Tag Archives: B2B Lead Generation

B2B Marketplace of Global Trade Leads for Importers and Exporters

Posted on August 25, 2011 | 1 Comment

Since the very beginning of civilization, trading has been an essential element of our lives. It is described as the intentional exchange of goods or services and sometimes both. It started out as the direct barter of goods and services. Nowadays, traders utilize money as medium for exchange of goods and services.

Trading nowadays has become a lot easier because of modern technology. The exporter, importer, manufacturer, wholesaler or supplier needn’t be met in person as each and every transaction can be done through the Internet. Buying from the different suppliers can be done by browsing the various products of the different manufacturers. In contrast, one can make a product catalog and post it on the net, if one wants to sell merchandise that is, which is made readily accessible to whosoever is interested in them.

There are several online portals that aid in connecting the buyers and sellers across the globe and they offer their services for free. Sellers, exporters, suppliers, wholesalers or manufacturers can promote their products through these online portals. The process is so very easy.

Firstly, register the company name and then, a free website is given to you where you can create the product catalog which will be available online. You can also post an advertisement for the product you are selling and can get inquiries through email from international buyers. Upto 30 trade leads or trade leads and 30 products can be posted and advertised by members who had done free registration. Again, more products can be posted if you take up a paid membership and different search engines show a higher ranking of the company.

Also, the buyer needs to get himself registered before being able to buy any product. Then, the buyer will now be receiving alerts from other traders who wish to start business with them.

These online portals’ mission is to advertise and at the same time consolidate various services and resources into one site. In this way, small to medium-sized companies will be able to compete and penetrate international and global trade.

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Posted in B2B, Business Growth, Exports, Imports, Leads Generation

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Nine Reasons Why B2B Marketing Should Own the Teleprospecting Function

Posted on August 8, 2011 | Leave a comment

Teleprospecting should serve as a bridge between sales and marketing. In any case, one department has to own the function and marketing seems to have the upper thrust. There are some valid points as to why teleprospecting should belong to marketing, listed in order of increasing importance.

1. Contribution of large returns: With the right teleprospecting approach, more inquiries will convert to sales-accepted leads. They can provide follow-up and network to identify the appropriate buying influence, cross-pollinate one interest to another, and execute numerous other tactics that result in a bigger revenue contribution from upstream marketing campaigns.

2. Profits perk up: Teleprospecting can improve upstream demand generation yields.

3. Demand generation: Teleprospecting overlaps with demand generation. Teleprospecting representatives are generating demand when they discuss how solutions solve problems and/or share a value proposition.

4. Good quality lead generation: Integrating teleprospecting into other forms of outbound marketing can improve its efficiency. Set up experiments to optimize the contact, messaging and information-exchange strategy. This lead-optimization experimentation is a requisite for marketing.

5. Lead qualification:  Marketing personnel would have to see for themselves just how qualified their leads really are. But at some point, after making changes, they’ll see that lots of marketing leads really aren’t qualified or even responsive. This is a point which all marketers should consider once.

6. Customer-centric messaging: Marketing department has the best skill set to develop the right kind of customer-centric marketing messaging which focus entirely on the needs of the customers.

7.  Conversion of teleprospecting: A perfectly good teleprospecting function can be converted into a purely inside-sales play when the next sales leader is hired.

8. Teleprospecting benefits:  When executed properly, teleprospecting bring in significant returns and hence increase marketing revenue’s contribution.

9.  New funding avenues:  Because teleprospecting will increase revenue contribution from marketing, new levels of funding will open up and give more power to the CMO.

To sum up, teleprospecting can bring about a world of benefits to whichever department it belongs to. These are the reasons why the CMOs want Teleprospecting to be shifted into marketing.

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Posted in B2B, Business Growth, Business Tips, Leads Generation, Telemarketing

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Some Tips For Sales Lead Generation

Posted on August 4, 2011 | 6 Comments

Every organization exists for two reasons-client satisfaction and profit creation. Profits are maximized when sales leads are generated. Sales lead is basically the identification of an individual or entity, which has an authority and interest to purchase a product or a service. This is the first step in the sales generation process. There are some other tips which you can use for sales lead generation.

  • Build Relationships:You would want to strike up a rapport with sales representatives from different companies, if you are selling B2B who call on the same businesses as you do. You can share leads and information about customers and prospects with each other.
  • Cold Calling:It is a term used when you call up a prospective customer/client when they are least expecting it. It is very much disliked as it can lead to embarrassing situations but is quite effective for sales lead generation when executed properly.
  • Live Seminars:These are a great sales lead generation technique because you are usually delivering your pitch to a prospect very early in the buying process. The key to a successful seminar is offering a solution to a problem that your target market really wants to solve.
  • Trade Shows:A good way to generate sales leads is if you can find events highly targeted to your prospect audience. Often such events yield low-quality sales leads because they are attended by the recommenders and influencers, rather than the true decision-makers.
  • Mass Mailings:Sales letters are one of the more underused sales lead generation methods. There is an entire industry of people dedicated to selling in this way, called direct marketing. Success with this method comes as a result of mailing a well-written letter to a good quality (as regards the target audience) list of names.
  • Advertising:This method can be highly effective when executed properly. You must run ads that stimulate people to take action. To generate sales leads, you must avoid big-company style image ads.  Advertising can also be done on the Internet which is very appropriate for small businesses and independent professionals. With a well-designed website, you can generate sales leads through “ads” that the search engines create from your web pages. If you know what keywords your prospects are likely to search you with, then you can generate very targeted and qualified leads.
  • Email Publications: A sales representative or business owner could create an email newsletter and mail it to sign-ups from an offer presented at a seminar, at a trade show, in a mass mailing, in an advertisement or on a cold call. As a sales rep or business owner, you could send out industry news and tips to your market prospects.

Eventually a few of them will become customers because you are on their mind more often than your competition.All said and done, these are just some of the ways for effective sales lead generation that can eventually lead to creation of huge sales

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Posted in Business Growth, Business Leads, Leads Generation, Online Business

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ExportersIndia.com–Blogs Release July 2011

Posted on August 1, 2011 | 1 Comment

Tips to Promote Advertising Campaigns
Advertising Campaigns have become an inseparable part of the marketing strategies that companies adopt for creating brand awareness. The impact of advertising on masses is so strong that the brands which do not promote themselves are assumed to be less credible [...]

B2B Email Marketing
B2B Email Marketing is an interesting mode of Internet marketing. Via this tool, various organizations working in the Business to Business setup get to know each other and find out the feasibility of their business relations. It enables the firms to immediately connect to a large number of organizations in their industry[...]

Free Small Business Marketing Tips
Marketing is an essential part of a company’s attempt to create awareness about its brand. All the strategies of marketing are aimed towards hiking the sales of the company. Big and small entrepreneurs understand the need for using the various tools of marketing for creating a distinct identity amidst cut-throat competition [...]

Sure Ways to Test Your B2B Sales Copy
Successful online Business to Business marketing is impossible without the support of an effective Sales Copy. When your website is created and developed, many efforts are put in to increase traffic on the website. A professional website development company can ascertain that your website gets maximum visitors, some of whom may become your clients[...]

Small Businesses Grow by Exporting to India
India proves to be a great market for exporting goods. Being a developing economy, India offers great opening for exported goods. Flexible market rules and import-export policies have made India a preferred market for exporting goods by small businesses across the world [...]

10 Ways to Find Customers with Mobile Marketing
Marketing strategies are very carefully planned by companies because they crucially assist in acquiring customers and promoting the business. A very popular marketing technique these days is Mobile Marketing as most of the eyeballs today are glued to the mobile phones these days [...]

Business Boxing – How to Generate Sales Quickly
A cherished dream of any website owner is that his website should generate the maximum sales. The sole means of doing this is generating more and more traffic. Many of us would like to know how to increase traffic on our site. Generating traffic on a newly created website is not that difficult to achieve [...]

Bringing Science to Teleprospecting: A Complex B2B Lead Generation Test
A known fact is that complexity really taxes our ability to think clearly about testing the B2B Lead Generation. Still, the numerous free markets are evidences of being a giant global laboratory, testing various business models. Somebody, at some point of time has dared to invest his life’s savings in a dream of being an entrepreneur which is an experiment for testing whether what is being sold would be acceptable in the market or not, so that a profit could be made which would help in expanding the business [...]

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Posted in Advertising Tips, B2B, B2b Marketing, Business, Business Growth, Business Leads, Business Plans, Online Marketing, Sales, Sales Technique, Small Business

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Bringing Science to Teleprospecting: A Complex B2B Lead Generation Test

Posted on July 28, 2011 | Leave a comment

A known fact is that complexity really taxes our ability to think clearly about testing the B2B Lead Generation. Still, the numerous free markets are evidences of being a giant global laboratory, testing various business models. Somebody, at some point of time has dared to invest his life’s savings in a dream of being an entrepreneur which is an experiment for testing whether what is being sold would be acceptable in the market or not, so that a profit could be made which would help in expanding the business.

Endless and multivariate, these experiments are being conducted every second. Every business should do a SWOT analysis of itself and its competitors in order to keep a tab on competitive threats and market opportunities available and rework on their business situation with further experimentation. The companies which make money can vouch for the fact that these experiments are indeed successful if implemented properly. Experiments which bring out a significant breakthrough are obvious from the examples of Microsoft in the 80’s, then Google and more recently Facebook.

These experiments are all randomly done and badly conceived without even a hint of science in them. There are three key considerations

Knowledge at the forefront:  It’s very important to look at experience and the wisdom gained from that – in the marketplace and use that knowledge as a baseline. The most important part of that baseline is the model:

·    What kinds of people are hired?
·    What kind of training is needed by them?
·    What kind of compensation is being given?
·    What kind of metrics is being used?
·    What are the terms of employment and the shared duties of sales and marketing?

There are really many models to choose from. Choosing the right one for your business will simply give you a better start off point and eliminate needless experimentation

Conversion of new leads: Once you have a baseline, the best place to start the long journey of teleprospecting experimentation is with the first step. The first step of teleprospecting is the conversion of the new leads produced by demand-generation efforts into some confirmation of their interest. This is achieved through a variety of methods: outbound calls, inbound calls, responses to emails sent either by the reps or on behalf of the reps, or even text chat.

Expected profits: The third guiding principle involves underlying economics. What does it cost to follow up, and what kind of revenue potential and conversion might you expect?  This kind of view will help ground your experimentation with the very practical and clarifying constraints of profit and loss.

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Posted in B2B, B2b Marketing, Business Leads

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Tips to be successful in a B2B Lead Generation

Posted on April 1, 2011 | 3 Comments

In today’s rapidly growing market, B2B companies at every step endeavor to generate effective leads. B2B lead generation is an effective marketing process to reach out to the prospective customers all across the globe and gain wider exposure for your business and its offerings. But, to earn higher profits and achieve success in your business, requires lot of efforts, hard work, dedication and capital investment. Read the write-up ahead on how you can attract maximum users to your site and convert prospects into sales:

  • Provide comprehensive information about the company, the products and the services it offers. Connect with the users; don’t sound as if you are compelling them to buy their products and services. Update the latest information about the company.
  • Answer to their queries as soon as possible. Store information in your computerized database to respond to all their queries/inquires swiftly. If you make the customers wait or reply that you don’t have time, you are not only bound to leave a bad impression on the existing customers but make it difficult to attract a new set of prospective customers.
  • Don’t waste time on customers who doesn’t seem to be interested in buying your product or service. Don’t try hard to convince the customers who have already made up their mind of not to buy that product. Let the sales and the marketing people identify which of the leads generated would turn into actual sales.
  • All your endeavors should be aimed at generating more leads. Strive hard at every step to earn the unending faith and trust of the clients. Also, keep in touch with those who could not turn into prospective leads.
  • Since leads are the mainstay behind the company’s accomplishment, therefore it is essential to keep a tab on the success ratio of the lead generation. Monitor the effectiveness of your program like which business efforts were successful and made the lead generation process profitable.

Keep the afore-mentioned points in mind to generate more leads as it is a vital factor that makes your business flourish and scale new heights of success.

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Posted in Leads Generation

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