3D2B - 3D2B - Response Management http://3d2b.com Mon, 22 May 2017 15:34:14 +0000 Joomla! - Open Source Content Management en-gb 6 Changes You Can Make to Optimize B2B Demand Generation http://3d2b.com/blog/tele-services/response-management/b2b-demand-generation.html http://3d2b.com/blog/tele-services/response-management/b2b-demand-generation.html 6 Changes You Can Make to Optimize B2B Demand Generation

“When you’re finished changing, you’re finished,” said Ben Franklin. And in a business world that seems to change more rapidly than ever, his words are still relevant.

What can you change today in your business that will help you with demand generation and ROI? Here are six ideas that can pay off. All you have to do is put them into action.

1.      Clean Up Your Database

Sadly, there’s nothing glamorous or exciting about keeping your database clean. It’s a tedious job. Like cleaning your closet, it’s often a task that falls to the bottom of the priority list until there is absolutely nothing better to do.

But think about how you feel after cleaning your closet and ridding it of the clothes you no longer wear. Every day of the week, you save time because it’s easier to find what you need and get dressed. In the same way, when your database is not contaminated with bad data, you’ll increase efficiency.

Below are some of the benefits of removing duplications and obsolete contacts, correcting errors and filling out incomplete information:

  • Higher email open rates
  • Increased engagement in emails due to better segmentation
  • Increased lead conversions because you have all the right information in a central hub
  • Saving money by not calling wrong numbers, mailing or emailing bad addresses and more

When you think of the savings that will hit the bottom line and the sales results that will feed the top line, cleaning up your database becomes a more attractive proposition.

2.      Profile Your Accounts

How well do you know your key customers? If you’re selling complex, high-value B2B products or solutions, each of your top clients and hot prospects is a mini-market all by itself.

The better you understand an account, the more likely you are to maximize its sales potential.

Every account has multiple people who influence the buying decision, each with their own perspectives. You need to understand how to step from one person to the next providing the information that each individual needs.

Start your profiling by doing research online, but don’t expect to find the answers to all your questions in the digital world. To understand the decision-making maze within an organization, you will need to conduct one-on-one phone conversations.

The account profiling process will enable you to reach out to the right people at the right companies with a relevant message, giving you the competitive edge you need to bolster your demand generation process

3.      Respond Rapidly

I’ve written about the incredible power of response management before. When you have a well-defined methodology for pre-qualifying the leads you receive via the internet that enables you to respond to the best-of-the-best within five minutes, it increases your likelihood of reaching those leads by 900%. The qualification rate is also 21 times greater than if you wait for 30 minutes.

Time is of the essence.

What are the steps to express response? In your web forms, ask as many prequalifying questions as possible, so you can use this data to score leads in your marketing automation platform. Integrate your marketing automation and CRM solutions. This integration allows you to distribute hot leads immediately to your inside sales people, so they can follow up in the magic five-minute window.

4.      Qualify Leads

Passing a high number of unqualified leads to your sales force is not going to help you achieve your sales goals. In fact, contrary to popular opinion, sales is not a numbers game. It’s the job of the marketing department to whittle down the number of leads, empowering sales people to focus on those that are sales ready.

According to Forrester Research, businesses that nurture and qualify the leads have 50% more sales–ready leads than those that do not. Also, the cost per lead is 33% less.

5.      Maximize Events

When I talk about maximizing events, I’m not referring to creating a stunning booth, presentation, or a party with sumptuous appetizers and cocktails. Yes, that’s the fun and visible part, but it’s not necessarily what makes an event successful.

First, plan ahead and decide who you want to attend your event or visit your booth. Send invitations to these people, follow up with them via email or phone, and set up appointments to meet with them face-to-face.

Second, when you’re at the event, make sure you gather all the information you need to follow up quickly. Up to half of the sales will go to the vendor who reaches out first. Of course, you will need to have follow-up materials such as content and brochures prepared before the event.

Lastly, follow up as soon as possible. If some leads are not ready to buy, put them on your email newsletter drip campaign to keep your company top of mind.

6.      Manage Your Leads

A lead management process defines how you will work with your leads from capture to close. It prescribes the steps you will use to acquire leads, educate them, and build trust and interest. Also, it includes creating the all-important definition of a qualified lead that’s shared by marketing and sales. Based on that definition, you can set up your lead filtering and scoring rules to prioritize leads. In addition, it will help you to recognize the not-ready-yet leads so you can channel them into a nurturing program.

When putting your lead management process together, also determine:

  • The data you plan to include in a qualified lead when you send it to a salesperson
  • How you will track, measure and report leads

Each of these tactics can make a substantial difference in your demand generation program. Don’t try to tackle them all at once. Pick one, implement it, experience the results it generates, tweak as necessary, and then move to the next.

Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how you can transform your success in demand generation.

jeff.kalter@3d2b.com (Jeff Kalter) Response Management Wed, 23 Mar 2016 00:00:00 +0000
Do This One Simple Thing to Boost Qualified B2B Leads http://3d2b.com/blog/tele-services/response-management/tele-services-response-management-boost-qualified-b2b-leads.html http://3d2b.com/blog/tele-services/response-management/tele-services-response-management-boost-qualified-b2b-leads.html Do This One Simple Thing to Boost Qualified B2B Leads

What would you do if your company leadership landed you with a big hairy audacious goal of increasing leads by 2000%? Run for cover? Start putting out feelers in the job market? You’d probably think they were completely out of touch with reality. How could you possible achieve such an absurd goal? The truth is the data shows this is one goal you can achieve with well-orchestrated business-to-business telemarketing.

It just takes a step-by-step process to pre-qualify leads on the Internet, and respond to the crème de la crème quickly. How quickly? Within 5 minutes. 

And where does the magic of the 5-minute response-time come from? Here’s the proof: actual data from the InsideSales.com system. When they traced 6 companies that had generated over 15,000 leads and 100,000 call attempts, they made a couple of remarkable discoveries:

  • When companies respond to Web leads within 5 minutes, they are 900% more likely to reach them.

  • The likelihood of qualifying a lead called within 5 minutes is 21 times greater (there’s that 2000%) than if you wait 30 minutes. And don’t think that 10 minutes is good enough. You’re 4 times more likely to qualify a lead when you pick up the phone and dial in 5 minutes, than if you slack off just a bit and call in 10 minutes.

Bottom line? It’s time to speed up your internal processes and dial your most promising leads ASAP. You’re probably thinking that’s easier said than done. True. But it can be done. Here’s how.

  1. Automate It
  2. First, invest in the latest in marketing automation platform that can help you to capture leads, pre-qualify them, and prioritize them; for example, Marketo, Eloqua, Pardot or Act-On.

    Next, define a qualified lead. Then, create a form within the automation platform to ask a series of questions every time someone signs up for any of your offers, such as white papers, e-books, and webinars. Design the questions so the answers can help to pre-qualify the lead by telling you whether a lead has the budget for your product or solution, the authority to buy it, the need for it, and the desire to purchase it in the short term. The automation platform will score leads based on these criteria and push the red-hot ones to the top of the list.

  3. Integrate It

    It’s no good having scorching-hot leads hanging out in your marketing automation platform until the end of the day when you download them. By then they’ve lost their sizzle. So you need to create a bridge from your marketing automation platform into your customer relationship management (CRM) system that enables your company to distribute leads to your inside sales reps or teleservices company immediately for follow up.

  4. Follow Up in Five

    Now, set a policy for following up in five minutes on the ripe-and-ready leads—those with the highest lead scores. To carry out the policy you’ll need enough phone sales people to take care of the calls in five minutes.

    Remember, you’ll need to prepare for those times when the leads are flooding in due to a new offer, and assure that bottlenecks don’t occur. If you can’t handle this internally, you can always opt for a reputable teleservices company to take care of the calls. Because they have more capacity, they can be more flexible, and able to meet the peaks and troughs of demand for call-backs.

So get your business-to-business telemarketing processes, systems and people aligned to respond in 5 minutes, and create more qualified leads than you ever thought possible.

For information about how 3D2B can help you with response management call +1 718-709-0900 or +39 06 978 446 60 (EMEA).

jeff.kalter@3d2b.com (Jeff Kalter) Response Management Fri, 14 Feb 2014 13:14:55 +0000
Business to Business Lead Response Management | Qualify More Leads http://3d2b.com/blog/tele-services/response-management/response-management.html http://3d2b.com/blog/tele-services/response-management/response-management.html

Reach and Qualify More Leads by Responding Faster

Are you disappointed with your results from online marketing? You’re attracting web visitorswith appetizing content, and they’re filling in your forms. But you’re having a hard time reaching and qualifying them.

You’re not alone. 78% of business-to-business marketing leaders say generating qualified leads is their most challenging task.

There is, however, one thing you could do differently that could radically change your results. What is it? Responding to Internet leads immediately. That’s right – Internet leads want follow-up at Internet speed. A study from Insidesales.com showed companies that respond to web leads within 5 minutes are 900% more likely to reach them. They’re also 21 times more likely to qualify them than if they wait 30 minutes. Even though you capture leads on the Internet, each one still represents a person who responds to the human touch of a phone call.

Our Response Management Services Produce More Qualified Leads

Responding to Internet leads in a fraction of the time it takes you today is a tall task. That’s why we offer response management. We have the people, processes, and systems in place to hone in on hot leads instantly and respond to them rapidly.

Our Response Management Services include:

  • Working with you to define what represents a qualified lead to you and your salespeople
  • Using marketing automation platforms that enable real time-response
  • Crafting pre-qualification questions for online forms that help you determine if the person is a relevant contact from a relevant company
  • Integrating marketing automation and customer relationship management solutions so red-hot leads arrive in the hands of our business development specialists instantly
  • Setting policies for follow-up times and routing the calls for maximum response efficiency
  • Having experienced professionals follow up on leads, answer questions, and assure the prospect is left with a positive impression
  • Place long term leads into a nurture process

Using our services, you’ll be able to reach and qualify more leads than ever before. This streamlined approach makes lead qualification quick and easy. And your sales people will be fired up, eager to follow up on qualified marketing leads.

Why 3D2B?

We’ll assign a team of educated, experienced, sales professionals to your campaign and train them on the ins and outs of your products, company, industry, markets, and competition. When they respond to leads, they’ll engage in natural, peer-to-peer conversations with your leads, answering their questions and determining if the lead is red-hot and ready for a sales call.

Our professionals are trusted by world-class clients, such as Akamai, Microsoft, OutSystems, and PureStorage, to make it happen. And because we have agents fluent in multiple languages, we can seamlessly deliver multi-country campaigns.

Initiate Rapid Response Today and Qualify More Leads

Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how you can respond to leads faster and pass more qualified leads to your sales team.

info@ndesign.it (Super User) Response Management Thu, 01 Aug 2013 00:00:00 +0000