Cutting Marketing Spend: When It Works (and When it Doesn’t) [INFOGRAPHIC]

Gartner says that marketing budgets have started to plateau in 2017, after years of steady growth. That’s one of the main things they found in their 2017 CMO survey, which also reported that only two-thirds of CMOs expect a significant increase in their 2018 budget while a third believe their budgets will be cut.

There’s obviously a lot of reasons why companies slash marketing budgets (including tough economic times, shifting priorities, cost-cutting measures, and scaling down operations). Most of these factors are simply beyond any marketing decision-maker’s control. But marketers still influence how much business impact their marketing activities can have. And that’s through carefully planning how (and how not) to spend their budget. That’s what we’ll feature in today’s post.

Cutting Marketing Spend - Infographic

 

Transcript:


When to Cut Spending


#1 The end goals aren’t clear.

Specific goals and objectives all move the revenue needle. If a marketing activity or your overall program doesn’t clearly show this, then it’s a prime candidate for the chopping block.

#2 Marketing isn’t aligned with sales.

There are all sorts of things that can go wrong when marketing and sales are out of whack. That’s why there’s no point in paying for a marketing tactic or project that doesn’t align with sales’ priorities.

#3 You can afford losing out to the competition.

Companies that were quick to cut marketing budgets in past recessions were all outperformed by competitors that maintained or even increased their marketing budgets during the downturn. If you can afford to lose out to the competition, then, by all means, reduce your marketing spend.

Related: Warning: Don’t let Your Market Competitors Eat you Alive

 


When Not to Cut Spending


#1 Decreased marketing spend brings only hard cost savings.

Cost-cutting measures result in two kinds of cost savings – hard cost savings and soft cost savings. If reducing marketing spend only results in hard cost savings, then you’re better off finding ways to maximize the budget you have instead of slashing your expenditures altogether.

#2 Cutting back results in cutting corners.

When cutting marketing spend means scaling down activities to the point where they no longer drive results, you have to wonder if you can really afford cutting corners just to cut costs.

#3 Cutting back is done to fix a misspent budget.

When marketing fails to hit goals, the problem won’t be fixed with budget cuts. The solution is to find new and better ways of using what you already have.

 

 

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Inside a B2B Marketer’s Arsenal of Productivity Tools

Inside a B2B Marketer’s Arsenal of Productivity Tools

Inside a B2B Marketer’s Arsenal of Productivity Tools

The year 2018 will see competition in the B2B industry to become bloodier. We’re not saying that there’s going to be literal blood splattered around. But it’s the fact that B2B players big and small will try to come up with more aggressive tactics for their lead generation and appointment setting campaigns.

For sure, there are trends to watch out for this year, and companies will do themselves a serious disservice by taking these trends in stride. Obviously, generating high-quality leads remains to be the most compelling challenge that B2B marketers will have to face. But unlike the previous, the focus right now is about engaging B2B prospects and emphasizing their needs for specific solutions over your need to go beyond your revenue expectations.

At least 91 percent of B2B marketers have content campaigns that opt to bridge gaps between them and their target audiences. This is according to a Twitter blog post by Heather Eng, who also said that scores of marketers are finding less than stellar successes with their current content marketing campaigns. According to her, 53 percent of content marketers have pointed out moderate successes with their campaigns last year.

Related: The Difference with Australia-Specific Content to Generic Ones

Nevertheless, marketers must keep their eyes set on making impactful campaigns that resonate well with their target clients. And as competition in crucial and highly competitive sectors such as IT and financial services continues to grow, effective audience outreach methods should be the main goals for companies wanting to get heard.

This will also compel marketers to go the extra mile when it comes to producing effective content that not only offers something new to the table but also converts site visitors into hot leads. When your main goal is to achieve record sales numbers, you will have to become a productive member of the marketing team. But in order to become one, you need to equip yourself with all the needed tools and apps that will certainly help you in your outputs.

Here are some of these nifty tools you can carry around on your smartphone.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

 

CoSched

CoSchedule

To most people, managing a blog doesn’t too much effort. The reason is that not much resources and energy are expended on composing a piece of content and hitting the publish button once you’re through revising the whole thing. But what a lot of people don’t know is that blog management takes a lot of factors into account. One of these factors is time management.

Related: Effective Time Management Principles for the Hassled Marketer

Handling a corps of content writers and graphics artists involves a lot of coordination. This means that everything has to run like clockwork. Deadlines must be met and certain blog posts should be published on dates that matter. This is something that tantamounts to a nightmare for a lot of B2B marketers, which is why some of them use CoSched. This handy little tool can help you manage your team’s workflow on top of scheduling important activities. The app also has an analytics component that will help you measure your projects and give you a clear view of what’s going on. When it comes to keeping strict schedules, CoSched will certainly make life easier for you and your team.

Related: Productivity in B2B Lead Generation: Why Complacency could be a Bad Habit

 

Sococo

Sococo

Communication is vital to increasing your team’s productivity. But to be able to lead a more successful marketing campaign, it pays to use an application that rightly delivers on your need for effective teamwork. Sococo is more than a messaging application with features such as IM and video calling. It is a platform that emphasizes the high points of active collaboration.

 

Buffer

Buffer

If you think developing content that hits the right chords in your audience is difficult, then you’re not alone. Content marketing is actually an area that exhausts you to the bone. And we’re only talking about conceptualizing the next blog post or infographic you will be publishing.

Related: 12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]

Marketing thrives on new ideas, but sometimes, you could barely find one that will rightly serve as the basis for your next line of content materials. Curation is an important and, more often than not, a complex part of content development. But applications like Buffer can make the task a lot simpler. With Buffer at least, you are provided a platform that lets you share content and schedule your social media activities, all through the power of automation.

Related: 10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

 

Did we miss any important apps? What do you think are the best tools that B2B marketers should use? Share them in the comment section below.

 

 

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Learn more about how we generate leads for Businesses in Australia!

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Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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Reasons Why You Can't Get Rid of These "awful" Telemarketers

Reasons Why You Can’t Get Rid of These “awful” Telemarketers

Reasons Why You Can't Get Rid of These "awful" Telemarketers

Are you tired of telemarketers calling you every single day?

Whether you like it or not, telemarketers will continue to call you even if you say, “I’m not interested” or you repeatedly hang up on every call.

In fact, “I’m not interested”, “No, thank you.” and Hang up are common responses telemarketers get from their prospects. So don’t expect them to leave you the minute you say, “No!”.

Related: Rethinking Telemarketing and Its Spammy Reputation

Here are the 2 main reasons why you can’t get rid of these “awful” telemarketers.

#1 Prospects NEVER listen.

Most prospects think telemarketers don’t listen. Well, in fact, they are the one that is not listening. I’ve been a salesperson for more than 10 years. Whenever I encounter a prospect who keeps on telling me he’s not interested even before I started telling him why I called, is considered a good prospect to me. Why? It could be that the prospect is busy or in the middle of something so he doesn’t have time to talk right now. What I’ll do is take note of this prospect and set a reminder to call him after a week or so to check if he’s available to talk.

What you can do?

Let telemarketers talk. Find out what they are offering and see if it can be beneficial for your company. Once you do and found out you don’t need their services, then tell it to them.

Related: The Top 3 Communication Advices Every Australian Telemarketer Should Need

#2 Prospects fail to provide the reason why he’s not interested.

As a salesperson, I don’t want to waste my time calling a prospect if I know there’s no opportunity for me to do business with them. So if I called and you told me, “no”, then immediately end the call, you’ll probably hear from me again, soon.

What you can do?

Tell the telemarketer why you’re not interested. Whether you are already using that product or you have a provider or consultant. Let them know, so they’ll understand why you don’t want them to call you again.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

#3 Don’t just hang up.

Salespeople are professionals. They undergo months of training to perform their job well. Not to mention they called and ask to speak with you in a professional way. They deserve to be treated professionally.

What you can do?

Act professional and treat they right. You’ll see they’ll treat you better than you expect.

Related: Telemarketing 101 in Australia: Maintaining Pleasantness throughout the Call

So listen up! The next time a telemarketer calls you, give them at least 5 minutes of your time. Hear them out and let them know whether there’s an opportunity or not. When they found out you don’t need their product or services, they won’t bother calling you again.

 

 

Read more Sales and Marketing, sign up for The Savvy Marketer

Learn more about how we generate leads for Businesses in Australia!

Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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Outback Attack! Introducing Australia’s Top Ten B2B Influencers
Outback Attack! Introducing Australia’s Top Ten B2B Influencers

Outback Attack! Introducing Australia’s Top Ten B2B Influencers

Outback Attack! Introducing Australia’s Top Ten B2B Influencers

Far from being just a hot places populated by kangaroos and emus, Australia is also home to topnotch companies that have a pretty good standing when it comes down to meet demands. Innovation in tech, healthcare, and financial services is what drives growth in the Land Down Under, and major B2B players are doing what they can in order to grow their outreach and get hefty slices out of their respective markets.

It is basically against the backdrop set by digital marketing that both veteran and startup enterprises are investing a great deal of time and resources in improving audience engagement. But besides from setting up a lead generation campaign or knowing which content should they put on their websites, these companies will also need to know a great deal from people who know a lot about making it big in the B2B world.

Here is a list of the top ten Australian influencers that matter right now.

#1 Laurel Papworth

Laurel Papworth

Topping our list is one of Forbes Top 50 Social Media Influencers. Papworth built a name (and the reputation to boot) for herself as a lecturer on all things social media at the University of Sydney. Aside from her impressive experience online during the 1990s, Papworth is certainly your best bet to get started on social media. Her online classes are attended by thousands of students and professionals who are eager to learn more about crafting their presence on Facebook, Twitter, and LinkedIn. This makes her an important figure in the Australian B2B community.

Related: 15 Australian Blogs You Should Be Reading Right Now

 

#2 Jeff Bullas

If it’s internet marketing that you are seeking, Bullas is your guy that’ll get you what you need. Listed as one of 20 Top Influencers of CMOs by Forbes, Bullas started out his career back when Facebook was still in its formative years. But seeing the potential of this social networking platform had somehow animated Bullas to develop a fondness for online engagement. Now, he enjoys an impressive array of followers on both Twitter and Facebook – which is really not bad for an idea of a ten dollar startup.

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

 

#3 Darren Rowse

Darren Rowse

Brushing up on your blogging skills? Businesses couldn’t really separate themselves from blogging since it’s an activity that helps them become more visible online. It’s also an activity that takes a lot of. Just ask blogging guru, author, and speaker Darren Rowse. To him at least, popular blogs start out small and quickly become influential using the right techniques and methods. Here are the 12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]

 

#4 Stuart Streling

Stuart Sterling

Melbourne native Stuart Sterling is a marketing exec who takes his job seriously. Seeing how marketing can drive revenue and growth, he will never hesitate to share his insights on what needs to be done in order to make a good impression.  

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

#5 Heather Porter

Heather Porter

Her name might remind you of that world-famous wizard everyone’s talking about, but Heather Porter will tell you don’t need magic tricks to make marketing easier and more effective. At most times, you also need to craft effective digital strategies to truly make a difference.

Related: Top 5 Digital Marketing Tools: How to Use Them to Capture B2B Clients

 

#6 Carolyn Hyams

Carolyn Hyams

Having 10 years’ experience in the digital marketing world isn’t exactly enough to make you an expert in that arena, right? Well, it worked differently for Carolyn Hyams who has rightly used this duration to absorb everything she could about online branding.

Related: Follow Friday: A-Lister Salespeople who Have Set a Good Example

 

#7  Jenni Beattie

jenni beattie

A veteran of the healthcare industry, Jenni Beattie now works to give everyone a heads up on the most effective ways to attract people through content. More importantly, she gives excellent advice on PR and how to attract the right people to your brand.

Related: The Difference with Australia-Specific Content to Generic Ones

 

#8 Neil Walter

Neil Walter

As Managing Director of Walter Analytics, you can bet your bottom dollar that Neil Walter will give you the things you want to hear about advertising online. And putting importance on the role of analytics to marketing will eventually drive home the point that B2B is all about the numbers. The higher they are, the better!

#9 Raz Chorev

Raz Chorev

With a focus on helping other businesses and individuals succeed, Raz Chorev is one entrepreneur you would want to have a cup of coffee with. Having worked with big names in different industries, Chorev is a master in giving sound advice for when you need to look for business opportunities online.

#10 Alister Cameron

Alister Cameron

As a marketing exec, Alister Cameron has been active in the blogosphere as a consultant. His extensive experience in blog writing, SEO and, of course, social media has ‘made him an authority figure to businesses that want to spread their clout online.

 

 

We’ve been Generating Tech Leads for more than a decade

Learn about our IT and Tech Lead Generation Process

Contact us, Dial +61 2 9037 2248

 

 

This eBook features over 150 data points hand-picked from more than 60 reputable whitepapers, slide-decks, industry reports, and other published materials. Beef up your 2018 marketing plan, click here.

150+ Software/Tech Marketing Stats to Help You Plan for 2018

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Fintech Growth Report

Fintech Growth Report: Why You Should Invest in Australia in 2018

Fintech Growth Report

For the past 5 years, Fintech is one of the fastest growing industry in Australia, with the 3 largest sectors; investment, payment and lending. Over the years, there has been a five-fold increase in the number of Fintech startup companies in Australia, according to KPMG.

As of November 2017, EY FinTech Australia Census found out that Fintech companies in Australia are enjoying a 200 percent annual median revenue jump and increasingly planning to expand overseas, based on the report.

Fintech stats

(Image credit: Fintech Australia)

Here’s why they do and why you should too.

  • The number of Fintech startups in Australia increased from around 100 in 2014 to almost 600 companies at the end of 3rd quarter this year.
  • Around 24% of Fintech companies (those that are in business for less than 3 years) reported having revenue growth increase of more than 700%.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

With the following that is considered to be the most effective initiatives showing industry growth:

  • Improving the research and development initiative (87%)
  • Government mandated open  data controls (85%)
  • Capital gains tax relief (85%)
  • Reduced payroll and other taxes (83%)
  • New payment platform (82%)
  • Fintech industry has 512 Australian and 67 offshore companies that are operating locally.

Related: Jaw-Dropping Growth of Fintech Industry After 18 months

As Fintech industry matures, more and more Fintech companies in Australia are claiming they are ready to go global in the next 12 months. With that being said, more and more entrepreneurs are investing in putting up Fintech companies all over Australia in the upcoming years.

 

 

We’ve been Generating Tech Leads for more than a decade

Learn about our IT and Tech Lead Generation Process

Contact us, Dial +61 2 9037 2248

 

 

This eBook features over 150 data points hand-picked from more than 60 reputable whitepapers, slide-decks, industry reports, and other published materials. Beef up your 2018 marketing plan, click here.

150+ Software/Tech Marketing Stats to Help You Plan for 2018

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150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

In a few short weeks, we’ll be wrapping up another year. So now’s a good a time as any to look back at where we’ve been with our marketing efforts and, more importantly, to plan where we’re going. To help you refine your 2018 marketing strategy, the Callbox team is releasing an extensive compilation of key software/tech marketing stats as a free eBook.

We dug into more than 60 reputable published sources and pulled out over 150 data points every data-driven tech marketer should include in their planning assumptions. But we didn’t stop at simply listing the numbers out. We’ve also grouped the stats into 35 actionable insights gleaned from the data.

Let’s take a sneak peek.

Insights on Overall Strategy

Forrester expects digital disruption to shake things up in 2018 and become the new normal for B2B marketing. Most other research into B2B software/tech marketing seem to bear this out. Among the essential overall marketing insights the numbers point to are:

  • Tech buyers are evolving along with the purchase cycle. Millennials now comprise a significant chunk of the tech buying committee, while baby boomers and Gen Xers are starting to take a backseat.
  • A growing number of marketers in complex-sale B2B products (especially tech marketers) now embrace account-based marketing (ABM). Case studies and industry reports show that ABM strategies outperform other traditional methods in several key criteria.
  • MarTech and marketing automation platforms remain a critical component of tech marketers’ toolkit, although several studies point to both opportunities and challenges for marketers in this space.
  • For a number of tech marketers, AI has evolved from a shiny new thing to something they can’t do without. More and more marketers plan to invest in AI for various practical applications, from predictive lead scoring to big data mining.
  • While MarTech continues to improve, data quality still bothers a huge percentage of tech marketers. In fact, they point to data as a major obstacle that’s keeping them from getting the most out of their tech stacks and campaigns. Up to the present time, tech marketers encounter difficulty gauging performance and returns.

Almost 9 in 10 tech marketers rank improving the ability to measure and analyze marketing impact as a top priority.


  • This is why a majority of marketers still think their budgets won’t be enough to hit their marketing objectives, even though most of them will see a bigger budget next year.
  • From the top three campaign priorities of B2B marketers (reaching audiences at the right time, matching strategy to audience behavior, and identifying the best channels to use), tech marketers encounter the most difficulty in connecting with prospects at the right time.

Channel-Specific Insights

The eBook also delves into current and future trends shaping content marketing, email marketing, social media, organic/paid search, and other tech marketing channels. Some highlights include:

  • Content retains its throne as king of the software/tech marketing world. IDG explains that tech marketers are now seeing the benefits of pioneering “brand as publisher” strategies. The next priorities revolve around precise measurement and diversifying the content portfolio.
  • Email remains very much alive. That’s because study after study reveals tech buyers prefer emails both for business communications and for sourcing information. No other channel comes close to the spectacular ROI emails offer, especially if emails are used to reinforce engagement and conversion in other channels. Read  The Great Email vs. Social Media Bakeoff (2018 Edition) if you’re not convinced yet.
  • Almost all software/tech marketers use some form of social media marketing. That’s despite a huge number of tech marketers claiming social media is their least effective lead generation channel, and only 1 in 4 tech buyers turn to social media to learn about new products.
  • Software/Tech marketers are big fans of SEO and PPC. That’s because an overwhelming portion of their target audience relies on online search when evaluating potential solutions.
  • Traditional initiatives like tradeshows and free trials still occupy an important place in the tech marketing mix, while newer strategies such as cross-border marketing are gaining traction among tech marketers.

The Takeaway

It’s an exciting time to be a tech marketer today, and things are bound to get even more interesting next year. This post only scratches the surface of what you’ll learn from the eBook, so get your free copy right now.

 

 

We’ve been Generating Tech Leads for more than a decade

Learn about our IT and Tech Lead Generation Process

Contact us, Dial +61 2 9037 2248

 

 

This eBook features over 150 data points hand-picked from more than 60 reputable whitepapers, slide-decks, industry reports, and other published materials. Beef up your 2018 marketing plan, click here.

150+ Software/Tech Marketing Stats to Help You Plan for 2018

4 Steps to Successful Inbound Lead Generation for Financial Sectors
Little Known Ways to Hassle-Free Telecom Lead Generation

 

Top Thanksgiving Day Values to Add to Your Marketing

Top Thanksgiving Day Values to Add to Your Marketing

Aside from being a holiday that’s mostly about turkey and pumpkin pie, Thanksgiving is an opportunity for the family to come together and appreciate the things we have right now.

Of course, there is a reason why the word “thanks” is in the name, and we could hardly ignore its historical context. Apparently, Thanksgiving goes beyond the feast that saw Native Americans having dinner with English pilgrims. Rightly so, it is for the fact that the holiday itself includes values that are essential not only to American society but to Australian society as well.

And despite the cultural and geographic barriers, Australians can also look at Thanksgiving as a source of important values that can shape personalities and, more importantly, help us in everyday life.

For the B2B crowd, Thanksgiving offers a lot in almost every aspect of running a business.

From business strategy to implementing an effective B2B lead generation and appointment setting campaign, the Holiday can essential knowledge on how to make your business standout like your Grandma’s special pumpkin pie.

The essence of Thanksgiving is anchored on appreciating the good things that other people have done for you. Of course, no Thanksgiving dinner would be complete without the customary toast where each member of the household announces the things they are thankful for.

In the same way, businesses should also consider appreciating not just its staff, but also the clients that have made success possible. In this case, a verbal “thank you” is just not enough. There are other things you can consider that will greatly express just how much you appreciate the partnership you and your client share. Here are some ideas for that:

#1. Express your gratitude

Nothing beats discounts as a way to give back to your clients. Discounts are in fact effective in terms of strengthening the bridges that have led prospects towards you in the first place. Giving this discounts can also greatly influence how a prospect perceives your brand. In particular, they will see it as a company that really does put customers above everything else. So, whenever you celebrate an increase in your monthly revenues, make an announcement and offer something that would make your clients like you even more. More ideas on how to make your Australian feel special.

#2. Provide freebies

What could possibly outmatch discounts? Well, freebies of course! The fact remains that giving out free offers can actually help in keeping your client interested in your offers. The best way to go about this is to give coupons for special offers or codes that will enable your clients to acquire a prize.

The most important thing is that you give your clients something to remember you by. It’s only a matter of knowing the type of gift you want to give and it makes, even more, sense to consider your clients’ interests. With that being said, here are a few of our free downloadables:

#3. Express your gratitude personally

An even better way to express just how thankful you are towards your clients. For this, you have to personally thank them. Intimacy is still an important ingredient in business outreach and you can always secure better client relations through various means of expressing intimacy.

For good measure, you can always rely on a good email marketing campaign to send newsletters to your clients and provide them more reasons to keep in touch.

Still, the best way you can enrich your relationship with your clients involves talking to them directly. You can do this by giving your clients a call through telemarketing. For this, you need to rely on the right people that have the right skills in translating your appreciation.

#4. Grow your network

LIke what the Native Americans did to the pilgrims, business should always consider making friends and growing their professional networks.

Despite increased competitiveness in sectors such as IT and financial services, it is still essential for companies to reach out towards other enterprises and build rapport.

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

#5. Go out and socialize

Thanksgiving is also about socialization. Not only is it a time for family members to come together, it is also an opportunity to share stories and build strong relationships with your client base. Industry events are aptly suited for this, and companies should make it a priority to attend important functions such as trade shows and seminars where they can share in a cornucopia of knowledge.  

 

 

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Top 10 Proof that Outbound Efforts Help Close Deals in Australia

Top 10 Proof that Outbound Efforts Help Close Deals in Australia

Top 10 Proof that Outbound Efforts Help Close Deals in Australia

Cold calling, lead generation, appointment setting, email marketing and event marketing.

In fact, there are a lot of outbound lead generation efforts that can help you create brand awareness, build a relationship and nurture your prospects.

Let’s face it, outbound sales leads nowadays has a longer process and are often hard to close. But that doesn’t change the fact that outbound lead generation is still considered the best way to generate more leads for your business. Here are 10 proofs that outbound efforts can really help close deals.

Emails

Emails are sales rep’s best friend. Here are some stats that show that emails are considered a powerful tool when done right.

  • Marketers who use personalization in their subject lines see 26% more opens. (Source: Campaign Monitor)
  • Email marketing has 2x higher ROI than cold calling. —MarketingSherpa
  • Subject lines with the recipient’s name are 2.6% more likely to be opened. — Retention Science
  • Adding video to an email can increase click rates by 300%. (Source: Emma)

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

 

Voice

Telemarketing is still considered the fastest way to generate leads. Contacting prospects and getting “yes” or “no” answer lets you focus more on good prospects that are really interested to do business with you.

Here are some stats that outbound B2B telemarketing is still your best option for lead generation and appointment setting campaigns according to 72 Solutions.

Telemarketing is the most effective lead nurturing technique. At least 60% of Marketing Managers claim that telemarketing is ‘very effective’ for lead nurturing. Learn The Four P’s Of Sales Leads Nurturing.

Telemarketing delivers far better quality leads than social media. Although social media is more popular, telemarketing delivers higher and better quality leads.

B2B Telemarketing is NOT annoying. In fact, Managers expect to receive sales calls. According to SCi Sales Group, B2B telemarketing is not annoying – especially in B2B. Managers expect to receive sales calls, it is part of their job and a way to find better and reliable suppliers.

Related: Rethinking Telemarketing and Its Spammy Reputation

 

Social media

There is more to social media than just simply staying connected with friends and families. Facebook, Twitter, Instagram, etc are also used for business to generate sales. In fact, here are some of the stats from Triblio.com that shows social media channels can be used to increase sales and profits.

A company with the highest social media activity increased their sales by 18% +.

Letting sales reps handle the social media campaign has is the best idea. Why? 72.6% of salespeople who uses social selling as part of their sales process outperformed their sales peers and exceeded their quota 23% more often.”

 

Multi-channel

In order to get higher close ratio, it is important to become visible. Reaching out to your prospects through various channels – emails, voice, chat, web, social media and mobile is the best technique for lead generation.

Here’s 1 proof that an outbound effort using multiple channels is considered the best way to close deals in Australia.

Multi-channel marketing program and marketing automation platform show sales growth by 33%.  (Source – Callbox Australia)

These 10 proofs show that up to this date, outbound lead generation is still relevant. Many marketers still use outbound marketing to reach out, nurture and build relationships with their prospects. Because they know, one day, they can convert these prospects into actual customers.

 

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +61 2 9037 2248

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Sample Cold Calling Templates for All B2B Industries
Rethinking Telemarketing and Its Spammy Reputation
Why Rapid Growth Plans are Important to a Small Company

Why Rapid Growth Plans are Important to a Small Company

Why Rapid Growth Plans are Important to a Small Company

Cash flowing and higher profit mean all of your hard work is paying off. Business is growing fast and you may want to take advantage of the opportunities that are out there. You decide to hire new employees, transfer to a bigger location or open up another branch to cater to the increase in demand of your consumers.

Rapid growth can be overwhelming sometimes, but as a small business owner, you should take risks and must always be thirsty for expansion.

There are 3 stages of small business growth.  

Stage 1. Existence.

In this stage, you try to get more customers and make sure to deliver the product or services that they need.

Stage 2. Survival.

You have enough customers and you make sure to satisfy them with your product and service in order to keep them.

What can you do?  Ask for suggestions from your customers and use their feedback to continue to improve your product and services.

Many small businesses stay longer on this stage in order to earn a higher ROI and capital to move to the next stage.

Related: Frozen Sales: These New Marketing Channels Will Break the Ice

Stage 3. Success.

Business is doing well. Now, you’re in a dilemma where you have to decide whether to expand or just keep the company stable and profitable.

This is the part where most of your business growth is happening. During this stage, you may need to delegate some of the responsibilities to your staff. Most successful business owners usually divide their staff into two – sales and production.

However, despite the success of your business, whether you decide to expand or just keep it as it is, you have to make sure you have a steady cash flow and a backup plan to cover up all of the expenses needed for expansion.

Related: 4 ways for your IT Business to Access to New Markets

According to rba.gov.au, small businesses make an important contribution to the Australian economy. But for a small business to keep up with rapid growth and avoid future disasters, you should plan, plan, plan!

It is essential for every business owner to research and plan on how they want their business to be. Sad to say, despite all of the planning and hard work, you will still encounter common problems caused by the rapid growth of your business. Problems such as;

  • You can’t afford to get a bigger place yet so you don’t have enough space for everyone to work efficiently.
  • If you consider moving to a bigger location, you might not have enough cash to meet the expansion costs.
  • In order to generate more income, your staff needs to take additional workload and pressure.
  • A decrease in productivity because employees cannot cope up with extra work.
  • Because employees are under pressure, they tend to operate reactively rather than proactively.
  • Under pressure employees develop low-quality products resulting to an increase in customer complaints.
  • You’ll lose your customers to your competitors.
  • Higher employee turnover. You may need to hire and train new staff because employees are leaving.

 

Responding to rapid growth

Refusing to grow because you’re scared to come out of your comfort zone won’t do you and your business any good. How you respond to the rapid growth of your business is important for your business to grow and overcome problems along the way. But the success of your business depends on how well you can execute your growth strategy.

According to Chron, here are some common growth strategies every small companies must use in their business.

  • Product Expansion

When a product is popular, you need to develop or add new ones in order to keep up with the demand. For a small company, in order to grow and increase its sales, you can either expand your product lines and stay ahead of your competitors.   

Related: Lackluster in Business Growth? Re-evaluate Close Rate and Retention

  • Market Penetration

Market penetration focuses on selling existing products or services into existing markets. You can either lower the price of your product or service to increase your sales volume. Here’s how to do negotiate in sales like a pro.

  • Market Expansion

Also known as market development. If you think there is no room for growth within your current market, it’s best to consider a new market for your product to increase its sales and profit.  Here are some growth hacking lead generation tips to help you start with.

So start planning which path you want your business will lead into and make sure to execute it well for your business to grow successfully.

 

 

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Increase the Flow of Product Demand of your Software Company

Increase the Flow of Product Demand of your Software Company

Your website looks good, you constantly update it and you have high-quality contents. However, it feels like your efforts are not paying off because it’s not getting enough enquiries and sales.

Let’s face it, many websites are not designed to convert and that’s the main reason why they all fail.

If you’re a software company and you wish to attract more visitors, you have to talk about value. Having a strong value proposition is the only thing you need to retain and increase your website enquiries.

There are a lot of different ways to increase the flow of the product demand of your software company on your website. Here are a few tips that set high converting websites apart from their competitors.


Tip #1. ALWAYS include your phone number in your website header.


If you have a 24/7 customer service team who answers the phone it is important that your phone number is visible on your website

You can either create a sticky website header and put your phone number, encourage your visitors to make an appointment on your service page or make it a secondary call-to-action on your blog post.

Callbox CTA

Related: How Software Marketers Overcome the 3 Biggest Marketing Challenges


Tip #2. Do Not Forget to include Call-to-Action buttons on your website.


Every software company, big or small should incorporate CTAs in their strategy. Your website’s homepage, service page, etc must have call-to-action buttons such as;

  • Book an appointment
  • Visit us
  • Request a quote
  • Call us
  • Inquire now
  • Email us to learn more

Newsletter CTA

Contrast colors are normally used for CTAs so it can be more visible on the screen.

Related: Sample Appointment Setting Scripts for SOFTWARE


Tip #3. Include a contact form at the bottom of your page.


Encourage your visitors to take an action by putting an inquiry form at the bottom of every page with your phone number will definitely help increase online inquiries.

Callbox Pop Up

You can also use the contact form as popups.

Related: Are sales reps happy with the inbound leads on your website?


Tip #4. Add videos to show demonstrate how your product works.


Videos on websites have many benefits. Google love videos so it gives you a higher chance of appearing on page 1. Not to mention, video demonstration has the power to bring your software product to life. Showing what your software can do that’ll make your users life easier will make your audience want it more.

Related: 15 Australian Blogs You Should Be Reading Right Now


Tip #5. Place a live chat widget on every page of your website.


If your goal is to generate more enquiries, a live chat can definitely help. When a visitor visits any pages of your website, program a live chat to pop up after a few minutes to invite the audience to engage in a conversation with you.

Ugly website design or not, the bottom line is the value of your offer to your users, the more likely you are to have a higher flow of demand for your software product.

 

 

How to have qualified software leads in Australia without a hassle!

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The best practices we’ll go over in this guide cover five (5) key areas of your website’s look and feel that you need to carefully tweak to transform it into an effective lead generation tool. Grab your copy here!15 Brilliant Web Design Hacks That Convert Traffic into Leads

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How Australian Companies Can Turn Bad Reviews Into Opportunities - The Callbox Way

How Australian Companies Can Turn Bad Reviews Into Opportunities – The Callbox Way

How Australian Companies Can Turn Bad Reviews Into Opportunities - The Callbox Way

B2B companies shouldn’t always expect strawberries and kisses from both existing and previous clients. Other times, they have to deal with bad reviews. And this shouldn’t come as a surprise even to multi-awarded brands that put client expectations in the forefront.

But it’s not always that expectations are met. Like everything else in the universe, companies need to realize that perfection is an impossibility. But this doesn’t mean companies should just roll with all the criticism they’re getting. These bad reviews however injurious can actually identify and address areas of improvement in an enterprise.

Even for a B2B marketing service that has been known for delivering high-quality results to clients across various industries, Callbox also has its fair share of bad reviews from Australian clients. But instead of thinking about how “haters got to hate,” we just decide to focus on making important changes to the way we do things here.

How to Turn Criticisms into Opportunities

A case in point was how one client felt that the leads we generated were not in line with their revenue goals. When we saw the review for the very first time, we immediately conferred the teams handling the campaigns to figure out what went wrong. Eventually, we were able to pool our inputs together and made pre-emptive action plans to prevent a similar issue in the future.

In our case, we put our best foot forward in our lead nurturing and qualification. We were able to define our lead generation processes thoroughly and made necessary changes to ensure the quality work we put into handling our clients’ marketing campaigns. As an added measure, the Callbox Pipeline was further developed to give clients, even more, control over their sales prospects.

Aside from improving our infrastructure for generating quality sales leads, we also focused more on continuous training of the manpower we currently have. It is, after all, every business’ philosophy that points to human talent as a driver of business success. This is why we were able to improve the performance of our teams by hearing them out and update their skills when possible. After all, you can’t just brag without something to show for it. And sometimes, you only need to secure the best results by keeping in constant communication with your team members and develop skills that focus mainly on making the right talking points that target audiences can respond to.

Related: Clutch Ranks Callbox Among Top 5 B2B Firms in 2 Service Categories

A Rainbow After the Storm

We were able, to sum up, this experience by realizing just how essential it is to consider every criticism that clients make on certain products and services. We learned that certain drawbacks can actually help improve companies even more and it makes sense for these companies to accept every single review, however harsh, as an important part of business growth.

But far from the fact that constructive criticisms can impact the bottom line, acting on these criticisms is also useful in terms of keeping clients happy and contented with the service. For sure, such criticisms can put your brand’s reputation on the brink of failure. Oftentimes, you just can’t help but be defensive about it by giving reasons and not admitting your own imperfections. But it is always a good idea to just act fast on these criticisms rather than to wait for these to blow over. If anything, letting these criticisms unaddressed only works to cause your business to stagnate.

Related: Callbox is One of the Most Sought After Lead Generation Services for 2017

At the end of the day, you will have to make sure that your responses to criticisms are well-suited to address the needs of your enterprise and, more importantly, those of your clients. Because if you can do it well enough, you can regain the trust you have lost and provide your business a needed boost in its reputation.

For us here at Callbox, we were able to reap a great deal of praise on account of the responsiveness we reserve for our clients. Here’s what Agent Branding System Founder and CEO Jonathan Anderson have to say:

 

“I’ve used Callbox now for about four months for my internet marketing company. The first two months they did not pay off. However, with some additional training on my part, they started to close a higher percentage of my target audience. They’re really smart, nice and are really working hard to keep my business. My dedicated team keeps me up-to-date with frequent communications. My ROI is getting stronger and my CPA is starting to drop.”

 

 

Get to know Callbox even better. Watch our video

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Callbox is One of the Most Sought After Lead Generation Services for 2017
A List of the Top IT Trends in the Outback [INFOGRAPHIC]

A List of the Top IT Trends in the Outback [INFOGRAPHIC]

People tend to think about the Land Down Under as the most dangerous place on earth. Basically, any animal you come in contact with has a potential to kill you. This has produced memes calling Australia the Land of Nopes.

But in recent years, the country has enjoyed relative growth in crucial sectors, particularly the IT industry. Much of this optimism has been spurned by the fact that Australian companies are beginning to uncover more opportunities in growing revenues and competing with international brands.

As things go at the moment, there is a lot of things to be positive about. Here are some of the trends you will expect that will have you saying “Yes!” instead of “Nope!”

A List of the Top IT Trends in the Outback [INFOGRAPHIC]

Transcript:

Augmented and virtual reality gets increasingly popular

There is a growing market for virtual reality software caused mainly by curiosity and interest towards the concept. IT companies, in this way, will have to exploit this trend and add their own brand of innovation to the fold. After all, VR is still a work in progress, but developing fresh ideas about it will eventually give the IT industry a good boost.

Related: 4 ways for your IT Business to Access to New Markets

Analytics-driven marketing

The IT market will become even more complex as new players are bringing in powerful guns. The competition will get even tighter as companies continue to invest heavily in developing better technologies. Along the lines of marketing their products, Australian tech companies need to focus a great deal on the most important metrics from which they can create better audience engagement strategies.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

Everything-as-a-service becomes important

A Deloitte report sees that IT enterprises will skew inevitably to adopting bulked software services that benefit core business operations. This will, in fact, lead to making important operational as well as organizational changes, and for IT companies to upgrading to ERP platforms.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Higher business penetration rates

Deloitte also points out that IT companies will continue to secure better opportunities for their brands. This is due to the fact that more and more businesses see the significance of setting up efficient software and IT infrastructure to streamlining their day-to-day operations. We should expect higher demands for automated marketing services and emerging technologies benefitting core business processes.

Related: Is Technical Jargon Necessary in Communicating with IT Leads?

Data intelligence is the intelligent way to go

Lastly, the IT industry will see more prominence in data acquisition and analytics. In fact, applied data intelligence has been listed as a top priority in “Gartner’s list of Top 10 strategic predictions for 2017.” Even more so, businesses will invest heavily in adopting smart technologies and training their teams on how to handle these tools and make the most out of them.

Related: Jaw-Dropping Growth of Fintech Industry After 18 months

 

 

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