchain marketing solutions, contact us at MarkSpace Media.