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10+ years

Jeff Kalter

Jeff Kalter

Born and raised in New York City, Jeff Kalter graduated with a Bachelor of Science from New York Institute of Technology. Jeff began his professional career at Bruce Supply Corporation, a leading industrial supplies distributor in the United States. Thereafter, Jeff co-founded Central Foundries Inc., a global importer and manufacturer of cast iron and copper products.

In the late 90s Jeff moved his family to Munich, Germany, where he gained experience in the consumer market acting as Advertising Designer for companies such as ESCADA and Altmarkt Gallery.

Jeff was then recruited by a leading outsourced customer acquisition company responsible for global clients, including TOSHIBA, Cisco Systems and 3Com. His responsibilities included developing, implementing and driving customer acquisition programs with proven revenue of over 100 million USD.

In 2003 Jeff co-founded 3D2B in Rome, Italy. Today, Jeff is the CEO of 3D2B and resides between Rome and New York City.

5 Mistakes You Need to Avoid When Marketing IT Solutions

Wednesday, 25 November 2015 00:00

No one said that tech marketing was easy. After all, you’re trying to reach IT leaders — some of the busiest people on the earth. Not only that, other companies are hot on their trails too. Naturally, they’re seeking cover, doing everything they can to avoid vendors and stay focused on their never-ending to-do’s.  

Given the challenges of reaching your target audience, you need to have your marketing and sales ducks in a row. Where are marketers going wrong?

How to Critique Recorded B2B Telemarketing Calls

Wednesday, 22 April 2015 00:00

When you’re managing business-to-business telemarketing representatives, you can record their conversations and use them as learning opportunities. If one agent is particularly productive, you can listen to recordings of her phone calls to determine what sets her apart from the others. Also, if another is having difficulty meeting their goals, you can re-live their conversations and learn where they go off track.

Before doing anything, however, become aware oflocal and federal laws related to recording calls and ensure that you abide by them.

What to Listen For

When you’re listening to recordings to find out why some representatives are successful and others struggle, pay attention to these areas.

Turn Leads into Qualified Leads - How to Rock Sales Development in 2015

Wednesday, 21 January 2015 00:00

How to rock sales lead development? The quick answer…put a sales lead management team to work.

That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Conveniently, marketing points the finger at sales and sales points the finger at marketing.

If only there was a group in between marketing and sales that could take marketing leads and transform them into qualified sales opportunities.

That’s what a sales lead management team does via the phone, email, and more. And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%.

It seems like this missing link is made of gold. What are these sales lead management teams doing that is multiplying the number of ready-to-buy prospects while cutting marketing costs?

The 12 Days of B2B Lead Generation

Wednesday, 03 December 2014 00:00

Get ready for the holidays with the 12 days of B2B lead generation. Give yourself the gift of qualified leads and more sales.

On the First Day of Lead Gen

Marketing Made for Sales

A Database of Suspects

Start the season with a database of suspects, people who meet your basic criteria to become clients, but are not yet qualified. Clean it up—eliminate duplicate names and update and append the data.

On the Second Day of Lead Gen

Marketing Made for Sales

Two B2B Segments

Look at your historical activities and decide how to group suspects so you can approach them with a set of tailored marketing tactics. Segment by industry, geography, company size, role, department or any other easily defined criterion…whatever is most likely to yield results.

The Third Day of Lead Gen

Marketing Made for Sales

Three Engaging Pieces

Provide content that engages and educates your suspects who are doing a lot of research before talking with your sales people. Whether it’s a blog post, e-book, video, webinar or infographic, the content needs to answer the questions that suspects ask as they move through the buying cycle.

The Fourth Day of Lead Gen

Marketing Made for Sales

Four Convincing Studies

As your suspects move through the buying cycle they become prospects and want to understand how your product or service has worked for other clients. Case studies are compelling because your prospects can relate to other clients’ problems and how you helped to solve them.

The Fifth Day of Lead Gen

Marketing Made for Sales

Five Days of Calling

Once you have a clean, segmented list and content to answer questions, it’s time to get on the phone. Ask questions one-to-one that help you understand each prospect better so you can customize their journey from awareness to decision making. It’s all about personalizing your marketing and adding a human touch.

The Sixth Day of Lead Gen

Marketing Made for Sales

Six-Pages of Prospects

The prospects are those who fit your qualifications as a potential customer and have shown interest. Through tele-prospecting, you can determine who is interested in receiving more information…perhaps one of those engaging pieces.

The Seventh Day of Lead Gen

Marketing Made for Sales

Seven Nurturing Emails

You need to nurture prospects to help transform them into Marketing Qualified Leads (MQLs) and getting them ready to send on to your sales team. To nurture, send emails that answer prospects’ questions and provide insight. Also, add some tele-nurturing into the sequence to warm up leads even faster.

Research shows that to generate a response in the B2B world, you need an average of nine touches in order to gain a response.

The Eighth Day of Lead Gen

Marketing Made for Sales

Eight Scoring Rules

Obviously, you can’t contact everyone at once. So, you need lead-scoring rules. These rules will help you to prioritize the prospects and determine which are more likely to become MQLs, and eventually sales qualified leads (SQLs). 

Base lead scoring on demographics (company, industry, revenues, etc.), their level of engagement with your company as well as what you learn from conversations with them. The key is to keep lead scoring simple.

The Ninth Day of Lead Gen

Marketing Made for Sales

Nine MQLs

As you nurture the inquiries, some will respond. They will click on links in emails, visit your website, ask for more information and take actions that show they may be interested. When they reach a certain pre-determined score, they cross the threshold and become MQLs.

The Tenth Day of Lead Gen

Marketing Made for Sales

Ten More MQLs

Once you have the process down, the leads will continue to flow. After all, you have to feed your sales team continuously.

On the Eleventh Day of Lead Gen

Marketing Made for Sales

Eleven SQLs

Now business developers talk with the MQLs on the phone to determine if they are sales qualified leads (SQLs). The initial lead scoring can help you to estimate interest based on the level of a person’s engagement. It cannot, however, determine why they are taking action. The only way to answer this is to have a human-to-human conversation that uncovers the intent that led to their activity.

On the Twelfth Day of Lead Gen

Sales Made from Marketing

Twelve Closed Sales

In the end, if you follow a well-defined lead management process, the results will convert to sales. Although it may start slowly, it will snowball over time. And that’s the biggest gift of all.

For a free consultation on B2B lead qualification, call us now at +1 718-709-0900 (Americas) /+39 06-978446-20(EMEA).

Step by Step to B2B Appointment Setting Success

Wednesday, 26 November 2014 00:00

Even in a world where people are able to conduct much of their business virtually, face-to-face meetings still play an important role. In fact, Meetings Professionals International conducted research that shows 40% of prospects convert during in-person meetings.

So, how do you get more live appointments?

Follow this step-by-step process to fill your salespeople’s calendars with well-qualified sales appointments:

What’s the ROI of Outsourcing B2B Telemarketing Services?

Wednesday, 29 October 2014 00:00

Like most B2B marketers, you probably agree that the most successful way to create qualified leads is by using a human touch.

In its study, B2B Marketing found that 40% of marketers believe telemarketing is the best vehicle for generating high-quality leads. That’s second only to live, in-person events that were cited by 43% of respondents. Even in the era of online marketing these traditional tactics, where we talk one-on-one with prospects, stand out.

It’s one thing, however, to know that you need to add telemarketing to your marketing initiatives. It’s another to make it happen.
Selling telemarketing to the powers that be and ensuring it pays off comes down to executing it the right way — the way that’s most likely to maximize ROI.

While some marketing leaders want to test the telemarketing waters by doing it in-house, this isn’t a fair test. Why? Because statistics show that the ROI of in-house telemarketing isn’t as high as when it’s outsourced. Read more.

How to Create a World-Class B2B Call Center

Thursday, 31 July 2014 00:00

A marketing manager, Susan, was doing a stellar job with her online and offline marketing campaigns, generating leads by the bucketful. As soon as she received them, she passed them over to the sales manager to distribute among the sales force, expecting to receive praise and thanks for her outstanding efforts.

But she heard nothing. Complete silence.

Eventually, she stormed into the sales manager’s office and asked, “What’s going on? Aren’t the sales people happy with the leads? Why aren’t they out there closing the deals?” 

How to Calculate and Maximize B2B Event ROI

Monday, 07 July 2014 00:00

The Danger of Data-Deprived Decisions for Event Marketing

Picture this. It’s the late 90s. A friend comes up to a wealthy businessman, John, at a summer barbeque, smiling broadly. He has started a new business. It’s a search engine that helps people to find what they need on the Internet. He’s just registered a crazy name for it, Google, tells John it’s going to make a lot of money and asks if he’ll invest $100,000 in it.

The friend doesn’t tell John how he plans to spend the money, how this Google thing is going to generate a profit or how much money John could potentially make. John apologetically tells his friend that he cannot offer his support, not knowing he’s missing out on a money-making opportunity.

While this story of loss is fictional, it illustrates data-deprived decision-making which is what is happening to many B2B events today. Marketing and sales leaders know events are essential to grow sales successfully, but sometimes they go underfunded because it’s difficult to forecast returns, costs and expected ROI.

Play the Numbers for Marketing Tactics You Can Leverage

By calculating your event ROI, you’re able to play “what if?” with alternative marketing scenarios and examine how adding new tactics into your event-marketing mix can increase your return.

Here’s how you can do ROI projections.

Calculate the Costs

  • The Ballpark Estimate

    The first step in calculating the predicted ROI is to project the costs. If it’s early in the game and you don’t know the specifics, you can generate a ballpark estimate. Typically, the ideal tradeshow expenditure is three times the cost of the exhibit space. So, if your space costs $10,000, you can approximate the total expense, including travel, booth-creation and setup, staffing, utilities and other incidentals will be around $30,000.

  • The Itemized Cost Sheet

    However, you’ll probably feel more comfortable with an itemized budget. In this case you enumerate each of the following costs:

    • Booth creation, storage and packing
    • Shipping
    • Labor for booth setup
    • Promotion and marketing materials
    • Show services
    • Ancillary events
    • Booth staff

  • Predicting the Payback
  • How can you get a handle on the return on your investment? You’ll need to forecast the number of booth visitors, leads, and sales. Multiply the closed deals by the average sales value for total revenues. Then calculate the ROI as follows:

    (Total Revenues – Total Event Costs)/Total Event Costs = ROI

  • Ramping Up Your Return
  • Now that you have the costs and revenue of your current event plan, you can play around with alternative marketing scenarios to see if you can generate increased returns. If so, request the funding to support more ambitious goals or reallocate your budget from other areas with a lower payoff.

    For example, a highly successful but sadly underused tactic is telemarketing. You can use it to:

      • Increase event attendance
      • Set appointments at the event
      • Follow up promptly and personally on show leads
      • Nurture leads until they’re ready to buy

    Our calculations on event return on investment show that telemarketing can increase returns by a phenomenal 857%. Don’t go bare bones when a little extra investment in event marketing can mean big bucks. Get our eBook: “The Complete Guide to Calculating and Maximizing Event ROI.” Discover how to calculate event ROI and evaluate the profitability of leveraging additional event-marketing tactics. 

    Creating Personas for an Awesome B2B Content Marketing Strategy

    Thursday, 29 May 2014 00:00

    Are you guessing or do you know how your prospects make buying decisions? If you don’t know, don’t guess. Why? Because when you make assumptions about how your target audience makes decisions, you give up the opportunity to develop a B2B marketing strategy that gives your business a competitive advantage.

    You need to create buyer personas that describe your prospects’ buying cycle, the questions they ask and the reasons why they decide to buy. When you have a buyer persona, it’s like going to MapQuest®, typing the “to” and “from” addresses, and getting detailed instructions on how to get from “creating awareness” to “sales.” 

    Add a Human Touch to Marketing Automation for Awesome B2B Sales Lead Generation

    Tuesday, 20 May 2014 00:00

    According to International Data Corporation (IDC), the market for marketing automation technology will expand from $3.2 billion in 2010 to $4.8 billion in 2015. It’s not surprising given that this technology can automate all the routine aspects of sales lead generation, lead nurturing, lead scoring, customer retention, testing, measuring, and optimizing marketing campaigns.

    As amazing as it is, there’s one critical element that’s missing—human beings. That’s right—technology just can’t do everything. Marketing automation is best used for repeat tasks that require no judgment; steps in a process that need to happen like clockwork.

    People, of course, have qualities that technology cannot duplicate. They can develop one-on-one relationships with your prospects and customers, ferret out the information you need to qualify leads, and add the judgment required to go beyond lead scoring, which is based only on a sales lead’s actions, and determine whether a lead meets your qualification criteria.

    So how do you decide which marketing processes to automate and where you should be using people? Simply follow these two rules. 

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