Posts

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

//by:

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

Generating high quality B2B sales leads is top priority among solutions providers in Australia. From financial services to health care, companies in the Land Down Under are constantly seeking to improve acquisition of high level prospects. They also find a need to do so for less.

At present, leads that express a high likelihood to convert to a sale are in the spotlight of the B2B market because they obviously represent revenue. No other type of lead equates to a profitable opportunity than one that actively engages you within the buying cycle. Hence, every effort has to be exerted towards such leads or else risk financial waste.

But in a study by the B2B Technology Marketing Community, at least 61% of marketers consider the acquisition of quality sales leads as a huge challenge. In Australia, companies face these particular issues:

1. Locating high quality leads;

2. Nurturing them; and

3. Convincing them to set an appointment with an agent.

Efficiency in these areas can be obtained through a combination of wise strategizing, up-to-date lead management infrastructure, and a dedicated team of marketing and sales staff. But in terms of maximizing expenses, these practical options come to mind.

Effective web presence

A majority of B2B companies are doing their best to maintain an effective web presence. This is reflected by a need to stay current as more and more B2B buyers depend on online content for scouting and purchasing solutions. Effective web content in this case is highlighted. Using a diverse mix of blog articles and informative resources, companies can provide highly interested individuals to their sales agents.

Social media penetration

The idea that social media is less effective in B2B than in B2C is a misrepresentation of actual facts. Currently, B2B companies are using social media platforms for a better connection with their audience. Facebook, Twitter and LinkedIn now have applications that allow these companies to initiate effective advertising campaigns.

Automated marketing software

The B2B industry is saturated by marketing automation software, each with its own set of advantages and features. Whatever your preferences, you are assured of better support for your lead generation and appointment setting and improved revenue.

Outsourcing

While some Australian companies prefer to implement technological upgrades, others opt to employ the services of a lead generation company. In fact, analysts are anticipating a spike in off-shoring this year. For many of these enterprises, business outsourcing is seen as an effective way to cut costs in manpower training and database maintenance.

The Myth about SMM for B2B Lead Generation

The Myth about SMM for B2B Lead Generation

/in , //by:

The Myth about SMM for B2B Lead Generation

There’s something in social media marketing (SMM) that some B2B marketers do not like. It could be because certain surveys and reports within the industry list SMM as the least effective lead generation channel. Moreover, these same marketers adhere to the idea that decision-makers rely less on social media in prowling for solutions.

However, this is just pure myth. While there are studies that center their argument in the alleged weaknesses of social media, there are also articles and surveys that still regard SMM as an important tool for fostering and maintaining B2B relationships.

Take a 2013 study from Marketing Profs and the Content Marketing Institute indicating that 87% of marketers use social media for content production and distribution. Other than that, marketers use up to six different social media platforms and, compared to previous years, have increased their usage of such platforms.

In addition, content marketers are focusing more on brand awareness. Social platforms are especially suited for this, given that 93% of marketers (based on the same study) apply content-based demand generation strategies.

These numbers debunk those in other studies that maintain a pessimistic view about social media. In your case as a B2B solutions provider, it is high time to ride the numbers and optimize your content marketing online with these basic steps.

Link up with LinkedIn. At least a majority (or 91%) of B2B marketers depend on LinkedIn for their SM activities. Moreover, they find the site the most effective in terms of generating high-quality B2B leads. This is mainly due to its function of fostering professional relationships and allowing businesses to explore better business opportunities via its blogging platforms and advanced search option.

Present yourself via Slideshare. Slide presentations are among the best and widely-used content options, mainly because they are an engaging way to maintain audience retention. Via Slideshare, they are also effective in giving advice and other information to your intended demographic. So, remember to give provide links to your Slideshare account and put up timely presentations that cover most B2B issues.

Start stumbling. StumbleUpon offers numerous possibilities. Most well-known as a social bookmarking and SEO tool, the site can be leveraged for content curation and lead generation. If you want quality traffic towards your site, you may want to start “stumbling” now.

Forget what other marketers say, SMM is still hot as a freshly baked pie. But it is not easy though as you may need the services of a competent B2B marketing firm to handle your SMM metrics and increase your online conversions.

Source: http://contentmarketinginstitute.com/wp-content/uploads/2013/10/B2B_Research_2014_CMI.pdf

How to Set up an Effective Lead Generation Infrastructure

How to Set up an Effective Lead Generation Infrastructure

/in //by:

How to Set up an Effective Lead Generation Infrastructure

Lead generation is without a doubt an important facet in a business’ drive to attain a good flow of revenue. The process serves as infrastructure that links other aspects like appointment setting and branding together. In fact, generating B2B leads positively influences the performance of other components and resources.

Somehow, not many marketers seem to be doing even a fair job in producing sales prospects. And too often have they considered cashing in on analytics tools that have no guarantees whatsoever. Call this borderline desperate, but the bottomline is that there is always the imperative to find nifty ideas that could benefit your marketing efforts.

In this respect, your B2B lead generation might need a total overhaul for it to allow a stream of high profile B2B leads. As most marketers are at a loss of determining which strategies work, you could start improving your campaign with these ideas.

Landing page optimization.

Your sales traffic depends heavily on how you set up your landing pages. Your company profile should have the right tools that could get your audience hooked. And this goes well beyond a professional-looking “About Us” page. Your landing page should be simple enough in order to keep your audience glued in.

Efficient lead management database.

What do you do now that you have a list of potential B2B partners? Of course, you will need to nurture them and let them see the values that you espouse. A lead management system allows you to engage your customers in the long-term and streamlines processes that would be counterproductive. Moreover, having such a system up and running can save you from the headaches you usually incur.

Make use of multiple channels.

This is the age of information. There’s nothing bad about sharing photos and other content to other people. The only problem is that marketers are highly dependent of social media. But while we can go on and ramble about the many benefits that sites like Facebook and LinkedIn, telemarketing processes can be considered in relation to better conversions and sales growth. Also, they make a perfect tandem with email.

These three tips are essential in reinforcing your B2B lead generation campaign. But like any other structure, it needs a specialized firm to make it work. Perhaps, outsourcing your lead management functions to a trusted firm might just drag you closer to your sales goals.

Optimize Content for your Landing Pages with these Lead Generation Tips

Optimize Content for your Landing Pages with these Lead Generation Tips

/in //by:

Optimize Content for your Landing Pages with these Lead Generation Tips

Your online marketing efforts are nothing without a compelling landing page. Marketers often find ways to give their landing pages the content it needs to generate quality B2B leads. And too often have the same calls for “quality content” been reiterated.

Without a doubt, the main thrust for a better lead generation relies on content. But there is always a need to take note that content isn’t enough. This is exacerbated by the fact that not many people access social media regularly. Marketers find in this dilemma a roadblock that complicates B2B lead nurturing efforts.

However, there is simply no guarantee that generated awareness can lead to better sales. Other things should be considered in lead management that an overreliance on social content for lead generation often neglects.

This is not to say that content is passé, that it has lost its ground as a driver for B2B growth. On the contrary, content in the context of social media marketing is still relevant. It’s just that marketers should do more in giving their social presence and lead nurturing efforts a good boost.

Here are a few ways that you could use in saturating your target market.

•Keep it simple.

In online marketing, nothing is more insipid than extravagant website designs. Too many animated graphics, buttons and links provide visitors ample reason to turn away. People would assume that your emails are promoting spam sites, thereby decreasing site conversions. For your (and the company’s) safety, opt for simple designs and regular web updates on new company services to drive traffic towards your lead management database.

•Have your lead capturing devices up and running.

We know what you’re thinking: Fill forms. They account for much of your site conversions and they are best in providing your sales pipeline with quality B2B leads. The only question is: Are you doing it right? Fill forms need to be positioned appropriately, coupled with a brief yet compelling call-to-action that users can easily spot.

•Offer giveaways.

Free eBooks and subscriptions to company reports are essential lead nurturing tools that can stimulate your audience further. And it would take a good deal of information to goad your prospects into sealing a closed deal. For this to happen, you would need to supply your subscribers with all the necessary details about your offers.

Content marketing is still the norm, and it may very well remain so. But it makes a huge difference if you learn how to leverage content on your landing pages for the acquisition of B2B leads. Often, you would need a smart and creative marketing firm that uses multiple channels for lead management.

 

What to Expect when you Outsource your B2B Lead Generation Processes

What to Expect when you Outsource your B2B Lead Generation Processes

/in //by:

What to Expect when you Outsource your B2B Lead Generation Processes

Keeping in mind that ROI maximization is an important marketing goal, businesses are opting for better ways to streamline basic B2B processes like lead generation.

There are tons of strategies that offer diverse advantages along the lines of acquiring high profile B2B leads. And it is just a matter of knowing which strategy serves your campaign best. But making a decision in this aspect is complicated if not financially exhausting. You will have to step up your market research initiatives and set up automated marketing systems. Tracking prospects as they progress through your sales pipeline is a staple in efficient lead nurturing; still, you will have to make hefty investments.

But automation isn’t really enough. Often, you would need hands-on expertise to make sure your lead generation efforts are producing your intended goals.

B2B outsourcing, contrary to some, still professes a high level of discipline and professionalism in whatever industry it is employed. Many businesses still regard outsourcing as a cost-efficient way to boost B2B performance. And now that market vibrancy has reached a point of high activity and competitiveness, outsourcing continues to be a viable option to improve one’s standing in the market.

If you haven’t yet made the decision to hand in your lead management and sales processes to another company, consider these following points on what to expect.

Lesser responsibilities.

There is always a constant need of balancing your company’s priorities. With outsourcing, you will be able to operate marketing and administrative tasks without neglecting the quality of one task for the sake of another. Face it. You will need a few extra hands. With a B2B firm doing the complex, time consuming and costly tasks of telemarketing and appointment setting for you, you will be able to focus more on important administrative agenda.

Issues on reliability.

However, not all outsourced processes are done exceptionally. Often, the problem with outsourcing is that you are uncertain with who to trust. With hundreds of B2B firms out there, you are hard-pressed to find one that suits your current needs. The fact is that there is no guarantee that a company can perform as expected, unless you take a risk to hire that company. In this case, it is imperative to do prior research.

Continuity.

Once you partner with a B2B firm, how do we know if core business processes can go uninterrupted? High levels of uncertainty complicate the B2B industry and solutions are needed to keep the operation running smoothly whatever event might transpire. With B2B outsourcing, you will be assured of extra manpower to reinforce your lead management and lead nurturing in the event of sick leaves and vacations among your in-house staff.

These aren’t even half the total issues in B2B outsourcing. In the end, however, what matters most is better performance in your lead management and telemarketing efforts. Hiring a firm that is dedicated to these goals is a sure step towards maintaining a firm foothold in your industry.

How to Choose the Best B2B Lead Generation Formula

How to Choose the Best B2B Lead Generation Formula

/in //by:

How to Choose the Best B2B Lead Generation Formula

It goes without saying that lead generation is a complex process; one that accounts for much of a business’ success. Revenue generation can only be possible once you integrate the proper B2B leads into your sales pipeline. And it would take equally proper appointment setting skills to close a business deal.

But an optimized appointment setting campaign can only be the result of an efficient lead generation. Not much has to be said, save for the fact that there is always a need to come up with a nifty plan to produce high profile B2B leads. Not only that, such a plan has to maneuver through certain complexities and technicalities without impacting ROI maximization.

For these issues, concocting a sound marketing plan has to be top priority. If you go for maximum results with regards your conversion rates, then you might just consider selecting the best lead management formula that suits your main business objectives.

Without a doubt, the selection process might take too much of your time and energy.

The guide below presents a list of lead nurturing and management practices that just might work out.

Lead capturing devices.

The fill forms in your landing pages are effective tools for the acquisition of B2B leads. But are you doing enough to make them stand out? Too often have many visitors overlook fill forms due to minute details like placement and content. Other than that, form fields that are too numerous and demanding can only result in a poor lead nurturing campaign.

Cold calls.

Lead generation telemarketing is still a widely practiced discipline among B2B enterprises. Despite the prevalence of social media platforms, cold calls still occupy a relevant place in lead management with the directness they allow for prospect engagement.

Direct mail.

Along with telemarketing, email marketing is still widely considered within B2B circles. The main reason is that not many people prefer to engage you via phone. Initially, they want their business dealings done via mail prior to an engagement with an appointment setting expert.

Regular blogging.

Another important lead nurturing practice is blogging. Does your company maintain a blog? What company doesn’t? Still, we must consider that some B2B enterprises have not yet perfected the art of online marketing via platforms like Blogger and WordPress. In particular, they fail to produce content on a regular and consistent basis.

Actually, the guide doesn’t imply that one of these lead management endeavors is superior to the others. In fact, they could be combined to produce concrete results. Outsourcing your marketing operations to a firm with multi-channel capabilities might just give your business a needed boost.

 

Will Content still be King- How to Combine an Amazing Online Marketing and B2B Lead Generation Campaign

Will Content still be King? How to Combine an Amazing Online Marketing and B2B Lead Generation Campaign

/in //by:

Will Content still be King- How to Combine an Amazing Online Marketing and B2B Lead Generation Campaign

Some B2B websites are posting an endless series of articles saying that content is king. This is apparently true in lead generation, because there is really no other way to drive up qualified sales traffic. It is all a matter of upgrading your demand generation to fit your lead management efforts.

B2B companies are making content their main weapon. In fact, in a post by WebDam, at least “73% of B2B content marketers are producing more content than they did one year ago.” TheContent Marketing Institute meanwhile stated that 58% of B2B companies are to increase their content marketing expenses.

The statistics speak for themselves. Lead generation is best facilitated by content marketing. The same goes for lead nurturing. But the numbers change over time in proportion to online content’s popularity. An overreliance with content might just influence its dwindling appeal among consumers. We could even call content as just another business fad that would soon become all too common within the online social realm.

Such a scenario is possible and it would be best for businesses to stay vigilant if not innovative in increasing the production of B2B leads. There are other content techniques to consider in developing an effective and well-balanced lead management and production.

Stick to a general theme.  It is typical for B2B companies to “hijack” popular trends that pervade their industry. Overtime, they change their online images in a bid to appeal to their audiences’ tastes. But, with respect to lead nurturing, it would be better to stick to one flexible persona.

Make SEO count. The articles in your landing pages should strike a balance between readability and online searchability. Neglecting search engine optimization could only lead to poor web traffic that translates to poorer sales, which is something you should not opt for in your lead nurturing.

Be intelligent and useful. Because content has become a persistent trend, gaining a competitive edge is rendered difficult. To truly succeed in lead management and generation, you would have to go for unique content. This is even more difficult as B2B companies have made uniqueness a common mantra, churning out blog articles and ideas for infographics that are recycled from older posts. This is what makes online marketing efforts insipid. Instead of going that way, try to produce content that is intelligent and useful. Writing “How to” or “Steps to” articles comprises a good starting point, but it would be better if you generate something beyond these lines.

Lead generation  isn’t about prioritizing a steady frequency of quality content. Many B2B companies think that posting on a regular basis could get them anywhere. But in reality, it’s all about giving your company persona a consistent image that endures and stays with loyal clients.

Qualities of a Competent B2B Lead Generation Outsourcing Firm

Qualities of a Competent B2B Lead Generation Outsourcing Firm

/in //by:

Qualities of a Competent B2B Lead Generation Outsourcing Firm

Confident B2B businesses are more than willing to spend on anything that provides optimum advantages. Typically, they exhaust a great deal of their marketing budget on such aspects as social media and branding.

However, lead generation continues to be a complex challenge. Production of qualified sales prospects often causes massive headaches and unnecessary expenses. That is if lead management is handled sloppily.

Although in-house lead generation services have their own advantages, they entail additional costs and time for personnel nurturing. Since cost-efficiency and performance are important factors in the production of high quality B2B leads, outsourcing would prove to be a wise choice for many businesses seeking to get a good ROI rates.

But this leads to yet another challenge: Choosing the perfect firm for the job. This is not to say that you should seek the best out of a bag of hundreds. This is all a matter of knowing which company suits your lead nurturing and management needs.

Here is a simple list of qualities and proficiencies that can help filter out the competent from the not so competent.

Multi-channel capabilities.  An outsourcing company should be capable of utilizing multiple platforms in lead prospecting. The use of various communication channels provides better results than when you focus on solely on social media listening and engagement. Also, a company should make use of a perfect balance between inbound and outbound lead management techniques.

Accurate. In B2B prospecting, it is important to have an efficient market profiling and analytics system in place. A company should generate B2B leads that match your industry. It should also come up with an appropriate demand generation formula that attracts the right kind of people.

Persistent. Following up on prospects complicates the lead nurturing process. But it really takes a high amount of perseverance in order to keep B2B leads satisfied and interested. Sure, having a high turnout of qualified leads might be a source of optimism, but real gains come in the form of high profile conversions. For this, go for results-driven B2B companies instead of those focusing more on quantity.

Transparent. As a business leader, it is important that you maintain direct supervisory control over outsourcing partners. You also need to determine the progress of your lead management. With respect to this, a candidate firm should have an effective campaign tracking and management system in place to maintain quality and reliability.

Outsourcing B2B lead nurturing and generation is a cost-efficient way to drive up revenue. With B2B competition in constant activity, it is important to make use of viable ways in order to get one step ahead of the competition.

 

Decisive Directive- Use Social Media to Intensify your Demand Generation Campaign

Use Social Media to Intensify your Demand Generation Campaign

/in //by:

Decisive Directive- Use Social Media to Intensify your Demand Generation Campaign

If there’s anything modern man couldn’t possibly live without, aside from basic necessities, it is social media.

Likewise, modern B2B companies rely on social media marketing as a means to keep in touch with people across various channels. Aside from lead generation, online social platforms like blogs and Twitter are instrumental in improving marketing campaigns. They work to get your image and brand to the public, a task delegated to demand generation.

Social campaigns could drive an increase of B2B leads that your sales reps and appointment setters could pursue. It is thus a good idea to leverage this advantage in increasing product demand. With social tools at your disposal, you could explore countless strategies that are sure to get your company all fired up.

Then again, many businesses struggle with integrating social media marketing and demand generation. There is a possibility still that an effective synthesis could be achieved.

It’s just a matter of knowing these bits of info for a better demand and lead generation.

Use multi-social marketing. With the worldwide web comes the power to wield a plethora of online tools. And such tools have certain advantages that, if you combine them, would enhance demand traffic. A combination of blogs and social media accounts would thus extend your brand’s reach towards a good share of the market.

Improve shareability. In most cases, your B2B leads could help broadcast your brand to others. Empowering them through calls to action could help. Shareable content doesn’t only entice readers and stimulate interest. It could also realize your messages’ viral potential which is indispensable to demand generation.

Consider video. You can never go wrong with image-based campaigns. But if you favor long-term engagements with your prospects, consider posting company reviews, tutorials and news on your YouTube account. Make sure to include links to your landing pages during or at the end of your videos.

Survey your circles. Whether you are on LinkedIn or Facebook, your business’ identity is bolstered in the company of like-minded individuals. In essence, social media is all about maintaining solid social connections that can boost referral and demand traffic.

Have your message ready. Whatever you are selling, it pays to have a considerable amount of knowledge about your industry. This is where compelling content comes in. Information is best appreciated when it is clear, concise and highly searchable. SEO-optimized articles should be considered accordingly.

In addition, a good lead generation campaign is complemented an effective social online presence. Seeing that “social media lead conversion rates are 13% higher than the average lead conversion rate,” companies should take their demand generation up a notch starting with a firm experienced in nurturing B2B leads and managing your online marketing campaign.

B2B-Content-Marketing-Trends-Lessons-and-Insights

How Lead Generation Blogs can help you Market your Business

/in //by:

 

How Lead Generation Blogs can help you Market your BusinessBlogs that are intended for business do not exist solely for the purpose of posting relevant information for customers. They also help in making other people within and outside the industry that such a business like yours exists. In short, lead generation.

There are two basic ways to achieve that: one is by making your blog ‘searchable’ through search engines, thus potentially introducing your site to a new audience; and two, by making your blog content viral and shareable so that more people would be made aware of your blog and ultimately, your brand.

But aside from those things, B2B lead generation blogs can offer other incentives for online marketers, and even for those whose business are entirely offline, as enumerated in a post at Entrepreneur.com. Below is an excerpt:

  • A blog can position you even more as an expert. Blogs typically focus on niche areas of a business or specific topics of interest.
  • In the spirit of guerrilla marketing, blogs are low- or no-cost. A small investment in a domain name and a website hosting service will more than put you well on your blogging way.
  • Blogs communicate news and make announcements instantly. Your prospects and customers are interested in the news you make, the news you share and the news you announce.
  • Blogs allow for the building of communities.The whole concept of “community” is a recent trend in the dynamics of marketing and targeting. Popular blogs become profitable blogs. Blogs become more popular the same way websites become popular: by marketing them.
  • An extension of the community is developing one-on-one relationships. Talk to your audience as if you are having a one-on-one conversation.
  • Blogs have value. Customers and prospects want, need, like and buy value. Information can be very valuable.

As you can see, there are numerous ways a blog can be beneficial to a business. The key is to create a consistent game plan as to how you would want to convey your marketing message to your target audience, as well as to how you would want them to get in touch.

This is where your telemarketing and appointment setting activities would come in. The stronger the foundation through the credibility of your blog posts, the easier it would be to transact and build business relationships with your audience.

Source: Why You Should Use Blogs and Podcasts to Market Your Business

Understanding the B2B Buyer - 4 Rationales of a Purchase Decision (Part 2 of 2)

Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 2 of 2)

/in /2 Comments/by:

Understanding the B2B Buyer - 4 Rationales of a Purchase Decision (Part 2 of 2)

In the previous article, it was discussed that two of the reasons that influence the purchase decision of B2B buyers are 1) to enhance productivity and 2) for business expansion and growth.

The other two reasons deal more with the technical aspects of running a business, but nevertheless just as crucial in a buyer’s tendency to engage with lead generation tactics, whether via phone calls, email or business websites.

To bring in new technology

Businesses always aspire to leverage new technology to be able to outdo competitors. This is particularly true for companies that have no problem investing big amounts on technological advances. Actually, some of them even allot a chunk of their budget for keeping tabs on the newest trends and software in the industry.

That is your target market right there. Buyers like these usually are more receptive towards email-based subscriptions on product updates and even printed brochures. They like watching videos to review products or ask around to verify the quality of recommended services. And most of all, they are most open to conversations whether over the phone or in person. As marketers, make sure you have inside information about how they do their purchasing process and how they would like to receive information.

Need: To Cut Costs

Businesses are always concerned about their bottom lines and are on the prowl for ways to save. Office equipment, software and costs associated with having a physical location add up – quickly. The need to cut costs as a reason for prompting a new purchase received 32% of scores over 8. Perhaps the reason just about third of respondents feel this way is because it isn’t just a lower cost businesses want; they also want more for their money. As B2B Marketing notes, “Less is good. But more for less is better.”

What This Means for Your Business: 

Work with buyers to find a price point that meets your needs and theirs. You should also be creating content, such as whitepapers, blog posts and case studies, which showcases how your product or service can reduce costs for businesses. You know your customers and you can likely gage where they are spending money. If your product or service can reduce costs in those areas, include that information in your marketing materials and sales pitches.

Understanding the B2B Buyer 4 Rationales of a Purchase Decision Part

Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 1 of 2)

/in //by:

Understanding the B2B Buyer 4 Rationales of a Purchase Decision Part

In order to predict a behavior, one must determine the cause. In a business setup, the purchase process of buyers can be traced back to their inherent or emerging needs to maintain their operations. It’s so basic a principle that marketers actually tend to forget to look into.

We can’t blame them. B2B lead generation is an intricate practice, and most of their attention is built around converting prospects into paying customers and nurturing leads down the sales funnel. But for those who can’t seem to put their finger on why they are failing to close a sale, it’s best to be reacquainted with the essential motives why buyers make a purchase decision:

There are four basic reasons, and the first two are as follows:

To perk up production

For a typical business, enhancing productivity is definitely part of the goal. Owners, CEOs and managers are always finding ways to make their operations efficient, and that includes software, general tasks and data reporting. This is common for large businesses that operate mostly on large scale productions or those that handle a big number of human resources. They would usually go for solutions that aim to make everything fast and efficient.

Now when a B2B buyer has that motive in mind, marketers should highlight these desired features on their products. That means putting forward a mantra of efficiency in all lead generation channels such as content marketing, telemarketing or email. This kind of buyer is interested in statistics and real-world evidence that a product can enhance the way they business runs.

For business expansion and growth

When a business decides to expand, it will definitely acquire help in the form of additional tools and outsourced manpower. Although some companies would rather hire a fresh batch of new employees, it would still need to purchase equipment and software for them to use. That also means there will be an influx of customers in the future, which then leads to more purchases.

Again, to position yourself in front of these expansion buyers, you need to offer something that can aid them in the transition period, especially in terms of delivery, packaging and even throw in a discount for bulk purchases. This is usually a big sales opportunity considering the scale of potential purchases. This type of transaction deserves the best nurturing treatment as they could end up regular customers in more years to come.

The other two reasons for B2B buyers’ purchase decisions will be discussed in the next article.