March 2013

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Why Will You Fail To Generate Sales Leads In Australia?

March 29, 2013/in Lead Generation /by Dara Lin

If you are trying to generate good B2B leads, you should be prepared to fail especially if you didn’t plan your strategy well. A lead generation campaign without clearly identifying your target prospects will surely fail.

When I first started as a sales manager in one of the leading sales and marketing company in the Asia Pacific, I know at some point my sales strategy will not go as planned. Why? Prospects are also evolving. They don’t just purchase right away. Instead, they do their research first before they decide which makes their buying journey longer than before.

Lead generation is not an easy task to complete. Many factors need to be considered – market trends, product offers, not to mention the salesperson assigned to do the task.

In this article, let’s discuss the reasons why will you fail to generate sales leads?

As a sales manager or owner, here are the things that some of us are doing that will make your lead generation campaign fail?

#1. Not utilizing multi channel marketing.

It is always best to be where your prospects are. Multi-channel marketing allows your to be visible on your prospect’s preferred channel – social media, email, voice, mobile, web and chat. It helps your prospects become more familiar with your company and product.

#2. You failed to nurture your prospects.

Of course, we want prospects who will buy from us. However, leads don’t convert overnight. Prospects nowadays prefer to research online before they make a decision to purchase.

You need to build relationships with them in order to get their trust. Walk them through every stage of their buying journey until such time they are ready to purchase and do business with you.

#3. Refuse to invest in marketing automation tools.

Larger corporations choose to expand their target audience and go global. The best way to reach out to their target audience in different time zones is through marketing automation. Marketing automation lets you send out emails or post on social media during times that your prospects are more active, can see and respond in real time.

#4. You want to control everything.

Micromanaging things may work in some businesses, but this is not ideal in an appointment setting campaign. In sales, you work as a team. The fact that your team members feel you don’t trust them to perform certain tasks successfully can lead to conflict. This makes them not to perform their responsibilities well. Let your salespeople have the freedom to negotiate with prospects and manage their calls. The important thing is they deliver results.

If these are your kind of thing, it would be advisable that you change them immediately. If you want your lead generation campaign to become successful and become consistent in your ROI, you need to change your old habits and do better than that.

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What Will Make Telecommuting Work In Lead Generation?

March 21, 2013/in Lead Generation /by admin

When you want to improve your lead generation process, you need to use different marketing and business tactics to maximize your performance. One of the most popular methods you can employ is through telecommuting. This creates a very flexible set-up for the generation of qualified B2B leads. Still, there are issues with this tactic, namely in reliability and collaboration. This is a very serious concern, especially where teamwork is needed. Even so, once you identify which areas in sales leads generation are precisely lacking, then you can proceed to solve it. There are many ways to do that, but the most important are:

Technology – this is one point that you have to remember well. When it comes to remotely working with appointment setting specialists, you need to make sure that you have the technological tools needed for communication. Without it, you will not be able to monitor or keep tabs of what you need to do. Keeping in touch will require some good technology.
Humanity – this is also a point that you need to consider well. No matter how advanced is the technology you use, if you fail to improve the human part of your marketing campaign, then you will not be able to generate qualified sales leads. This is an important consideration, especially if telemarketing is used as the communication medium.

Of course, outsourcing the job to professional lead generation services is also a feasible plan. As long as you choose the right people, then you will be able to do well.

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Want To Create Lead Generation Networks In Australia? Step Out

March 12, 2013/in Lead Generation /by admin

One important factor that makes it possible for companies in Australia to success is in the business networks that you create. The power of social media has made it possible for companies to gather the business leads they need from their contacts. Of course, there are areas of opportunities in this method of lead generation. Among these is in the network creation in itself. When it comes to effectively creating networks, sometimes, stepping out of the social media game is necessary. In other words, you need to do it in person. That is where the fun part comes in.

How will you do that?

For example, you can attend seminars and forums. Not only will you learn something from speakers there, you can also interact with the other attendees. Who knows, they might be good candidates for your appointment setting campaign.

Another thing you can do is to stop by a coffee shop. If you can do your work there, then do so. While you are at it, talk to the people who stop by and buy a drink. You can meet a lot of interesting personalities there, not to mention getting some inspiration that you can use to your work.

You can also use your existing friends as networks. A little old-school networking can do wonders in getting you in touch with others of similar interests and industry with you. You might get lucky in helping your telemarketing team in.

Really, there are a lot of lead generation opportunities in Australia, if you are willing to network outside the usual social media.

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3 Reasons Why Outsourcing Is Good For Any Australian Company

March 8, 2013/in Lead Generation /by Maegan

Business process outsourcing is not just about inside sales outsourcing and back office tasks. Though certainly these tasks make up a huge percentage of outsourced processes, BPO companies also handle other important business tasks for companies in Australia.

In today’s business mindset, not only large companies but small to medium sized businesses in Australia can also take advantage of moving some of their operations offshore.

According to the IBISWorld’s market research report, BPO industry in Australia is expected to grow steadily despite offshore competition.

However, some business owners misjudge outsourcing a third-party company because it can affect other workers leaving many Australians jobless. But reality is, outsourcing can help businesses.

Here’s why outsourcing is good for any Australian company.

Why do businessmen start a business? To create profits. Their goal is to run a business at the lowest cost possible. Lower cost means lower risk involved. Many business organizations, especially smaller companies operate with little financial backup. Even medium sized companies who are making more money should focus on keeping a low financial cost. Outsourcing can help increase your profit and save on overhead expenses, even with if you are on a tight budget but still want to maximize your efforts.

There’s a huge demand for talents and expertise in the fields of IT, Software, Financial, Solar, Telecom, Consulting and Advertising. Having an outsourced company not only helps you save your overhead expenses but can provide professionals and experts in these fields to achieve operational efficiency and maintain high quality standard of service for your business.

Lead generation and appointment setting are also tasks which can be outsourced to a BPO company. They may be critical aspects of a business, but outsourcing them to a more capable BPO company (especially when you are new to business or entrepreneurship) can be a lifesaver. Plus, it makes you get closer to your end users and for more business opportunities.

A good BPO company often offers various services, and Australian businesses will find that outsourcing regular office tasks which tend to be neglected due to their lack of available workforce can result to an improved overall business workflow. Outsourcing transformed the way people do business. It’s helps not just large businesses but small and medium size companies increase their profit and operate more efficiently.