Search Results for: lead generation

Is MQL Dead? We Don’t Think So!

Posted on By Vikas Bhatt

In marketing streams, the term ‘MQL is Dead’ keeps popping up. Despite this, it appears that the die-hard term is still in use. And we know why. What Is MQL? A marketing qualified lead (MQL) is a website visitor who your marketing team believes has a good chance of becoming a customer. MQLs are pre-qualified leads who match your buyer profile. However, they lack a few credentials that would make them an excellent addition to your sales team. Perhaps they’re engaged in a lengthy buyer’s journey. Alternatively, they may be in the correct market and have decision-making authority, but they lack the necessary money or reasonable budget requirements. According to Deloitte Insights, 46% of CMOs claimed they had a major effect on C-suite conversations on marketing technique in 2019. By 2021, this percentage will have nearly doubled to 81%. The timing is ideal for marketing teams to emphasize their company’s approach with consistent MQLs. In a nutshell, a MQL is a decently qualified lead that fits one or more of your buyer profiles but isn’t exactly ready to purchase. In this blog, we look at the ‘MQL, from how it works for lead generation to why it is really not dead. Must Read: MQL to SQL conversion rate What Is Lead Qualification in Marketing? Marketers utilize lead qualification to figure out how probable someone is to become a client. This technology is critical for enhancing sales and marketing efficiency, improving lead conversion, and completing agreements. A qualifying lead meets four requirements: The above criteria, when used early in the qualification process, can assist in limiting the amount of prospects who aren’t a good fit. This will make it easier to qualify leads better, such as assigning a lead score and segregating leads into listings. How to Sort Through Marketing Leads? It’s difficult to know when to hand the ball on to sales. If you send them too quickly, the prospect can be grumpy. If you send them out too late, the prospect may lose interest. While marketing is in charge of qualifying leads, MQL’s success depends on sales and marketing teams working together. Marketing and sales, for instance, can work together to develop two basic MQL categorizations: hot MQLs and cold MQLs. Hot MQLs have expressed an interest in hearing from you by requesting information. This includes requesting customers to download a whitepaper or ebook, as well as providing contact information and agreeing to your privacy conditions. Cold MQLS, on the other side, have not provided their information. Perhaps the prospect read a blog article or viewed a product video on your website. When marketing sends classified leads to sales, salespeople can figure out the best way to engage them. Why Does Inbound Marketing Make Sense for MQL? Prospects are drawn to your business via inbound marketing, which allows them to select material that interests them. From the first blog post a customer sees on your website to the market survery report you provide them in an email series, inbound marketing helps you create connections with prospects. Reps improve ties with MQLs when they go to sales, improving the possibility of a sale. MQL Is Still Alive And Kicking. The term MQL was coined to help marketers figure out who wants their product, who has the budget to purchase it, and who has the power to buy it. Furthermore, when marketing and sales teams work together, marketing may generate B2B leads that sales loves to execute. When you put all of these MQL components together, you’ll be able to generate a consistent stream of high-quality leads that will knock your marketing plan and will help you sky rocket your revenue. It’s simpler to wade through the muck when you have a marketing qualified lead. We select MQLs to guarantee that your sales and marketing teams are both focused on a specific group of prospects. What are you waiting for? Get in touch with us today as we have a platter full of HOT leads to serve you.

Best B2B Intent Data Providers

Posted on By Vikas Bhatt

We’ve all seen how difficult and time-consuming it can be to lead customers through your sales pipeline. Finding quality leads might feel like a never-ending task. A percentage of the leads you discover will always fall out of the pipeline along the way. Isn’t it fascinating to find out what they were thinking? In this case, intent data can be useful. Your sales and marketing teams can use intent data to learn more about the customers who are approaching, departing, and progressing through your sales pipeline. Virtual prospecting with intent data empowers your sales staff to reach out and assist them with this information. This targeted outreach can significantly improve conversion rates. Thus, your marketing team can target their efforts to attract them. However, not every intent data source will be best suited for your company.  Continue reading to learn about the finest B2B intent data providers and how they may help your company generate money. I’d want to go over some intent data basics before we get into B2B intent data providers. Intent data is a bundle of data that reveals what a customer is engaged in. To analyze customer behaviour, intent data uses IP addresses and web cookies. Must Read: What Is Intent Data and How It Can Help Your Company? We can determine what the customer is interested in purchasing based on this information. Companies that utilize intent data must verify that they are consistent with privacy regulations in their respective jurisdictions. The General Data Protection Regulation (GDPR) and the California Privacy Act are the two most important privacy regulations that businesses must follow (CCPA). We’ve compiled a list of the best B2B intent data providers who use intent data to help you accomplish your business objectives. 5 Most Suited B2B Data Providers: 1. BOMBORA Bombora has grown to become one of the main providers of intent data for B2B sales and marketing in the last six years. They aim to give data that helps marketing and sales teams work collaboratively. This allows them to make decisions based on information about which companies are actively exploring various products. Bombora also has a wealth of information, guidelines, and statistics on the benefits of intent data and how to use it effectively. This makes them a powerful tool to achieve their goal of making brand management more resilient. By employing techniques that enable marketers to convey the appropriate message to the appropriate audience at the appropriate time, Bombora helps cut through the marketing clutter that overwhelms customers with irrelevant advertisements and emails. Their use of advanced buyer intent data tools further refines this targeted approach, enhancing the effectiveness of marketing campaigns. Must Read: Driving Growth with B2B Purchase Intent Data: Unlocking the Power of Buyer Insights 2. 6sense 6sense is a provider that focuses in revealing anonymous purchasing patterns. Your sales and marketing teams will be able to create tailored and multi-channel campaigns that will captivate your customers. Furthermore, 6sense is the first account-based platform that use artificial intelligence to forecast customer behavioral traits. They use AI with data from your website to find new prospects who are a good fit for your company. This shortens the time it takes to locate suitable consumers 3. Demandbase Demandbase’s complete Marketing Solution assists marketing and sales teams in collaborating, sharing knowledge, and experiencing growth. Their solution package consists of four interconnected solutions: account-based experience cloud, advertising cloud, data cloud, and sales intelligence cloud. Demandbase clients may win better sales quicker by integrating these products into one simple solution. Due of their rates, Demandbase clientele are typically larger enterprises. However, for the price, they contain a lot of functionality. They also provide excellent customer service and thorough demonstrations to guarantee that you get the most out of their product. Must Read: Advantages of Employing Intent Data In B2B Marketing 4. ZoomInfo ZoomInfo has been assisting businesses in achieving their most crucial goal: sustainable growth, for over a decade. Their technology, which is backed by the world’s largest B2B database, allows sales and marketing experts to find, engage, and interact with qualified leads. Most intent providers collect data in real time but only give it to clients once a week in data chunks. ZoomInfo provides intent signals on your terms. With Streaming Intent, you can get intent data in real-time – as soon as the signal is identified. They do not rely on cookies to gather and analyze, however they utilize online traffic for product evaluations, product classifications, message forums, blogs, case studies, or general articles or news. This highlights the importance of understanding how to collect B2B intent data, which ZoomInfo facilitates through their real-time data collection. 5. Only B2B Only-B2B employs a clever strategy to target businesses who utilize goods identical to your own, allowing you to better understand the needs. They obtain this information from reliable sources in order to ensure that the details are accurate and not misleading. The data is double-checked using reliable sources, and a highly qualified lead is delivered. This is achieved through lead generation using intent data, which helps target the right audience with the right message at the right time. They assist organizations in expanding by giving solutions that enable them to better understand their customers, discover potential opportunities, and customize every marketing and sales encounter. Only-B2B ensures that you meet the right audience as per the business requirement. Generation of ROI and providing qualified leads (Marketing qualified or Sales qualified) are their nucleus. Final Thoughts Intent data will undoubtedly continue to be an important part of marketing and sales. Intent data, including first-party, second-party, and third-party data, may be used in a variety of ways to boost sales and move customers through the marketing funnel. Every company will have a distinct strategy for dealing with their vendors. It doesn’t matter if it’s the first-party, third-party, or a mix of the two. I hope you were able to locate a new sales-driving vendor for your marketing and sales teams to collaborate with. God speed to your prospecting! Please contact us

Email Marketing And Content Marketing – The Perfect Brew

Posted on By Vikas Bhatt

Have you ever seen an email without any content? Of course not! Content is the very first thing to any of your marketing strategies, may it be for your brand reputation or customer retention, attracting a new audience, or even for your Email Marketing Campaign. Hence it is rightly said, ‘ Content Is The King.’  So, before I dig into how content marketing and email marketing blend together to produce the brilliant result, let me first give you a brief about Content Marketing and Email Marketing.  Must Read: 6 Learnings From Popular Content Marketing Examples Content Marketing It is a form of marketing focused on creating, publishing, and distributing content to the targeted audience. It helps companies to create the brand loyalty and reputation, also helps in building trust among audience. It is a ‘Pull’ type of marketing.  Email Marketing The process of sending commercials to the targeted group of an audience using email. It is often used to strengthen the business or brand’s relation with present or past customers. It is a ‘Push’ type of marketing.  Have you noticed the common points in both? These are used mainly to improve brand loyalty and repeat the business by sharing valuable content.  Must Read: Top 5 Content Marketing Strategies To Get Your Lead Generation On Track The emails you sent should contain the content that will make your reader content 😉 So, while writing email content, ensure you have relevancy, quality, and content that will intrigue the reader. But, you are also missing one of the very important points, that is – your email template ‘Must’ be visually appealing. And bottom point is, it must have a purpose.  Let’s Segment Our Email Into 4 Basic Parts:  Subject Line Body Content Call To Action Sign Off Remember, each of these emails parts should be observed as a chance to weave your content marketing and email marketing together.  Must Read: Email Marketing Statistics Every Business Must Consider 1. Subject Line You will get a plethora of researches and studies related to the most and least effective subject lines. And the best way to start with is from your inbox. Check for what you have been emailed from over the last few months and you will gather a bunch of examples at your fingertips.  Tips – I would like to help you by sharing my secret of writing an email subject line. I usually try to create a subject line that will intrigue a fear of missing out or began with something controversial/shocking. Do Share yours! Must Read: Do’s and Don’ts of Email Marketing 2. Body Content  Consider email as a sandwich, where the subject line and the CTA are the bread and email body as meat. So, without any other thought, you have to prepare a delicious recipe for your meat otherwise your sandwich is a total failure.  Body content should always hold relevancy, quality, and industry adjacent content.  Tip – When I start with a subject line, I always try to give a quick tip about my subject line’s keyword. For instance, if I write – “5 Best Email Marketing Practices” I ought to give at least 3 tips into my email body and the powerful 2 will be available once you click our link and read the whole blog.  Remember while sending an email, you have to research for the appropriate time and day to send an email. Also if you promise one thing and deliver another you are more likely to lose your subscribers and customers. 3. Call-To-Action  (CTA) Ahem Ahem! The love of every marketer. Intriguing CTA is not only limited to email marketing but is a crucial part of any marketing plan. Include-  I’ll Help!  Read More Kind of words to create a curiosity among the reader.  Tip – I generally don’t stick to one kind of CTA I try to create different every time. I do this for testing purposes. This way I get to know which one works better. You can use the same and let me know how it results.  Must Read: Best Practices and Examples for Call to Action in Cold Emails 4. Sign Off It is like a desert after a delicious dinner. This is a way to create a lasting impression. Sometimes these simple tasks can be daunting ones. I would suggest closing your email with a sweet personal touch and don’t forget to close your email with contact info.  Tip – I usually close my email with the hope of arranging a quick meet-up. I request readers to provide their free slot for a quick meeting of 10 minutes and ask them to connect with us over social media platforms, eg. “Thank You <Name> for reading our blog! Looking forward to connecting on LinkedIn And Twitter. “ Conclusion: This is how content and email marketing have to work together to provide phenomenal results. To conclude, one thing is clear for certain, emails do not exist without quality content.  Email Marketing is not a process that will deliver results overnight, it requires a lot of effort and consistency to get a desirable monetary impact after an email campaign, also you must understand these efforts always go towards building trust and loyalty among your customers and placing your brand as an expert in your field.  Email campaigning is time-consuming, but worth performing.  Must Read: Powerful And Tested B2B Email Marketing Practices To Boost Your ROI

How To Build B2B List?

Posted on By Vikas Bhatt

The most exhausting and challenging task most B2B enterprises face is building and maintaining a customer database that is accurate and up-to-date. This requires investing a great amount of time, energy, and cost in selecting, qualifying, and building lists to generate quality B2B leads and close deals.  Before proceeding further let’s understand,  What Exactly Is B2B List Building?  B2B List Building refers to an operation in which you create a qualified contact list with whom you will communicate and convert as your customers.  To be more precise,  Let me explain it through reverse engineering  – You have clients – But from where did you started your process, of converting leads to your clients? There should be a database (List of contacts to approach), right? When you get to the roots, that is called B2B list building.  B2B list building is highly beneficial for any business, as this proffers vital information about the professionals you are seeking for. This is the most important service or steps for any business as this is the origin of your client acquiring journey.  Every company that provides B2B lists ensures to provide a condensed and highly targeted B2B list. Seldom is the case, when a company provides a fresh and updated B2B list and it gets too late when they recognize their mistake, and till the period they have already invested a lot of time and money in a piece of work that is prominent, but turns out to be a futile one.  Point To Note – Never rely on the stale or outdated database. Always schedule your database cleansing process in regular intervals.  Read More – Beginner’s Guide to Contact Discovery and B2B List Building We understand the gravity and quest for quality leads and hence, it has been more than 7 stellar years Only B2B has been contributing to the B2B industry to boost many businesses.  How Only B2B Approaches To B2B List Building Process?  1. Know Your Ideal Customer Profile (ICP)  It will be unavailing efforts if you don’t know, whom to target and why to target. When you understand this, it will be easier to weed out those who are not aligned with your business.  Researching might be a bit time-consuming because you have to fetch information about those leads who are in actual need of your product/services.  Research Upon –  Industry Type Company Size  Designation Key Challenges In the Job Role  Primary Responsibility And the generated list clears the way for the sales team. Putting together all the information summoned and analyzing the data you will be equipped with the Buyer’s Persona entailed to a sales prospect list.  2. Identify Target Group  Once you’ve established your customer database,the next step is to reach out to the key Decision-Makers in the companies. At first, this might be challenging, but once you achieve it, the benefits are endless.  2.1 Who Are Decision Makers?  These are the employees within a company who are authorized and have the power to make strategic decisions to acquire, expand or invest.  At Only B2B we leverage technology. Once the accurate data is collected we feed it to the CRM. By implementing few filters, specifics of the campaigns, – the most relevant list is generated. This saves time and reduces human errors.  Generally, spending time on Email List building is beneficial as a study shows it has more conversion rate than any other channel.   3. Compile And Verify The B2B List Before beginning with our Email Marketing Campaign  or whichever is appropriate to your organization it is mandatory to rigorously practice a database cleansing.  Check for Duplicates, incorrect email Ids, or any incomplete contact information. And once you perform the data compiling, standardization, and validation procedure you may start with your campaign.  In our case, we begin with Email Marketing. Why We Use Email Marketing?  Email Marketing is the oldest and direct way of communicating with your prospects. It is considered the best way to nurture your leads and turning them into sales, Which is why the savviest entrepreneurs always demand Email Marketing campaigns to convert leads to customers.  According to the latest study by OptinMonster, “55%-60% of the consumers subscribe to the brand’s email list to get notifications and messages. Email Marketing has better engagement and Click-through rate (CTR) compared to Social Media.  Email Marketing can generate higher ROI – $38 for every $1 spent. That is a staggering result of 3800%  Source: Help Scout and Agency Analytics Final Say: B2B List Building is certainly a strenuous task to perform, but once done, it has endless benefits. It has to be embedded with database cleansing practices which we discussed in our last blog, else the efforts will be unproductive.  The prior point you should take into consideration is,  to know your ideal customer. If you understand this perfectly the targeting and reaching out to your decision-makers gets uncomplicated. Do not forget to reinforce your lead generation process with technology it helps to reduce errors and time spent. 

7 Types Of Invaluable B2B Content Used For Content Marketing

Posted on By Vikas Bhatt

Content Is The King – Why? Marketing field, demand generation, corporate communications, and any other field when you observe closely the common thing is ‘Content’ it is like fuel to the lead generation industry. The fact is, particularly the B2B industry also relies on content. This might be hard to digest but it is the truth. Content Marketing Institute conducts a survey every year to learn about the content types used by B2B and B2C marketers. It is observed the content types deployed are shifted from industry to industry. But when someone asks, “what type of content works best for my industry?” the answer is, “It Depends” upon your buyer’s content consumption, the product you sell the services you offer, in brief, there is no particular algorithm for any industry to go for the type of content that is suitable for the particular industry. You need to carry out the A/B testing and observe the data when you implement a specific type of content marketing strategy. But we can surely give you 7 types of invaluable content kinds that is a go-to thing for every marketer and industry. 1. Webinars Webinars are like seminars just the difference is it brings a wide range of people together on the internet. Live experiences are unbeatable when it comes to generating leads especially the qualifying leads. Webinars are the best thing to build trust and the best way to engage more and more people. Webinars are the most powerful type of content of all. 2. Blog ‘Old is Gold’ fits here very perfectly. As we know blogging is a very old method of content marketing and yes, is still a very effective one. This is the fastest way to reach your large audience, and when it comes to lead generation blogging helps a lot. It only requires doing it correctly. 3. Video Content We know that video can engage even a laziest buyer. Modern customers want the product in action. It also gives better understanding and improves your brand identity. A video marketing is on demand in B2B world, but without a great content it is like a shot in the dark. A video marketing has a great power to attract great ROI, hence, focus on the content to achieve desired goals. 4. Ebooks The sophisticated and detailed version of marketing your content is E-Book. This is the best way to build your credibility. Writing an eBook shows your knowledge of the subject. Which is searched by many people. The E-book helps to bring qualifying leads into your bucket. 5. Infographics  Infographics – When you take the facts from your E-Book and break them into entertaining chunks you create the best stuff for your audience. Any salesperson will convert leads with insights, but the infographics are considered the most compelling way to deliver these insights. The perfect creativity is the key to turn the marketing game to your side. 6. Case Studies “Case studies are a marketing staple”. They create a major difference in the perspective of your brand. It shows how your product or services are implemented perfectly. This is the best way to showcase the USPs of your product. And, yes the most sophisticated way to do content marketing. 7. Podcast  Most of the people in America around 44% are Podcast listeners. Podcasting is the radio of the digital era. This is the new trend people are following and loving too. The topic you want to share with the listeners plays a key role to a successful podcast. Summary  A successful content marketer never sticks to one type of content instead they always try to find the effective way to market their content for their business by A/B testing and analyzing it with proper metrics. You to try doing the same and you might discover your way to Content Marketing. Happy Marketing!

Selecting The Right B2B Telemarketing Vendor

Posted on By Vikas Bhatt

Telemarketing is a tremendously effective way to nurture your business. For this reason, businesses around the globe outsource this task to telemarketing companies who are well-versed in their domain(s). One of the chief reasons businesses fail to get the most from outsourced telemarketing is because they are not clear about what they want from the offset. There are abundant telemarketing companies but not all of them will be right for your business goals.  Remember, you’re not just procuring a service, you’re accepting people who will represent your business and brand voice. Selecting the right telemarketing company for your campaign is salient for the appointed firm will be representing you in one of the most personal forms of marketing communication. Get it wrong and your brand can be diluted.  Hiring the wrong B2B Telemarketing Company will diminish productivity, cost you big bucks, and will reflect poorly on your brand. Must Read: How the lead generation strategies in USA market differ from the rest of the world So, where should you start?  The #1 step is to identify the services your business will need.  Here’s a list of B2B Telemarketing Services Account Based Telemarketing Appointment Generation Content Opt in Telemarketing Confirmed Call Back Telemarketing Leads Lead Generation, Branding, Building/Adding Subscribers BANT Leads Highly Qualified Leads (Sales qualified or Marketing qualified) Once you decide what services your company needs, you then need to research potential telemarketing agencies that suit your needs the best. Here are the 5 key categories to evaluate when hiring a telemarketing partner. Must Read: MQL to SQL conversion rate Skillset A great advantage of outsourcing telemarketing is access to a qualified workforce on a budget. Services like inbound marketing, outbound marketing, B2B, B2C, event promotion or content marketing, demand a specific set of skills. Once the skill set is identified, make sure you evaluate potential telemarketing firms.  You may also want to give equal attention to language the workforce specializes in. Is the mode of communication in sync with the target audience where you plan on outsourcing your telemarketing needs? Fluent language is what connects you to your customers/clients and ensures smooth delivery of the message. For example, if your target audience is in Europe, ensure the workforce is fluent in English. French and German language can be considered a bonus. Read more: Top 5 Highly Effective Content Distribution Strategies To Drive More Traffic State Of-The-Art-Technology  Another significant factor is the technology the telemarketing services vendor is employing, including their ability to evolve and customize the technology to meet your needs. Is the outsourced telemarketing company armed with all the necessary software?  Budget Straight up, budget is an essential factor before locking up any deal. There are various pricing models in B2B telemarketing. Different pricing structures may produce different results. The trick is to select an agency that fits well in your budget and ensures you get great returns on your investment. At OnlyB2B, the pricing model is structured in such a way where clients/customers only pay for the qualified leads and not for the efforts. This ensures you are vesting a budget aside for approved & quality leads that are likely to bring you sales and conversions, no fluff! Read More: 3 Ways to Maximize Event ROI with Account-Based Marketing Experience Having relevant sector experience is vital to the success of a targeted telemarketing campaign as the company has previously worked with other clients within your industry. The more knowledge that they have of your sector, higher the probability of sending results your way.  Websites are the best places to discover a companies’ work. Before deciding on a company, you must first go through their portfolio, recent case studies, and testimonials. Also, reading reviews about the company online to see what the other people have to say about the vendor is also helpful.  Be sure to check that the company is a member of any relevant professional bodies. In the United Kingdom, membership of the Direct Marketing Association (DMA) is a testament to the standing of telemarketing companies and showcases their standing within the industry. So far, we’ve generated leads for these brands and many more Discuss Reporting And Feedback After assessing the workforce, experience and budget, discuss their method of reporting. As a paying client with a vested interest, you should be kept up-to-date at each pivotal stage of your campaign and you should expect a formal reporting process that will monitor the number of calls made and the response rate. The right company will agree to supply both quantitative and qualitative feedback that gives you meaningful insight into how the campaign has been received. Taking the time to assess all the above parameters can set you up for a productive long-term relationship with a telemarketing firm. Must Read: Why Should You Be Outsourcing Your Telemarketing? OnlyB2B: A Leader In Telemarketing Services Get in touch with us today!

What Is BANT And How Can It Enable Your Sales Team?

Posted on By Abhijit Wadpalliwar

Introduced by IBM in the 1960s, BANT is a popular sales acronym used to identify and pursue the most qualified prospects based on their Budget, Authority, Needs, and Timeline.  The acronym BANT stands for: Budget: How much is the prospect willing to spend? Authority: Who is the ultimate decision-maker? Need: Does the prospect have problems your product can solve? Timing: Is there urgency? Must read: BANT VS MEDDIC What is BANT? According to Hubspot, BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline. Must Read: 5 ABM Mistakes You Cannot Afford to Commit How NOT to use BANT Marketers claim that BANT methodology fails if you don’t use it right. For instance, it may fail if your sales representative treats this sales methodology like a checklist, meaning they bombard the prospect with questions after questions- without truly listening to their responses or attempting to add value. Here’s an example: Mike is a prospect who walked into your store hoping to purchase a car.  If we cut the exchange of pleasantries, the dialogue will be something like this. Sales Representative: What’s your budget? Mike: Um.. somewhere around $40,000! (Obvious question for obvious reasons. Your sales rep wouldn’t want to waste his/her time showing a car that proceeds beyond this budget)  Sales Representative: Is there anything you’re looking for in particular? Mike: You know! Should fit the budget. Great mileage, engine, features & technology, cost of ownership, warranties etc. Sales Representative: Will you be driving it every day or occasionally? Mike: Every day! I wish to ditch the passenger trains. Can you elaborate more on this particular (xyz) feature? Sales Representative: Sure. And when would you want to own it? Mike: This Spring!  Can you tell what’s wrong? Firstly, it sounded a lot like an interrogation, not a two-way dialogue. Nobody likes being quizzed. Unfortunately, BANT often causes sales representatives to adhere to a memorized script rather than asking questions that can build on each other. Secondly, the sales representative missed out on so many opportunities to connect with the buyer better. For instance, he could have dug deeper into understanding the nature and purpose of the purchase.  To implement BANT successfully, consider it as a concept rather than a to-do list. You need to qualify on all 4 characteristics, but you don’t need to do them in a specific order or way. You should alter your approach every time to fit the prospect. BANT Lead Qualification (Sales qualify or Marketing qualify) Questions Budget How much do you currently spend now on this problem or need? We’ve calculated your team could make X % profits per [week, quarter, year] by executing this [change, policy, investment].  Whose budget is this coming out of? How much would it cost to construct the system by yourself? How much would it cost if you haven’t fixed this issue in 5 years? How heavily will the price factor affect the decision? Have you kept aside a budget range for this purchase? What’s the ROI you’re expecting to see? Authority Who will be working on the product? When was the last time you bought a similar product? Did it help the concerned team or department for better?  This is typically the stage where my customer brings in [the head of Finance, the other stakeholders, their manager] to [discuss X, get their perspective on Y]. Do you want to invite [Z person/people] to our next meeting? Will anyone else be involved in this decision? Need When did you identify [problem, threat, opportunity]? What steps have you already taken to solve it? How significant is addressing this to your personal goals at [organisation]? Career goals? Your departments’? What are your top priorities at the moment? Where does this fit on that list? What happens if you don’t address this? Timing Are there any upcoming events/deadlines that you’d like to have a solution in place by? Are you planning any [insert relevant project here, i.e. lead generation campaign, major hiring spree, program overhauls, etc.)? What’s your [B2B lead generation, revenue, retention, etc.] goal for [next quarter, half of the year]? Will you be able to meet that goal without any sort of change? Working backwards from the date you gave me, we’d need to seal our agreement by [earlier date]. Does that sound doable? The Takeaway BANT is a lead management methodology used for sales qualification. Using BANT, sales representatives ask various questions to their prospects and based on their answers, the lead is assigned priority or is pursued. Get Leads That Are BANT Ready We at OnlyB2B identify BANT leads that qualify for sale and let your Salesperson determine if the prospect is a good fit based on their budget, authority or ability to buy, need for your product and purchase timeline. To know more, get in touch with us today. 

Why Should You Be Outsourcing Your Telemarketing?

Posted on By Vikas Bhatt

The telemarketing industry continues to flourish even today for it has a notable influence on B2B lead generation. When done right, it is the smartest way of acquiring new customers – nationally and globally.  A statistics published illustrates that the return on investment (ROI) for every pound spent on B2B telemarketing is £11 (averaged across various industries). Designing a successful B2B telemarketing program is no easy feat. A compelling B2B telemarketing campaign requires motivated, dedicated, and highly trained sales staff.  And not to forget experienced management and top of the line technology. Meeting all the above-mentioned requirements can possibly become an issue for any business centered on growth because of the time, effort, and expertise required to run a successful telemarketing program. Which is why many organizations are turning to outsourced telemarketing to build a rapport and drive traffic.  Must Read: How the lead generation strategies in USA market differ from the rest of the world Below are 5 compelling reasons your business should outsource telemarketing.  Cost-efficient In the last couple of decades, there has been a remarkable rise in outsourcing non-core work to an external offshore location. The chief reason is its cost-efficiency.  In comparison to in-house telemarketing, outsourced telemarketing is cost-effective. Hiring a telemarketing agency eliminates costs related to in-house call center set-up, staffing, insurance, and other overhead expenses.  Besides, businesses that adopt outsourced telemarketing get access to the outsorcerer’s state-of-the-art technology, such as their outbound dialer technology, inbound call handling technology, call monitoring software, quality assurance tools, API’s, email/chat capabilities, and Caller ID services.  When you outsource telemarketing, not only you save big but your business can also continue focusing on its core competencies.  Must Read: 7 Tips on How to Market Your Business Access to experienced, skilled, and trained  workforce Outsourcing your telemarketing can obliterate your HR’s team nightmare that comes with the recruitment and training processes of business development executives or call agents. External agencies, on the other hand, have a rigorous recruitment process for business development executives/call agents. The BDEs are also equipped with specialized industry knowledge. Access to experienced, skilled, and trained workforce at a lower cost, win- win! We at Only B2B along with an army of expert process trainers diligently train our staff to perform their duties to the highest standard for the benefit of your business. Training sessions include familiarity with products/ services, call etiquettes, making quality calls, rejection handling, and countless other telemarketing practices.  Outsourcing your telemarketing often allows the company to offer 24/7 customer support at a price point that won’t break the bank. Expert and Quality Monitoring Another vital  benefit of outsourcing telemarketing services is that it enables you to instantly measure your customers’ level of interest in your products or services.  Outsourcing companies record calls and store transcripts of all chats. The recordings are evaluated and scored on a schedule. Information is extracted on standards agreed to with the client. They’re also shared with the client to review the overall performance. Must Read: 10 Lead Generation Best Practices and Examples Brand Awareness Telemarketing outsourcing bridges the gap between your brand and the audience. Given the personalized nature of telemarketing (one on one interaction), it is also a very powerful tool to build credibility.  Consider a gym franchise determined to promote their membership offer. With a list of businesses (here other gym franchises) focusing on email marketing or ads, receiving a phone call may be the thing that actually gets their attention. Having your outsourced telemarketer call the list of previous members and the existing ones could unbelievably increase the footfall. As we all know, finding new customers is fairly more expensive than retaining previous buyers.  Keeps Your Business Running Smoothly Instead of spending precious time and effort on establishing up and operating an in-house team (which isn’t your business’ core objective), outsourcing allows you to concentrate on other domains of the business that need attention. You may also discover your sales team are more productive and efficient in securing sales when they don’t spend time on telemarketing duties. When outsourcing, you’ll have the liberty to execute telemarketing campaigns only when you need to; either when you need to boost sales or support your other marketing efforts. Conversely, you can cut down on your telemarketing spend when you are busy and don’t have additional capacity to fill. Outsourced telemarketing is an excellent solution for any organization grappling to keep up with leads, exploring more quality leads, venturing to bring back lapsed customers, trying to diminish costs, or simply desiring to ensure that their business is running smoothly. Connect for Success OnlyB2B specializes in providing telemarketing solutions curated per your business needs. We have helped small, medium-sized, and large scale industries expand their customer base, leads, and profits. We are equipped with utterly skilled  business development executives (and also the smartest!)  Our mission is to provide your business with top-notch leads through telemarketing mediums such as telesales, email and SMS channels. Get more by getting in touch with us. Other Services We also offer Account-Based Marketing, Sales Development, and Database Services. 

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