19 Jul |
The Best Mailing List for B2B Lead Generation |
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When it comes to success in B2B lead generation, everybody knows that the mailing list is the most important ingredient in any campaign. A poor list will always produce dismal results, no matter how brilliant the offer and creative. Conversely, good lists often produce acceptable results even with mediocre execution. Consequently, companies are always looking for the “silver bullet” of mailing lists for their next B2B lead generation campaign— that perfect source of fresh, highly targeted, super-hot prospects just waiting to be contacted. Sadly, this is an exercise in futility and frustration and often a colossal waste of money. You already own the best list What’s the best list you can get for B2B lead generation? It’s the one you already (should) have. There is simply no substitute for a homegrown, customized list of prospects – often referred to by direct marketing professionals as the “house” list – which a company acquires over time through different tactics. When such a list is properly maintained and updated, it is a veritable gold mine and will always outperform any list you can acquire. Unfortunately, companies continue to overlook, under use, or,
Read more...30 Jun |
Customer Referrals Act as CRM Catalysts across Social Media |
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Nurture existing customers in CRM with social media to get repeat and referral business One happy customer is worth a hundred (or more) in your CRM system. Sounds like a cliché? Well, maybe; but it’s one of those eternal truths which, if you believe in and remember, will take you a long way down the road of successful customer relationship management. It’s easy to pour enthusiasm, effort, ideas (and money!) into B2B lead generation because there is that gleaming pot of gold to aim for – revenue and profits. But the repeat and referral business you can get from existing customers is worth much more. Tap into the power of customer referrals via social media and you have an armoury of silver bullets, not snake oil. To nurture your existing customers, consider using social media and online marketing tools like: Customer case studies on a blog Video testimonials Social media recommendations from customers, associates, partners and suppliers An online product demonstration via YouTube – for new and potential customers A Q&A forum where queries are answered by your company and your long standing customers “Listen” to what existing customers are saying about your
Read more...28 Jun |
Social Media Fuels the B2B Lead Lifecycle – CRM Update is Critical! |
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Social media plays an important role in the sales cycle, but keeping your CRM database is key No matter how many budget cuts your organization introduces to cope with challenging times, you somehow make room for B2B lead generation expenses. It is after all, the lifeline of your sales performance, right? The only change to this ongoing situation is the dire need to measure and quantify results, so not a penny goes to waste. The results of B2B lead generation are best measured by the end goal, i.e. a customer conversion. For a B2B interaction to progress from seed to lead to sale, it must traverse through the phase of opportunity nurturing — the time when a prospective customer actually begins direct interaction with a company’s sales representative. It is typically the time when a lead is comparison shopping, checking out references and testimonials, conducting due diligence about the sellers’ products and services, and, engaging in social media conversations to find out more! Close coordination between your marketing and sales team, via the CRM and other formal / informal internal communications methods is paramount to nurturing sales opportunities. Being in the
Read more...24 Jun |
How Social Media Can Augment Your CRM Effectiveness |
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In my last post I introduced the subject about social media and CRM working together for B2B lead generation. Continuing in this series, here is today’s tip on how social media can be leveraged to augment your CRM effectiveness: Practice active listening with your social media conversations. Quite simply, lead nurturing is the process of informing, educating and encouraging potential customers about your product or service through healthy and positive relationship building. The keyword here is “relationship” – and just like any relationship, B2B relationships are also built and strengthened via communication. Of course, email marketing and sales meetings give you the opportunity to cast your net, stay in touch and add momentum to your sales pitch. But listening and taking positive action based on social media interactions with prospects offers a great way to enrich your “fertile” CRM grounds. These “voices” on the web can tell you a lot about your prospects’ needs and expectations. Armed with these insights, you can enhance your offering and make necessary adjustments to your online and offline marketing materials. You’ll be ready to go to market
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