Forget Your Product: How To Sell Your Product Without Talking About The Product

When it comes to selling, one of the most common anxieties that entrepreneurs have is being overly aggressive. Nobody wants to be mistaken for one of those pushy marketers.

Those who are more concerned with forcing their service or product down your neck than with determining what you require. Despite your protests, they keep pushing until you find a way to get out of the topic.

Nobody likes dealing with such an individual, as you are well aware. So you’re terrified about being that person when you’re selling. Let’s be honest. Selling is a difficult task. It’s quite difficult.

The best way to actually sell your product is by actually not really talking about your product – or at least, not yapping your prospects’ ears off about it. The challenge here is how to execute this. 

In today’s article, let’s dive into the productive ways you can sell your service/product without having to really talk about it. 

Say ‘No’ to Pressure

This is one of the most crucial suggestions on the list, but it’s also one of the most difficult. You’re attempting to establish a thriving company. You’ll need clients to accomplish this.

Not only that, but your business may become your principal source of revenue. As a result, it’s easy to feel pressed to persuade each prospect to purchase from you. You may make blunders as a result of the stress. It might cause you to hurry into your sales presentation instead of spending time getting to know your prospect.

However, it’s crucial to recognize that when you’re attempting to sell, this pressure might force you to become that aggressive salesperson. In the end, you will end up losing as a result of this. It necessitates a mental shift on your part. Instead of assuming that you have to finish this deal right now, realize that working your sales process until it’s time to close is more productive in the long run.

Focus on their pain points instead of your product

You’ve undoubtedly heard it before: your consumer is uninterested in your business, product, or service. They are just concerned about themselves. They are concerned with resolving their issues.

Another common error made by aggressive marketers is this.

They hurry into the pitch, oblivious to the prospect’s demands and problems. This communicates the idea that you just consider the prospect as a source of revenue. Then you ramble to go on about your product, oblivious to what your prospect truly requires.

This is another reason why it’s vital to take your time and speak with your prospects. Discover what their issues are and how you might help them.

This method takes a little longer, but it’s more successful in the long term.

The most essential thing to understand about these simple sales techniques is that they all work together to develop a strategy that benefits your prospect. That is exactly what this is about. It is not your goal to sell your goods or services. Your goal is to make life easy for your prospect.

Transformation > Your Product

Nobody is interested in coaching, web design, or consulting services. People are interested in what service may provide for them. Ask yourself, “Why should my ideal clientele care?” while developing marketing materials or promoting a service. The solution to these problems will most likely provide you with some direction on how to sell to your customers.

It’s all too easy to fall into the trap of focusing on what you’re offering rather than why you’re offering it. Make certain you don’t fall into this trap. Communicating about the transformation that customers may expect in your marketing material and providing client results and testimonials are two excellent strategies to guarantee you’re concentrating on the “why.”

Let Your Prospect Talk

There’s no chance you’ll come across as aggressive if you use this sales trick. Why? You’re not speaking because you’re not the one doing it. After all, it’s difficult to be assertive when your prospect is speaking, isn’t it?

It will be much simpler to pitch without being pushy if you let your customer do the talking. It also allows you to have a better understanding of your prospect, improving your chances of closing the deal. Asking outstanding questions is the greatest method to get your prospects to talk.

Conclusion

The most essential thing to understand about these simple sales techniques is that they all work together to develop a strategy that benefits your prospect. That is exactly what this is about. It is not your goal to sell your goods or services. Your goal is to make life easy for your prospect.

It will be difficult for you to become that overbearing, aggressive, hyper entrepreneur that no one likes if you follow these simple strategies to sell. In fact, it will make your prospects perceive you as someone who actually cares about their issues and requirements.

Remember that your sales interactions will be far more effective if you focus on selling solutions rather than items.

Why Enterprise and Scaling Tech Companies Need Outsourced Lead Gen

Lead generation is absolutely critical for rapidly expanding enterprise and tech companies that want to scale quickly.

An efficient way of doing it is through outsourced lead generation.

This article will look at how third-party managed lead generation can help elevate growth and take a company to the next level.

It’s Easier

Outsourcing lead generation is easy.

All they need to do is to speak with a lead generation provider, hammer out reasonable KPIs, and let the specialists run the job.

There’s no need to develop new systems, look for new people to hire, go through the foundational work of setting up a new department, and companies are spared from the endless hours of research that it takes to perfect their funnels.

The burden of trying to hunt down leads and nurture is placed on the third party while they get to focus on what they do best.

And, this takes us to the second point, which is…

Core Competencies and Specializations

Third-party lead generation agencies are focused on bringing in leads and nurturing them through their client’s pipelines. This makes them great at what they do because they specialize in doing them.

A tech company might have a great sales and marketing team, but they might not be equipped to handle a massive influx of leads, and that’s where our more specialized team can come in to assist them.

By leveraging another company’s specialization, a tech company can focus on developing better products, handling after-sales service, and refining its processes.

It helps them concentrate on their core competency and minimizes distractions.

This is why you’ll find a trend of companies outsourcing many of their business operations where they don’t have a core competency to other agencies that have been doing it for years.

You take advantage of that specialization and increase your efficiency through a third party.

Cheaper Costs

One of the less apparent benefits of outsourced lead generation is the lower costs that it entails. When companies are first starting lead gen, there’s a lot of groundwork and infrastructure to be paid for.

When they outsource, it’s already packaged into the cost of the leads being generated.

Take, for example, the cost of specialized lead generation software and systems that can easily run into thousands of dollars. Instead of buying individual pieces, the tech company buys into the outsourcer’s systems leveraging the software they already have.

Hiring specialists is another factor; the cost to hire, train and maintain new staff members is not negligible. And the other indirect costs of expanding the team can also add to the running bill.

This makes it a viable alternative for smaller companies looking for rapid growth.

Quick Deployment

Shifts in the market require tech companies to act quickly on emerging trends. A small loss could mean another competitor is eating up market share, which is why quick deployment is another factor for companies to consider.

Regardless of the tech company has resources to hire new people, buy software, and establish infrastructure, that’s still not going to be enough if they’re pressed for time.

A good lead generation agency can set up campaigns within the month and get a company going with new leads immediately after.

SDRs and specialists are already trained, the infrastructure is already in place, and budding lead lists are just ripe for a tech company to pick from. 

It eliminates the need to wait.

Experience

Specialized lead generation agencies have experience in running tech campaigns.

This means that they’re already familiar with the landscape and know precisely how to set up and increase market share.

Another benefit to experience is damage control. The more experienced a lead generation agency is, the more likely it is that they’ve already gone through everything that can go wrong with a campaign. They can fix things quickly and provide answers when things go wrong with a campaign.

When picking a lead generation agency, companies should always favor those already running campaigns in their industry.

Flexibility

Companies can quickly deploy new campaigns, scale them larger, or even shut them down altogether with third parties.

Having a contract with a provider gives them much flexibility to do many things with their lead generation campaigns.

This flexibility is critical, especially for cash-strapped startups that want to have the option to cancel or increase spending on their lead generation. They don’t have to worry about recouping the fixed costs of investing in specialized infrastructure.

There are many benefits to outsourced lead generation, especially for companies chasing a more significant chunk of their market share. Leveraging another company’s specialization results in more efficient lead generation and allows them to be more effective in bringing in leads.

Promises Lead Generation Companies Make That You Should Avoid

Companies make promises all the time.

Most of the time, they live up to what they say they’ll do, but there are some promises that you should avoid at all costs, especially if they’re from lead generation companies.

In this guide, we take a look at how to avoid bad lead generation companies when they start making promises that sound like…

“Guaranteed High-Quality Leads

There is no way to guarantee that all the leads you’re getting – even from the best lead generation companies – will all be high-quality.

First of all, there’s no way to quantify if a lead is “high-quality” because it’s dependent on the nature of your business and if the agency can service your specific industry.

If you pick an experienced lead generation agency that has examples of similar organizations that they’ve worked in the past, then you can get better leads, but there’s no guarantee.

Any experienced marketer will tell you even the best lead list will only translate to a fraction of those people being converted into sales, and that’s with the best systems in place.

Related: Effective Ways to Generate B2B Leads in Australia

“Using Our Secret Formula”

If your lead generation agency uses proprietary software or has a special method of doing things then that’s great, they’re allowed to protect that.

However, if they attempt to mystify everything that they do, then that’s a sign for you to start looking for someone else.

Lead generation is complicated, but most of the steps that agencies do aren’t a secret. Your prospective lead generation agency should explain their process and tell you what to expect.

That’s just being professional.

For example, at Callbox, we make sure that our clients are briefed on what activities we’re conducting for them and we tell them exactly what our plans are.

You shouldn’t be led to believe they have a magical formula that does the work for you because of the time it’s just a marketing ploy to get you to pick them.

“We’ll Do Everything”

Some lead generation agencies handle most of the work, but they’re really expensive and they pick their clients thoroughly. Most lead generation agencies will provide you with what they do best – generate leads.

Here’s the thing.

You can’t count on your lead gen agency to do everything for you because they might not specialize in what you specialize in. Yes, they’ll bring in prospects, but can you really count on them to be an expert in your field answering specific questions about your business?

No, of course not.

Also, why would you want to assign everything to a third party? As much as there are great lead generation agencies out there, they shouldn’t be the ones handling everything.

Some agencies that claim to do it all for you might also charge you for every single thing that they do and they are also prone to mistakes, you don’t want that especially if you’re a startup.

“We Can Bring X Amount of Revenue”

No, they can’t.

The moment they tell you that you’ll be able to take that X amount of money, you already know that it’s too good to be true.

This is a guarantee that we dislike in the marketing industry because there are just too many factors that can botch up the promise.

The industry could tank, markets shift, economies are dynamic, or maybe the lead generation agency might have a bad week.

There are just too many points to consider.

“This is a Limited Time Offer”

If you’re in marketing, don’t fall for marketing.

A lot of companies will use FOMO to try and force you to act without making a conscious decision to analyze the product they’re offering.

During times like these, you should always take a step back and try to avoid FOMO.

Chances are that this deal will still be there after you decide if you ask nicely, FOMO shouldn’t be a reason that you choose to go with a lead generation agency.

Think about it, why use FOMO, if not to pump up their current sales volumes.

“We Guarantee X”

Once you read the word guarantee.

Always be skeptical when you see the word guarantee.

Unless it’s something concrete, just take it with a grain of salt.

Companies make a lot of promises that seem too good to be true, and the number of companies that can actually live up to them is just a few. The moment you see marketing messaging like this, take a moment to reconsider if you really want to go with their services.

Remember there are a lot of great marketing agencies out there that can help you bring growth to your lead generation. All you need to do is look for them.

Talk to one of our Callbox representatives today and see how we can help you out.

3 Ways Scaling Australian Businesses can Expand into APAC

Win at your home-court. 

If you are one of the scaling companies in Australia, you have to go and make waves and bring home the bacon. 

As a result of the global pandemic, many comparable markets may now be more accessible to Australian businesses looking to expand internationally, particularly in the Asia-Pacific (APAC). This is especially true for businesses with digital or tech-enabled business strategies, which are better positioned to operate across geographical boundaries and take advantage of the pandemic’s strong acceleration in digital adoption. 

Australian companies have the potential to gain an advantage over competitors that are still recovering. Western investors from Hong Kong and Singapore are increasingly looking for alternatives to Asia-conventional Pacific’s commercial hubs in the country because of its strengths as a regional business center. As a result, it is regarded as the region’s proving ground for new technologies and goods. 

Australia is open to investment and continues to be a preferred destination for first-time overseas expansion due to its ease of doing business and access to a stable economic climate. 

Australia has an edge because it is the APAC investor’s home market. Scaling businesses should know how to pull the strings and get forward, and here are three strategies to do it. 

Identify Your Market

Understanding which markets offer the highest growth potential is the beginning step for any international expansion strategy, especially if your company is based on the center of APAC business transactions

As a home-team market, you have the upperhand. With this, you have to focus on the basic market structure in your area (including the competitive landscape) and the associated potential profitability, rather than just focusing on headline revenue growth. Expect your competitors to be vicious and you should let your own market be taken over by foreign companies

It’s also crucial to look at markets in detail; typical growth and profitability patterns can hide potential in individual towns or segments.

Master Your Area

Even in marketplaces that appear to have comparable dynamics or offer potential, local variation must be expected. 

As a company that has the local impact, you should ensure that your planning not only allows for, but embraces, possibilities to adapt to local conditions, demands, and consumer desires. 

This includes not exaggerating your abilities to turn around underperforming local assets or overcome obstacles in your own locality because your foreign competitors will take advantage to be patronized by your own market.

Take Care of Your Relative Advantage

Businesses require a transferrable source of advantage to scale internationally and beat over the many competitors in the new market, including local firms who have a home-market advantage. 

As one of the companies that has the upper hand, you frequently make the mistake of blaming your success in your country based on a unique competency rather than local incumbency, specific conditions, or market structure. 

Before expanding internationally, your business must evaluate the genuine source and your comparative advantage and how well it will translate to a new market. 

Australian residents may still be domestically confined in the present days because of the pandemic, but Australian enterprises are not. With fresh eyes, an imaginative attitude, and hope, they should reexamine the prospects available abroad, especially in the APAC.

How to Capture High-quality Tech Leads in 2022

Attracting high-quality IT leads isn’t difficult.

The challenge is trying to create content that resonates with them and crafting proper buyer journeys that guide them through your lead nurturing funnels.

In this quick guide, we take a look at what it takes to bring in IT leads in 2022 and how B2B companies can scale their processes moving forward.

Personalized Campaigns and Targeted Personas

There are different types of IT buyers and leads, and the first step to creating campaigns for them is understanding how they function.

You need to be able to segment your target customer personas and segment those lists even further.

This is the only way you can create targeted campaigns that leverage hyper-personalized content that resonates with your potential buyers.

When we say personalized, we don’t just mean switching names and industries on a template email. We’re talking about creating a different series of lead nurturing campaigns that ensure proper resources are being sent out to handle specific pain points within the personas.

Related: How Customer Profiles and Buyer Personas Drive Your Lead Gen Campaign

Consider the Buying Cycle

One of your primary considerations when selling B2B IT products is the buying cycle.

Whenever companies acquire IT solutions, they’re often doing so either at the beginning of their fiscal year or when they have a bottleneck that they want to solve immediately.

B2B IT marketers need to consider the length of time it usually takes for a prospect to come in through lead generation and make a buy decision. It could take months before a deal could push through, this means constant lead nurturing from the marketer’s side.

Once the cycle is considered, it will be easier to plan out the length of the entire lead nurturing process and buyer journey.

Related: The B2B Buying Process Has Changed: Here’s How Not to Get Left Behind

Omnichannel is Key

You can’t always message your IT leads cold, they’re not glued to their inboxes all day nor is it their only means of communication. These days, omnichannel is the only way to go if you want to do proper lead generation.

It could start with a cold email that’s followed up with some work on LinkedIn; or you could start by adding them on Facebook, releasing some brand awareness posts, and then giving them a cold call.

No matter what your sequence is, you need to spread out your lead generation into multiple channels to make sure you have the maximum surface area to reach them.

Also, remember not to constantly bombard them with ads for you to sell to them, your leads want a journey. Sometimes your content should be purely brand awareness, at times corporate social responsibility, or you could take the “proper” high road and post actionable content that they can use in their everyday lives.

Being subtle is key here.

Retarget and Remarket

Always make sure you use a form of retargeting to make the message stick.

Most marketers will use the Facebook Pixel on their site so that they can send out a retargeting ad after the prospect leaves their website. However, don’t just stop there, you can even grab the emails of your leads and throw them into a custom audience.

This way you can market to them before or after your cold email campaign.

SEO Centered on Resources

Every marketing digital campaign needs a little SEO to make sure that leads are coming in through main keywords on the homepage, but it’s time to rethink this.

For IT leads you need to think about the value to bring to the table and there’s no better way of doing this than by having resources on your website that can help give your leads actionable advice on how they can do their jobs better.

This means moving some of your SEO efforts from targeting buyer intent to knowledge intent.

Why should we do this?

Simple, a lot of your IT leads do Google searches every day, and if you’re able to service their knowledge needs, who will they come to when they finally need to buy a solution? You.

Also, pushing traffic to your knowledge pages is a great way of building brand recognition and getting to see what you offer, without having to directly sell to them.

The more value that you bring to the table, the more rapport that you get to build.

Related: How to Use SEO To Influence B2B Buyers On Social Media

It’s Not Just the DMU You’re Targeting

Don’t just target the IT leads that are responsible for making the buy decision, although they’re critical in the conversion, it’s not just them who will be using the solution that you are selling.

Make sure you have a separate brand awareness campaign that targets the people who will be using the products that you have to offer. This helps you internally when the DMU calls for a meeting because they will be familiar with the product and in turn sell it to you.


Targeting IT leads doesn’t just rely on proven B2B marketing strategies. They are a more technical bunch that requires special care and attention, especially when it comes to their lead nurturing.

As long as you can guarantee that you’re getting the resources that they need to function well in their roles, you’re on the right track to scoring that deal!

5 Account-Based Marketing Strategies You Can Implement Right Away

Stop wasting your time. 

If you are a B2B company that relies excessively on marketing strategies that target all possible clients on your list, sending them long, monotonous letters and contacting them without considering whether or not they are qualified leads for the business, then you are missing out on efficiency.

Just imagine a way of beginning the sales process by selling directly to prospects who have the best potential and have the highest value for your business. No more wasting time trying to market and sell to clients who aren’t a good fit for your company. A strategy that you can skip over the phases of attracting and delighting your target audience. 

But now, you don’t have to, because all of these became possible through the Account-Based Marketing (ABM) strategy. 

ABM is a business marketing strategy that focuses resources on a small number of key accounts within a market. It makes use of customized campaigns that target specific accounts, tailoring the marketing message to each one’s unique characteristics and requirements. It has been widely adopted across the B2B landscape and 87% of marketers agree that ABM delivers higher than other marketing initiatives.

Hence, if you want your company to be the best to use this efficient marketing solution, here are 5 ABM strategies you can implement right away:

Smarketing

Sales plus marketing equals Smarketing, and then success. It’s simply aligning the sales and marketing of your business where there is a shared system of communication, strategy, and objectives that allows marketing and sales to work together as a single unit. 

Smarketing is achieved through the integration of sales and marketing teams, including your goals, processes, and communications. All you have to do is find a way on and how they can be optimized and together. 

With the help of aligned teams, high-impact marketing initiatives may be delivered, sales performance improved, and revenue increased. Remember to always align to win.

Micro-targeting

Don’t hesitate to micro-target. 

Despite the fact that it requires more time and effort, micro-targeting will have significant benefits for your company because it will allow you to customize your content and messages for various clients.  Divide your client list into smaller subsets without fear then identify the problems that your pool’s various micro clients are experiencing. For each micro-group, there will be a different top product benefit, thus it’s critical to keep this in mind. Using client segmentation, you may deliver the content that will have the greatest impact on a certain group. 

You should make your prospects feel that the content is targeted to them and that their time is valued.

Retargeting

Retargeting is an effective strategy to increase conversions on your ABM efforts. This entails marketing to companies or decision-makers with whom you’ve already interacted in the past, as well as to organizations that may have visited your website and social media pages for the first time.

There are already tracking solutions available that make your life a lot easier. As a result of gathering information from companies who visit your website, you’ll have a list of the company’s contact information that you can use in social media advertising, display advertising, or email campaigns.

Related: Retargeting: 5 Tactics from Drip Email to Lead Generation

Video Personalization Contents

Personalization of your marketing content is key to driving prospects in today’s advanced setup of ABM and what’s more personal than sending a video message to a specific client?

You can send personalized videos to prospects using Email and Newsletters to maximize your ABM strategy. 

The use of video in your email nurturing campaigns is an excellent means of getting the attention of cold leads while also driving greater engagement ratings.

Video has been shown to be a highly successful means of increasing open and response rates, as well as catching the interest of your busy prospect.

Related: Video Software Lead Generation and Sales Development

Social Media & Cost-Per-Click

If you want to drive leads and promote your company in a tight competition against others that utilize new and emerging media technologies, you should make use of the social media platforms in which your prospects are currently engaged.

To produce more actionable results, you can develop an ad that runs on social network news feeds and deploy CPC (cost-per-click), which keeps track of high-value interactions.

You can choose prospective customers who are most likely to click on your ad and, as a result, purchase software for their companies. Ensure you use eye-catching components that entice viewers to click through to your website.

Clients who click on your ad will be redirected to a landing page where they can find out more about your company and the services you have to offer right away.


The future of marketing was only imagined, but now ABM continues to prove that what we have envisioned in the past is achievable after all.  As the world changes, so do businesses’ responses to new developments, particularly in the development of efficient ways to market their services to potential clients. Thus, the ABM strategy speaks efficiency and will still continue to improve.

You don’t want to be eliminated from the game, so stop wasting your time. Get rid of the old marketing and sales approach and immerse with the new and emerging, thus efficient strategies such as the ABM.

Featured - How to Transform Email Churn Rates into Click Rates

How to Transform Email Churn Rates into Click Rates

Churn is normal, but if you’re facing higher churn rates than usual, there’s a chance that there’s something seriously wrong with your implementation.

In this guide, we take a look at what you can do to take email churn and turn it into clickthrough to boost your lead nurturing efforts!

Segment Your Mailing List

One of the biggest causes of high churn rates is the mismatch between the content and the prospect receiving the content, and this happens more often than we think.

The tendency for a lot of marketers is to use a singular newsletter for all their subscribers. Although this may make sense for large operations, it could be counter intuitive.

The reason is there will be a lot of customer profiles on the mailing list from different industries facing different problems, and they might not find that the general content you’re putting out helps them at all.

One way to fix this is to create segmented mailing lists out of your general lists based on target customer profiles and create content that is appropriate for each profile.

This allows for a higher degree of personalization and in B2B that’s what counts.

The more relatable the content is for the prospects that you’re sending emails out to, the more it will resonate with them pushing them further into the sales funnel.

Related: 5 Reasons Why Companies Struggle With Contacts Database Building

Start With Your Subject Line

Start With Your Subject Line

All emails are judged by their subject lines. Even ISPs look at subject lines to determine if your email gets sent to the junk or spam folder.

One way to combat churn rates is to take a look at the way you craft subject lines.

The best way to craft one is to go as simple as possible; tell the prospective reader what they’re going to expect from the email.

You can go ahead and add a little marketing copy if you want to, but make sure it’s relevant and focuses on the end benefit of the reader.

Always avoid spammy lines that make promises that aren’t exactly actionable, you want realistic subject lines that are thought provoking and not built on false promises.

Avoid clickbait titles and words that will get you sent to the junk folder, that represents cheap marketing which could derail your campaigns.

Related: 5 Sales Email Tips That Will Help You Land More Meetings

What’s In Your First Line

Most of the time, your prospect can read the first line of the email in their inbox, and it’s best to think of this as your meta description for the email.

Working on the first line of text doesn’t just help your email open rates, but it also sets the tone when they finally get to opening the email and checking out the content you’ve sent them.

The first line always has to be thought provoking, it could be agreeing with the status quo, a major thought, the solution to a problem, or a summary or the entire email.

Also, try your best to keep it short. Nobody wants to encounter a six-line paragraph the moment they open your email.

While we’re on the first line, let’s talk about structure…

Related: Crafting the Perfect Personalized Email

The Structure of the Email Matters

The Structure of the Email Matters

A lot of your prospects will be checking their emails on their phones and that’s why you need to keep this in mind when structuring your email as a whole.

Try your best to avoid writing beyond three lines per paragraph so that your email won’t be text heavy and intimidating to read.

Remember, that phones only come with limited screen real estate and you want to make the most out of that.

Don’t add to many elements that will distract your reader, this is an email not a high-school newsletter.

And, make sure that you keep things as short as possible, if you want to send out the article, you can tease them with a truncated version in the email and then redirect them to your website with a nice CTA that they can click.

Clear CTAs

Don’t clutter up your email with CTAs that aren’t relevant to the email body.

A lot of marketers tend to add CTAs that give a prospect the option to buy, although there’s nothing wrong with that, you need to be mindful of where they are in the sales funnel.

Add CTAs that allow them to find out more information about the subject of your email.

Don’t Annoy Your Prospects

Some prospects will choose to ignore a couple of the emails that you send out but still keep themselves in your mailing list.

That’s fine, eventually they’ll click on one of your emails and be nurtured further into your pipeline. The thing is don’t send them one-too-many emails, you can do biweekly emails instead of weekly, but avoid overcrowding their precious inbox.

The best way to improve click rates is to keep things as simple as possible for your prospect. You want to guide them towards a nurturing relationship with you.

Be surgical with your marketing campaigns instead of using a sales sledgehammer all the way.

That’s the way to convert via email.

5 Ways You Can Turn a Sales Roadblock Into a Winning Opportunity

5 Ways You Can Turn a Sales Roadblock Into a Winning Opportunity

Sales roadblocks aren’t the end of the world.

Most of the time they’re just bottlenecks that have to be overcome.

In this article we take a look at 5 ways you can turn common sales roadblocks into winning opportunities for your lead generation!

Lead Nurturing – When the Prospect is not Ready to Buy

Lead nurturing

Prospects that aren’t ready to buy are common especially in the B2B realm, and that’s perfectly fine.

There is no reason why they should be removed from a marketing list.

SDRs can use this opportunity to nurture the lead up to the point that they’re ready to buy.

Lead nurturing is also great if you’re planning to upsell in the future, the longer that they stay in the funnel, the more likely it is for a great relationship to form, and this can result in more sales for the company.

Related: Lead Nurturing Marketing Automation Statistics Every Marketer Should Know

Turning Budget Issues into Opportunities

Sometimes using lead qualification frameworks such as BANT and ANUM will immediately disqualify your leads for the lack of available money for the solution. However, that shouldn’t always be the case.

Other sales frameworks such as FAINT and the more buyer-centric NOTE, prioritizes working within available funds or helping your buyer create the budget necessary for the solution that you’re selling.

If you find that most of the people in your list can’t afford what you’re selling, then you still have three considerations:

  1. Change out your prospect list and fix your segmentation
  2. Help them figure out how much money they should allocate to your solution
  3. Move on to internal product development (more on this in the next section)

Related: 2 Surefire Strategies that Increased My Conversions by 70%

Internal Product Development – When There is a Mismatch the Offer and the Need

Sometimes the biggest problem you could be facing is a mismatch between your solution and what the prospect needs.

But, did you know that this is actually great news?

By analyzing how many mismatches you have and finding patterns, you can find out where your product is lacking and toss that over R&D or product development.

This way you can truly create a product that makes a difference for the people that you are selling it to.

SDRs and closers can take this a step further by asking exactly where the solution that they are selling is falling short, so that they know exactly how to position their product in the market.

Other marketers have used product mismatches as opportunities to create enterprise accounts where they sell highly differentiated and custom solutions for their clients. This equals better relationships and better revenues for both parties.

If there’s no way that marketers or product devs can tweak their products, the sales rejection can be used as an opportunity to realign marketing goals and targets.

Building Rapport – When You’ve Got the Wrong Person

Building Rapport

One of the most common problems in lead generation is getting in touch with a person in another organization only to find out that they are not a DMU.

This can mean the end of the line for most of these types of prospects, especially if you use the BANT qualification framework, but it can also be an opportunity to sell.

Getting the wrong person on the phone doesn’t discount the fact that they and the DMU are from the same organization you’re targeting.

For starters, you can use this as a great opportunity to do some research on the company, and how it functions. This will help you in your next efforts to contact the actual DMU as it will give you clues on pain points and what type of messaging to use for your next conversation to be more effective.

Next, you can use this time to use the contact person as an internal “champion” for your sales efforts, if they’re in the right department and if you can build rapport with them, they might be able to help you sell the solution to the DMU.

And, lastly, we get to organizational targeting, this means marketing to the people who will actually be using the solution that you’re selling. This is an opportunity for you to introduce your product to other members of the organization and make it less intimidating when it finally gets onboarded.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do

Asking for Referrals – Sales Rejection

At Callbox, we also highlight the importance of building rapport because it leads to real relationships, and we know that even sales rejection can be dealt with in a productive manner.

If you’ve had a productive conversation with a prospect but it’s been unfruitful due to the lack of a conversion, you can use this opportunity to ask for a referral.

This can easily turn one lead into two or more which isn’t so bad.

You can even use this opportunity to reward them for a good referral!


What we love the most out of these five tips is that you can use them interchangeably and they offer plenty of opportunity for your organization to grow internally. It’s through internal growth that you can convert more and create better solutions for the future.

How to Deal With Top-of-Funnel Marketing Leads as a Sales Rep

How to Deal With Top-of-Funnel Marketing Leads as a Sales Rep

Top-of-the-funnel leads are those that are the very first stages of their buyer journey with you.

They represent leads that have come through because of quick opt-ins, gated content, or even interactions with your organic content.

Handling them is important to make sure that they finally convert and become actual customers, and they represent one of the most critical stages in your lead generation.

In this guide, we take a look at how we should be dealing with top-of-funnel marketing leads as a sales rep, and what you can do to improve your performance.

Before the Buyer Journey

Top-of-the-funnel leads aren’t ready for your product yet.

They just got there and you need to warm them up – more on this in the following sections.

Your focus here is getting them to give you their contact information so that you can market to them further on the sales pipeline.

This means everything that you’re putting out there has to include a form of contact your organization or booking an appointment with you.

The most obvious places to start are your content and landing pages that have to include CTAs and short-form opt-in forms.

However, you can also apply the same touches to social profiles and your email signature to maximize the surface area of your marketing activities. Adding a quick meeting link to your profile isn’t so hard, and tweaking cover photos to reflect your organization’s values is relatively easy to do.

Related: Customer Journey: How To Guide Your Leads To Purchase

Planning the Buyer Journey

Your first step is planning their buyer journey depending on which medium they came from and where they fit into based on their target customer profile.

Now it’s a matter of mapping out when to lead nurture, when to establish first contact, your next set of follow-ups, and how to handle deviations in their journey.

This is also the part where you can start including them in your CRM as “slightly warm” leads that you can start working on to establish relationships with. By doing this, you can easily keep track of where they are in the pipeline and make necessary adjustments.

Research and Prequalification

Now since they’re in your CRM, it’s time to do a little research on your prospect and maybe apply some prequalification. You can start looking at what industry they’ve come from and if they hold any sway to DMUs in their organization.

Once they pass the initial round of prequalification, it’s time to do some research on them.

After prequalification it’s time to start segmenting these prospects depending on their customer profiles, this allows you to create personalized content for them that has the effect of resonating better with them.

This leads to a better relationship with a prospect leading up to the first appointment setting call or opt-in.

You don’t have to do any heavy lifting when it comes to research, it’s enough to know their position, industry, and a couple of other details regarding their demographic profile. This shoud be enough for proper segmentation.

Related: How to Qualify Your Sales Leads Using Proven B2B Methods

Lead Nurturing

The most critical part of managing top-of-funnel marketing leads is your lead nurturing strategy. The moment they enter your funnel means that they’ve indicated some form of interest in your solution and organization.

However, this can’t be labeled as buyer intent just yet.

You still need to nurture these leads until they’ve developed enough interest that can be turned into buyer intent, only then can you start selling to them.

Immediately selling to top-of-the-funnel leads is frowned upon if there’s not lead nurturing beforehand. Not only does the organization come off as one that hard sells, but it also hurts its reputation as one that only cares about its bottom line.

Related: From Feet on the Street to Digital: 3 Sales Tips That Never Left

Appointment Setting and Opt-Ins

After warming them up, it’s time to try a more direct approach – if they haven’t opted in for your services already.

You could send them a cold email, a voicemail, or even just call them directly provided that they’ve indicated that they want more information regarding what you have to offer.

This is when you can start planning out how to deal with deviations to their buyer journey, how you’re going to get them on a next call with you, and what pain points a closer should deal with.

Related: 5 Benefits of B2B Appointment Setting


Once you’re done with these steps you should be close to the end where a closer steps in and helps seal the deal for the organization. However, what you have to keep in mind is that the most critical parts of lead generation and nurturing are the beginning and the end.

You need to make a good first impression because it affects the rest of the relationship leading up to the sale.

Do you need help dealing with your top-of-funnel marketing leads? Then, check out how Callbox can help you bring in more qualified leads!

Sales-Prospecting-Tips-for-Technology-and-Software-Marketers

Sales Prospecting Tips for Technology and Software Marketers

Technology and software sales might be a highly competitive industry, but there’s still a lot of potential for new players to compete and carve out territory for themselves.

In this guide, we take a look at sales prospecting tips that can help technology marketers with their lead generation and make sure that their pipelines are as efficient as possible.

Target Customer Profiles are the Way to Go

Target Customer Profiles are the Way to Go

Prospecting has to start with target customer profiles, and this isn’t just a list of job titles and their corresponding demographics, it has to be more detailed.

Creating target customer profiles usually takes a lot of time. Marketers have to determine their target prospects, pain points, opportunities, goals, and even shared visions for their respective organizations.

Although knowing what sociodemographic to attack is part of a target customer profile, it won’t paint the complete picture of a prospect, getting into their mindset does.

Target customer profiles don’t just allow marketers to narrow down their searches, but it also helps them personalize their interactions with them, helping them create campaigns that resonate well with their prospects.

Related: How to Improve your Sales Prospecting on LinkedIn in 3 Simple Steps

Market to Both Technical Units and DMUs

DMUs (decision-making units) make the purchasing decisions in a company, but marketers always have to remember that DMUs often refer back to their technical teams when it comes to purchasing a technical solution.

Purchasing technology for an organization is a highly involved process with technical teams being asked to come onboard for evaluation and recommendations, and the rest of the organization being organized.

Now marketers can campaign to DMUs all they want but if technical teams are unfamiliar with their solutions, it might be a tough sell.

Marketing to technical teams not only makes them familiar with what you have to offer, but when they’re convinced they can also help in pushing the sale to the DMU.

Personalize, then Personalize Some More

Personalize, then Personalize Some More

Personalization is the only way to go.

It makes prospects feel special, it allows for the creation of content that resonates with the target audience, and it’s an efficient way of marketing.

This is why advanced prospecting techniques such as account-based marketing, rely heavily on personalization.

Prospects like personalized content because it has value to them. They want to read emails that help them understand their challenges, solve their pain points, and give them a new perspective into doing things.

What makes a campaign valuable to a prospect?

  • Does it have actionable points?
  • Does it have answers to questions that are plaguing the industry?
  • Can it be referenced?
  • Are the solutions applicable to the industry?
  • Does it create personal value for the recipient?

Related: 5 Examples of Brilliant Personalisation from your Favourite Brands

Build a Knowledge Base with Content

B2B marketers always have to keep in mind that prospects have already initiated the buying process because they do their research before they reach out. This is especially the case with big-ticket, complex purchases such as software and technology.

This is why it’s absolutely critical for technology and software marketers to have built-up a knowledge base like blogs and tutorials so that the marketing process starts when a prospect that’s doing research lands on their website.

There are a couple of ways of doing this:

  • Create pages that answer a prospect’s research questions regarding the software being sold.
  • Case studies should be well documented and posted, and should span a number of industries.
  • SEO efforts have to be improved for prospects to easily find what they’re looking for on your site.

Related: How To Sell Niche B2B Products with Content Marketing

Leverage Technology (And, If You Can, Use Yours)

There are a lot of ways to streamline the prospecting and lead generation for process, and a lot of it leverages technology.

A lot of prospecting tools and information verification services are available online to look for new clients that fit the sales profile criteria, and once that’s done the data can be sent to a CRM for processing.

For outreach you can take sales lists that you have and automate the prospecting and follow-up process, by mapping your buying process.

By leveraging technologies, sales prospecting can be a more efficient process, companies can save on costs, be on top of hot leads, and make sure that they’re efficient with their operations.

Also, consider integrating the technology you’re selling into the campaigns themselves – if you can, this allows prospects to have a firsthand look at how your technology is being used to bring in business.

This might be easy to do if you’re selling a sales automation or prospecting tool, but there are a lot of creative ways to integrate a software solution into a campaign.


Regardless of the competition, there are still a lot of opportunities for growth. By laying the correct foundation with target customer profiles, adopting the best practices for personalized lead generation, and proper lead nurturing, B2B tech firms can still continue to grow.

Reasons-Why-Generating-Quality-Leads-Is-So-Hard

Reasons Why Generating Quality Leads Is So Hard

Generating leads is already hard as it is, but generating quality leads is the real struggle that businesses face every single day. So, don’t worry. You’re definitely not alone with this struggle. 

Now, let’s look at the main reasons why generating quality leads is so difficult and what you can do to amend these bumps on the road.

Watch Webinar: 5 Times Telemarketing is the Answer

3 lead generation challenges

Struggle #1: Customers that outsmart you

Customers outsmart you

Your customers are constantly bombarded with information overload through various  channels whether it’s on social media or in real life, so having to go through each and every single channel and sorting them out yourself takes a lot of effort. So, when customers directly approach businesses, they already have their arguments and detailed information – even if they’re not accurate or untrue – ready. 

Struggle #2: Lack of buyer understanding

Another big blockage on the road of lead generation is the lack of understanding who your buyers are, what their buying habits are, and what challenges they face. If you don’t have a solid understanding of your buyers, you won’t be able to construct the right messaging and you won’t be able to provide them with the right solution that they’re looking for. 

Related: How to Leverage Buyer Intent Data from Prospecting to Closing

Struggle #3: Your team is lacking

Your team is lacking

Many businesses try to do their lead generation with an in-house team. Now, there is technically nothing wrong with that, especially for small businesses who don’t have the funds to outsource just yet resort to an in-house team until they are stable enough to hire a team. However, most of the time, the problem with an in-house team is that you might be short of people who can be put in charge of your lead generation. Most of the time, these employees also have other responsibilities they have to tend to and can’t afford to keep their focus on solely one task at the same time. 

Related: Biggest B2B Lead Generation Challenges in Australia

How do you solve these problems?

The solutions to these problems are not as complicated or expensive as you might think. Let’s look at them one by one. 

Solution #1: Content is the golden key 

Never underestimate the power of good content that caters specifically to your audience, educates them, and poses solutions to their pain points instead of just trying to sell, sell, sell. Establishing a good content team should be one of your top priorities when doing lead generation. They are the ones who will keep your customers engaged as well as establish your brand on your social media channels. Focus on what your audience needs, what is interesting to them and create content that’s fitting for whichever stage of the buying process they are in. 

Related: How To Sell Niche B2B Products with Content Marketing

Solution #2: Referrals and Testimonials

Referrals and testimonials

Another powerful means of generating quality leads and reaching the right target audience is by letting your current clients and customers be your mouthpiece. When you’ve established a good relationship with your current customer-base, you can ask them if they could make a testimonial for you. The same goes for referrals. Everyone loves getting recommendations from people who have already tested and proven the product/service. So, by letting your customers speak for you, it will have a big positive impact on your sales funnel and leave a good lasting first impression on them as well. 

Solution #3: Marketing and Sales Teams… Assemble!

You may have different departments in your business, but they all have to work together in order for your business to run smoothly. This is especially true for your sales and marketing teams. Though they handle two separate tasks, they have to work together as that is going to make sure that all your potential customers are successfully contacted, engaged, and nurtured. Encourage your teams to work hand in hand for a smoother lead generation. 

Related: 6 Benefits of Including Lead Generation in your Business Dev Strategy

Takeaway

The struggle may be real, but implementing the right solutions will bring your right back on track in no-time. If you’re facing these challenges right now, we hope that our solutions give you a new direction so that you can bring everything back on track. If you are faced with struggles that we have not mentioned in this article, don’t hesitate to contact us at Callbox so that we can help you find the right solution for your lead generation needs.

Featured - 6 Benefits of Including Lead Generation in your Business Dev Strategy

6 Benefits of Including Lead Generation in your Business Dev Strategy

Lead generation is critical to business development strategy.

However, it’s not just there to bring in revenue for the organization.

It also exists to expand the possibilities that a business has for new leads, opportunities and brand awareness.

Today, we share our views as lead generation services company as we examine the importance of lead generation in your business dev strategy and the dangers of not establishing a robust system.

New Revenue

Lead generation is mainly used for bringing in new customers.

No matter how established a company is and how robust the clientele, there will always come a time where natural changes in the economic landscape and in business cycles can cause a downtrend in revenue.

This is where lead generation comes in handy in bringing in new potential customers to fill the gap.

However, that’s not all.

Since all businesses follow a natural cycle, it’s normal for old, regular clients to “die” out, so a company will need to keep filling its list of new people to provide solutions for.

Related: Success Stories in the Age of Digital Marketing

Creating New Markets for Growth

New markets

The lack of lead generation means the lack of new markets for a company to grow.

When a company wants to start expanding its market share or start selling to new industries, they need to have a lead generation in place to lead the charge.

Sure they can opt for old fashioned advertising and marketing, but having a focused lead generation team in place ensures that there are new clients in new markets.

Brand Awareness

One of the best indirect benefits of lead generation is that it improves brand awareness and people’s perception of the brand.

Even the most personalized marketing campaigns will reach people who aren’t part of the target market, and every time content goes viral it affects everyone it reaches.

The larger the investment in lead generation, the more money is spent in marketing, and the more the brand sticks out.

We see companies that have no active brand awareness campaigns benefit from their lead generation efforts indirectly because of the marketing materials that are put out on various platforms.

This is important because brand recognition helps boost a company’s prestige and if an indirect prospect one day needs the solution you provide, you’ll probably be the first organization they hit up.

Related: 5 Examples of Brilliant Personalisation from your Favourite Brands

Business Opportunities

Lead generation doesn’t just bring in prospects that are essential to bringing in revenue, but they can also be a source of future business opportunities.

There are a lot of stories of former customers that have become partners in different businesses allowing entrepreneurs to leverage new talent and resources to scale their businesses. Although this doesn’t happen all the time, you shouldn’t be robbed of the opportunity.

Some companies even have specific lead generation campaigns set up to look for partnerships and opportunities for expansion in their own industry. Think of how smaller startups have dedicated teams that do outreach for partnerships and investments.

This forward facing approach allows them to take advantage of the multiple growth opportunities that exist by collaborating with other people.

The absence of active lead generation could cause opportunities to start drying up for an organization.

Related: Top Lead Generation Success Stories in Australia

Personalized Lead Generation is Efficient

Personalized lead generation

Outbound lead generation is one of the most efficient ways of bringing in leads.

Using methods such as account-based marketing, a lead generation team can swiftly bring in leads especially for businesses with solutions that have shorter LTVs.

In comparison, active brand awareness campaigns might not be worth it for companies who are just starting up or have limited marketing budgets that they can depend on.

By employing proper lead generation strategies, organizations can use their resources properly and build growth efficiently.

A good lead generation strategy is also vital to improving conversion rates, this means less waste when it comes to time, money and efforts.

Related: Email Personalization: What to Do When You Have Limited Data

Lead Generation Leads to Lead Nurturing

Proper lead generation is key to getting people to convert faster, guiding them through a pipeline, or even remarketing to old clients to increase their LTV.

In today’s age, lead nurturing is an essential part of any pipeline, especially in the B2B space, and having a proper lead generation strategy in place usually includes a lead nurturing strategy that’s equally robust.

Lead nurturing allows for better customer experiences and a more meaningful customer journey, and this helps boost the company’s brand.

Related: Lead Nurturing Marketing Automation Statistics Every Marketer Should Know

Takeaway

The lack of a proper lead generation strategy in business development is dangerous because it threatens the potential livelihood of the organization.

However, as you can see from the examples that we’ve laid out it goes beyond maintaining a positive cash flow, it also helps with the way a company normally functions.

When crafting a business development plan, don’t skip out on electing good lead generation strategies, they’ll help the company with sales and supercharge its potential to grow and scale.