Bad Assumptions Can Destroy Your B2B Lead Generation Potential

Everyday people make assumptions on just about anything they encounter, and while it can help them gauge possibilities, it can also deter them from taking risks and jumping into opportunities that can make things better.

It’s the fear of failure and disappointment that usually triggers this tendency to assume without even considering the pros and cons of a given circumstance. The thing is, with these ‘unsubstantiated’ assumptions you are likely to be more wrong than right.

For business, this can be a fatally destructive thing. If you look at the success stories of most businesses in our mainstream culture, you will see that the best decisions were made out of sheer risk-taking. But we’re talking about calculated risks here.

Making conclusions without proof

Take for example the plight of social media marketing. Until now, a lot of businesses are still reluctant to engage themselves into Facebook, Twitter, LinkedIn and other social networking sites. Why? Because they already assumed that it won’t work. Because they assumed that B2B prospects are not on social media. Because they assumed that it does not have a clear ROI.

Now at some point they could be right – but to totally ignore the power of social media is definitely counter-productive to their business goals. Think of all the exposure and interaction they’re missing just because they don’t have any online presence. Clearly, those false assumptions have impacted the business dramatically.

(Mis)understanding the target market

Even seasoned businesses make the mistake of making bad assumptions. Whenever their sales numbers encounter a rocky road, they tend to scratch their heads out of confusion because they thought they had their target market all figured out.

Just because you’ve been offering the same set of products and services to your loyal customers doesn’t mean they won’t yearn for something fresh. Just because you’ve been sending the same marketing message since day one doesn’t mean it will not eventually lose it essence in the minds of the people. Marketers should never assume that they know their audience from head to toe. Lifestyles evolve and technologies develop. Hence, needs also change.

Research is the cure against false assumptions

If you’re not sure, why not employ the power of good old scientific method? We see a lot of sites that offer endless graphs and sheets of marketing statistics. Why? Because they know that false assumptions can mean the demise of businesses.

And that numbers don’t lie.

 

 

 

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How Can Mobile Web Applications Service Providers Generate Qualified B2B Sales Leads

How Can Mobile Web Applications Service Providers Generate Qualified Leads

One of the challenges encountered in offering your mobile web application services to other business is the lack of qualified B2B leads. You may have one of the most effective programs, perhaps a customized mobile application, that will sure be a hit with users, but the fact that you still have to look for users might give you more headaches. That is the reason why you should have a good business lead generation process in place. Remember, generating sales leads is very important in identifying business prospects that are most likely to do sign up for your service or purchase your offer. You can have the job done by professional appointment setting firms, in case you do not have a marketing team of your own, but it is still your job to ensure that what you offer is the kind that will get you the mobile web application sales leads you are looking for. So, what should you take a look at?

To read more about this article just click here.

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Create A Good First Impression For Your Cloud Hosting Lead Generation

Create A Good First Impression For Your Cloud Hosting Lead Generation

It can be really tricky to be cloud hosting providers. Given the level of competition, plus the advertising noise made by others, it can be a dilemma for your business. Still, this is a task that you need to get over with well.

You need to create a good first impression with your prospects, since this will determine whether you get new B2B leads or not. This is the challenge of many cloud computing firms, who are all dependent on the success of their marketing campaigns through online means. Yes, it is good to promote your business online, for the sake of better information dissemination. But, sometimes, it can actually backfire on you.

To read more about this article just click here.

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Top 3 Obstacles to Effective Multi-channel Marketing in the IT Industry

Top 3 Obstacles to Effective Multi-channel Marketing in the IT Industry

That integrated marketing is currently the best approach to IT lead generation is beyond question. However, there are certain factors that could keep you from effectively implementing an integrated or multi-channel marketing approach into your IT lead generation platform.

According to the 2013 Quarterly Digital Intelligence Briefing conducted by Econsultancy and Adobe last November 2013, the top 3 main obstacles to effective integrated marketing are:

  1. Organizational Structure
  2. Company Culture
  3. Disparate Data Resources

The results are not surprising. First, let’s talk about structure. Every company is built on a certain structure which facilitates communication and processes across different departments. Some organizations however are structured in a way that makes telemarketing, email, online, and social media marketing separate and isolated functions, each one to its own. In order to implement an effective multi-channel campaign to generate IT sales leads, there has to be some realignment made to allow everyone to work together.

Another factor which makes it difficult to effectively implement a multi-channel B2B lead generation campaign is company culture. This includes ingrained legacy practices which make some B2B marketers refuse to welcome new marketing practices due to fear of the unknown. So instead of adopting new strategies, they choose to stick with older tools that are more “proven”.

Lastly, differing results, opinions, and feedback about the effectiveness of combining various tools gives marketers another reason to doubt their decision to shift to multi-channel marketing.

Too many management layers, unclear accountability, and wrongly incentivized behaviors – all of this prevent organizations from creating a multi-channel lead generation and appointment setting strategy and improve customer experience. As a forward-thinking marketer, you must address these issues one-by-one in order to generate better results from your IT lead generation campaigns.

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Should You Outsource Your IT Sales Leads Generation Campaign

Should You Outsource Your IT Sales Leads Generation Campaign

This is a question that a lot of companies in the telecom industry is thinking about, especially for those offering hardware and software VoIP services. I mean, generating IT sales leads can be hard, and for those who are not familiar with IT lead generation, doing this on their own could be a real disaster in the making. But if you want to get more B2B leads coming in your business, you have to be ready to use every means possible to make it happen. And you can do that through outsourcing. Letting the experts do thing kind of work may be the best business investment that your VoIP company can ever make. But what are the benefits?

  1. You can focus better in other, more essential, tasks – outsourcing your marketing efforts can help free up your time to concentrate on what you do best. You might be an inventor, designer, developer, but definitely not a marketer. This handicap can be a real problem for your marketing campaign, since you lack the skills needed to attract the attention of customers. Letting others do the job for you would be a very smart B2B appointment setting move.
  2. You can reduce your overhead cost – in the financial point of view in your business, you need to reduce the overall cost of reaching lead generation prospects. If you think about it, getting an in-house team to do the job can become an extra burden to your operations budget. Ask yourself, if you create your own team, would they have the capability to get the work done? Can they still function well with their current equipment? If they needed more help, would buying the extra equipment or hiring more assistants be less expensive than seeking help from professional marketers? These are just some of the questions that you have to answer objectively.
  3. You now have a one-stop shop of sorts for your IT lead generation needs – the problem with, say, an in-house IT telemarketing is that you are stuck with finding the right employees, tools, and software to aid in your promotional efforts. It can be a frustrating experience, or probably a very costly affair. Unless you outsource to a professional marketing company, procuring all these things can be a real headache for you. You might as well let others take care of this problem for you, and pay a flat rate for it.
  4. You get an outsider’s perspective of your needs – it can be an unnerving experience to bring in outsiders for your company’s internal promotional efforts, but they may bring you fresh insights on how you should be doing your operations, and how you can make things better. It is all about getting a different perspective on things, and using the new facts to get your telemarketing campaign done right.

As you can see, outsourcing your B2B leads generation efforts can be a smart business investment for you to make. You just need to make the right decisions on this.

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