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How to Segment Your Market and Increase B2B Conversions by 355%

Written by Shannon Cadden Wednesday, 10 December 2014 00:00
How to Segment Your Market and Increase B2B Conversions by 355%
Do you want to increase your conversion rates by 355%? Of course you do. What’s the secret? Well, according to a study by Jupiter Research, companies that segment their databases increase their conversion rates on average by 355%. It makes sense. Since your prospects and clients don’t all have the same problems and needs, you can’t expect a broad message to appeal to your entire database. To create a robust, successful marketing campaign you need to provide content and messaging that’s relevant. You need to segment your list so you can, for example, send targeted emails and structure tailored telemarketing programs. Getting Over the Initial Hurdle You’d think all business managers would be clamoring to slice and dice their list into micro-segments for marketing campaigns. But they’re not doing this! The same Jupiter Research study found that only 11% of companies are using a segmentation strategy. Why are 89% of…

The 12 Days of B2B Lead Generation

Written by Wednesday, 03 December 2014 00:00
The 12 Days of B2B Lead Generation
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…

Step by Step to B2B Appointment Setting Success

Written by Jeff Kalter Wednesday, 26 November 2014 00:00
Step by Step to B2B Appointment Setting Success
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:

5 B2B Cold Calling Tips That Achieve Sales Results

Written by Wolfram van Wezel Tuesday, 18 November 2014 00:00
5 B2B Cold Calling Tips That Achieve Sales Results
“Success is where preparation and opportunity meet,” said Bobby Unser, who is one of the ten drivers to win the Indianapolis 500 three or more times. His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling. So, how do you prepare for success? Start with these cold calling tips. 5 Cold Calling Tips Pinpoint Your Customer Profile You need to ensure you understand clearly your targeted customers’ profile—who they are, the markets they participate in and the issues they are likely to be facing. Why? First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles. Second, by gaining a full understanding of the challenges they are facing, and how your company can help them, you’ll be able to show empathy and…

How to Use Channel Partners to Expand Internationally

Written by Giuseppe D’Angelo Thursday, 06 November 2014 00:00
How to Use Channel Partners to Expand Internationally
To accelerate growth, you may want to expand your business geographically. For example, because emerging markets are less mature, they are likely to be on longer growth cycles. While these regions may be attractive, there are risks. These include lack of understanding of: Local competition and pricing The legal environment Delivery channels Culture With a do-it-yourself approach, you’ll have to spend money on overhead items such as new regional offices. To mitigate these risks and move into new markets more rapidly, you can use channel partners.

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