Monthly Archives: May 2013

5 Benefits of Outsourcing a B2B Appointment Setting Campaign

Sales-Appointment-SettingB2B Appointment setting is one of the key marketing strategies that businesses employ for the hopes of generating interest and demand from their prospects and leads. Setting up appointments means that business owners or their sales representatives can personally meet with their prospects. This way they can immediately answer any question asked from said prospects and discuss personally what their company is offering.

There are numerous reasons why businesses from different industry appointment setting are quite a tedious task. One reason is it’s time consuming. Once an appointment has been set, it is the owner or the sales rep that goes to the prospects. There are times that the proposed meeting place will be a bit far hence it will take up some time. There might be some sacrifices that needs to be done within the business’ operations and this may cost them to lose out on other business opportunities.

So what is the best option for you to handle your B2B appointment setting services?

The best answer to that question is to outsource these services to highly skilled telemarketers. Outsourcing your appointment setting services to these B2B Telemarketing companies can give a business tons of benefits no matter what industry they come from. Telemarketers can also cater to appointment setting services no matter the scale of the business organization. So even if your business is just starting out, you can definitely gain a lot of benefits from outsourcing to these B2B Lead Generation and Appointment Setting companies.

If you are wondering what these benefits are, here are some of them.

  • Achieve more time for leisure
  • Reduced time for marketing
  • Enhancing capabilities for innovation
  • Access to a broader sense of knowledge
  • Focused core business operations

Knowing these benefits is just the first part if you want to take full enjoyment out of these advantages. The next thing we can do is to acquire a better understanding out of these benefits. Let us take a look at them one by one to gain full understanding as to how outsourced appointment setting can be beneficial for one’s business.

  • Achieve more time for leisure

Let’s face it, all work and no play really does make a dull life. Outsourcing these services to B2B telemarketing or Sales Outsourcing companies enables businesses to take a load off of their shoulders and maybe even spend some time to get their much deserved rest and relaxation.

  • Reduced time for marketing

For appointments to be set, one should first of all search for their prospects then catch their attention. For businesses, this might take a lot of time to complete. B2B Telemarketing companies have an extensive database that they can use at their disposal at any time that they wish. By doing so, the first few phases of the appointment setting campaign can be cut off from the entire marketing cycle.

  • Enhancing capabilities for innovation

With the services outsourced, a business can expand its horizons to gather new business opportunities from clients of different industries. This can be thoroughly achieved by taking advantage of the knowledge, skill, experience, and understanding of these expert appointment setters.

  • Access to a broader sense of knowledge

There are times that brand new business owners might become lost with the whole appointment setting campaign. Outsourcing to a telemarketing company provides instant mastery for the appointment setting campaign.

  • Focused core business operations

Again, let us face reality as appointment setting is not the only task for business to keep afloat. Outsourcing to telemarketing companies provides businesses with more time to spend on other core functions within the organization for it to survive and maintain its competitive edge.

There is no better way to market your services than doing it personally. This can make your prospects feel important thus chances of a possible business partnership. Telemarketing will bridge you and your prospects. One of the most important benefit you can get.

B2B Inside Sales Outsourcing : Get More Sales With Less Leads

B2B Inside Sales OutsourcingDo you know the feeling? Busy as a bee with tons of leads to be followed up. Calling them on the phone, sending them the brochure, then call again to hear that they did not have the time to read your documents. Call back two weeks later, have a meeting, build a quote, follow-up and so on and so on.

STOP!

There must be a better way to do this. B2B Inside Sales Outsourcing can help you to get more sales with less leads. Instead of having a conversion ratio of only a few percentages from lead to order, you should see a conversion ratio of 25 to 50%. And you can. Really, it is simple. What is the problem here? I see many people chasing leads that are not ready yet. Or better said: not qualified. The customer’s buying cycle is not in line with our selling cycle. They are simply not ready for us. Yet. And you can quickly find out if you are dealing with a qualified lead or not. Just find out the answer to these 5 simple questions:

  • What is their budget?
  • Who will sign this deal?
  • Why do they want to buy? What is the reason?
  • How is their procurement process?
  • Who is the competition?

If you cannot get answers to these questions stop chasing this lead immediately. You either are dealing with a professional information gatherer or with someone who has nothing better to do than wasting your time. And you can be sure of one thing: this lead will never close as a sale. At least not in a normal sales cycle time you would expect. What happens when you continue to chase this lead, you will start to project your sales cycle onto the customer’s buying cycle. The effect is that you expect this deal to close in a normal sales cycle time, say 3 months. But since the customer’s buying cycle is somewhere completely different, this is simply not going to happen. And what you will see in the CRM is that you will need to change the close date over and over again and move this deal quarter to quarter.

Extensive research has shown that successful sales people are that successful because they know how to quickly find out what leads they need to spend time on and what leads they can dispose of or send back to marketing. Time is the most important resource a sales person has. Wasting time on leads and opportunities that are not ready limits your ability to close deals.

So go back to your leads and current opportunities and look at them again very carefully. Can you answer the qualifying questions above for each and every one of them? No? Qualify them out. Get rid of them quickly and start spending your time elsewhere!

 

4 Ways CIOs Can Help The Company To Connect With Its Customers

customer interactionIn your company, whose job is it to make sure that your customers are happy? Sales? Marketing? The CEOs? It turns out that all of these people have a role to play, but in the end it is the CIO who may end up having the biggest impact on just exactly how the customer ends up feeling about your company.

Say Hello To The Mobile Era

Remember back in the old days? Back then the only time that your company had to worry about making its customers happy was when they were in the store or when you were sending them something through the mail. Now fast forward to today: because of the importance of information technology, if the store is online, then the doors never close. Your customer can be dropping in at any time and you always have to make sure that they have a good time.

This was bad enough when your customer could sit at home and log into your store’s web site. However, things have gotten even worse now – with the arrival of smartphones your customer can use a mobile device to access your company’s store from anywhere at any time. Looks like the CIO is now going to be standing in the spotlight when it comes to finding ways to make sure that the customer always has a good experience when interacting with the company.

4 Ways To Create A Company That Is Focused On Your Customer

If we can agree that in the 21st Century the CIO position plays a major role in shaping how a customer sees the company, this now leads to the simple question: how? As with all such life questions, there is not just one thing that you need to be doing, but rather a whole range of activities that you need to be taking care of. Here’s the list:

  • K.I.S.S.: Keep It Simple Stupid. The complexity of most IT departments can be mind blowing. In fact, if a CIO isn’t careful the IT department can end up spending most of its time trying to keep the various parts of the network talking to each other. Take the time to simplify how the network operates and you’ll free up time for the IT department to spend more time worrying about the customer experience.
  • Make A Friend: Your company’s customers want to buy its products through the channel that makes the most sense for them. The IT department needs to make sure that products and services that are available on one channel are available on all channels. Have the IT department staff take the time to develop a relationship with your customers based on the company’s ability to fulfill their buying needs.
  • Reduce Risk: No matter what industry your company is part of, there are undoubtedly rules and regulations that restrict what your company can do with all of the customer data that is has been collecting. The CIO needs to make sure that the IT department secures this data from potential data breeches and attacks. Do a good job of this, and your company will never have to tell your customers “we’re sorry”.
  • Use Your Customer Data Well: Just because the business has a lot of data about the company’s services and the customers that use it, doesn’t mean that you are using this data wisely. It’s the CIO’s job to help the IT department to find ways to put all of this data to work in ways that will make the customer’s buying and usage of the company’s products that much easier.

What All Of This Means For You

In every company, how the customer feels about the company has to be one of the most important factors in determining the company’s long term success. The CIO plays a critical role in how each customer views the company.

As the mobile era arrives, the CIO has four approaches that he or she can take to improve how the customer views the company. These approaches include reducing complexity, engaging the customer, managing risk, and properly using data.

The good news is that none of these four actions is impossible to do. The bad news is that all four need to be done at the same time. As CIO, ensuring the customers have a positive view of your company is another part of your CIO job. Now go make it happen!

The Importance of Big Data

big dataWhether we like it or not, we live in a globalized world, where people are communicating with one another on all kinds of platforms, from mobile to social networks. More important than communication is, for companies, producers and manufacturers all over the world, the fact that these people are consumers. Working with the big data generated by the behavior of these consumers in the online environment is a great challenge that large companies such as Microsoft intend to tackle in order to provide their clients with better software products.

Freedom of data processing

One of the most important aspects of big data is the ability of processing this data in any way businesses see fit. While the use of tools such as Excel, SQL and SharePoint provide Microsoft clients with great tools in processing data, more is needed. For this reason, Microsoft has run various tests on the ability to process data, using a new type of system called Isotope, which is a port of Hadoop to Windows Server.

Predicting marketing behaviors

The role of such a system is to provide businesses with the needed tools for predicting the online and offline consumer behavior for millions of people. If this sounds massive, it should, because this is what big data platforms operate with. The new system developed by Microsoft intends to make order in chaos, and offer much better prediction models, as well as reduced time cycles for obtaining palpable results.

Big data is big math

The manner used by Microsoft for clearing the skies in how big data can be used efficiently by businesses was born from a mathematical approach. Collecting big data is one thing, followed by the next logical step: processing data. For this, a large capacity of calculating mathematical prediction models is needed, which is why the new tools that are developed by Microsoft focus on offering clients access to tools that use an immense calculating power.

To the cloud

Cloud computing has become quite a buzz term during recent years, due to the increased need of companies to process large chunks of data, without investing millions of dollars in hardware. Microsoft is up for the challenge and the tests operated on Windows Azure have showed that storage capacities for big data, as well as the speed of processing data are greatly increased.

A new challenge for IT departments

In order to new technologies to work, IT departments need to update their skills and their approach as well. One of the greatest challenges is the ability to focus on creating an enterprise network capable of concentrating the collecting and processing data power from devices that are not all located in the same place. Especially for companies that conduct their businesses from places scattered all over the world, this is a very important aspect.

The final goal is to transform big data into information that can be used for further actions. By understanding consumer behaviors, in large numbers, companies can create palpable marketing strategies for the future.