Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

For most software companies, lead generation is the key to keep the business alive. Challenges such as strong competition and the constant and rapid change in technology must be overcome in order to compete in the market and eventually have long term clients.

Software leads are no doubt hard to find. Many factor such as CHAMP; CHallenges, Authority, Money and Prioritization need to be considered when looking for software leads.  It is important for every marketer to leverage their techniques on how to look for possible prospects and nurture them for a possible partnership. And for many, multi-channel lead generation approach is still the way to go.

Software companies must focus on the following when choosing for lead generation techniques:

  • Ideal Customer Profile
  • High ROI
  • Predictability & consistency

Check out these tips to maximize your software marketing experience and acquire a good set of quality B2B software leads.

Targeted Email.

When it comes to email marketing, having a targeted email list is a huge help to achieve higher return of investment (ROI).

Emails can be personalized depending on the need of your prospects. And many marketers use targeted email marketing to send relevant information to entice interest and influence prospects to make a decision to buy.

According to Mailmunch, based on an email marketing survey from Econsultancy, 55% of email respondents get more than 10% of their sales from email.

How targeted email marketing works?

  • Prepare a targeted email list
  • Send out introductory email to prospects within the list
  • Follow up prospects with positive responses, who opened the emails, and those with no replies should be your least priority. 

Cold Calling.

Cold calling is considered the most challenging part when it comes to generating B2B leads. Most companies nowadays utilize lead generation company to provide them with quality leads.

Steps on how to use telemarketing to help increase your software leads?

  • Prospecting. The first stage in your sales cycle. This is the part where you look for new prospects for your products and services.

Related: 5 Things Every Prospecting Email Must Have Before Hitting ‘Send’

  • Nurturing. This is where you follow up and nurture prospects who express interest in your product or service but are not yet ready to purchase. Re-engage with warm prospects who have gone cold.
  • Closing the deal. The last stage of your sales cycle. These prospects are sales ready leads.

Use tools to track and manage your leads.

Software leads are difficult to handle. Not all interested prospects would consider purchasing your product upon talking to them. So it is important to keep track, nurture and manage your leads. Knowing when they are right now in their sales process will help you know how to handle and what to offer in every stage of their sales process.


Here’s how to track and manage your leads the right way! Read more..


 Blog optimization.

This is another thing to consider in B2B lead generation. Many prospects use the internet when looking for some information before they would choose when and where to buy what they’re looking for. Creating quality content is effective because you are providing your audience relevant information that would help them decide to consider your company.  

Knowing the different ways to reach out to your prospects is important and knowing where they are. So follow these tips and utilize every possible way to connect with your prospects because these are essential in generating more software leads for your company.

Understanding Lead Generation Channels and their Advantages

Understanding Lead Generation Channels and their Advantages

It’s a difficult process creating a lead generation strategy. It’s even more so when you want to optimize your online channels for B2B lead nurturing. A great deal of resources and efforts are involved. You would need to specify your target market, calculate your expenses and bring together a team to realize your plans.

On top of these dilemmas, you would also have to contend with contacting your audience indirectly. Also, you would need to face certain levels of uncertainty with regards to the results. Further, you also have to choose which social media channel would be right for your campaign.

That last part though has the most significance in lead generation. Finding the right platform would mean making the most out of your lead management.

In this case, it is imperative to find out more about each channel and the ways they can help you with generating high profile B2B leads.

LinkedIn.

This site is by far the best source for high profile B2B leads. Especially when you are looking for C-suite prospects, LinkedIn allows a narrower means to find the right targets for your sales pipeline with its advanced search tool. This provides for better lead management and profiling.

Facebook.

Not really a thing for most B2B professionals as it is more advantageous in B2C engagements. But with the incessant growth of its population of active online users, Facebook continues to be an effective branding tool that could increase awareness and stirs up referrals. It is only a matter of optimizing content for your profile in a bid to drive traffic towards your company’s web page.

Twitter.

Everyone tweets. But let’s face it: you could only do so much in just 140 characters or less. Maybe a tagline here or a link to your landing page there. But it is important to note that posting compelling tweets about company the latest that your company has in store benefits your lead nurturing efforts.

From a certain view, it might seem that these three platforms are independent of each other. In reality, they work harmoniously together when paired with traditional lead nurturing methods such as telemarketing and email.

How to Nurture an Effective B2B Appointment Setting Team

How to Nurture an Effective B2B Appointment Setting Team

Any organization owes its success to cooperation. And no doubt a good B2B appointment setting campaign is bound to reap as many lead conversions as it can when its Sales and Marketing work harmoniously together, even in lead generation.

But enough about cooperation. Real achievements are influenced in part by the people behind these departments. Competency and professionalism are no less important than teamwork. Thus it is important for businesses decision-makers to invest in nurturing their appointment setting team.

When your goals are anchored on following up on qualified B2B leads, you might as well take crucial measures to improve your team’s performance. But this goes beyond small-time lectures and manuals on appointment scheduling. Training involves much more than just that. Indeed, it takes a lot more.

Here’s how you can create an appointment setting dream team.

Prepare a call guide.

A scheduled appointment serves as a thin blanket separating B2B leads from a purchase. Now, it is only a matter of puncturing through the layer using a special tool: communication. Obviously, there is a need to demonstrate a high level of authority to facilitate a purchase. For this, a pre-prepared call guide is essential for verbal effectiveness.

Build tolerance.

Profile your targets.

Of course, before any appointment is set, a thorough knowledge of your prospects is as good as effective communication skills. In the B2B industry, people in the executive class or in higher positions are your audience. Thus, you should maintain a database in which prospect information can be stored. Having a proper understanding of pertinent lead data can help your team to drive the appointment home.

Be consistent with your message.

What do you want to relay to your prospects? How best could you present your message to them? Once your team has a firm grasp of your lead generation and appointment setting parameters, you could bet that they could entice B2B leads to agree to a telemeeting.