With things constantly evolving in marketing, keeping up with the latest developments can feel like a full-time responsibility. That’s why we publish materials and resources that help you navigate the ever-changing marketing landscape. We want you to gain insights needed to drive results.
Here’s a list of our most popular eBooks. These serve as excellent references on various areas of modern B2B marketing—from how-to guides and best practices, all the way to industry trends and benchmarks.
So, browse through the selection and dive into a topic you like or include all titles into your reading list. These hot reads will help you become a better B2B marketer.
#1 Weeding Out Junk Leads With Predictive Lead Scoring
Not all leads are created equal. At any given moment, some leads are more qualified and sales-ready than others, while some will never become your customers. Assigning lead scores helps you manage and engage leads effectively. But, as the buying cycle becomes ever more complex, traditional ways of scoring and ranking leads are now starting to grow obsolete.
This eBook is a short primer to predictive lead scoring. Predictive lead scoring greatly extends what lead scores can do, and this guide teaches you everything you need to know to start using it in your marketing program.
#2 Why You Should Bet Your Money on Digital Marketing (And Win)
If you’re still holding out on digital marketing for some reason, this eBook will change your mind. Packed with real-world trends and statistics, this guide builds a solid argument for developing and executing a digital marketing strategy right now.
This whitepaper shows the value that digital marketing delivers. It talks about which tactics to focus on for different business stages and strategic goals. Most importantly, this guide helps you build a winning digital marketing strategy from scratch.
#3 New and Improved Ultimate Lead Generation Kit to Jumpstart your Business
Modern B2B lead generation can feel overwhelming and daunting to even the most experienced marketers. There’s simply too much in the way of information, tools, tactics, and strategies.
This latest edition of our lead generation kit untangles the complexities in the art and science of acquiring leads. It’s a step-by-step guide to building a fully-functioning lead generation engine. With this eBook, you’ll learn the lead generation process and the role that each lead-generating channel plays, as well as how to tie everything together with the right platform and people.
#4 15 Brilliant Web Design Hacks That Convert Traffic into Leads
Your website and landing pages are excellent sources of qualified leads. But it takes the right balance between content and design to maximize web conversions.
With the 15 web design practices cited in this eBook, you’ll be able to boost the number of leads generated from your web traffic. The 15 practical tips have been hand-picked based on solid science and concrete results, focusing on various design elements that influence conversions.
#5 40 B2B Sales Email Templates for Every Situation
Writing email copies for B2B sales takes up time and resources that are better spent elsewhere. To save you the trouble of crafting compelling sales emails, we’ve compiled 40 ready-to-use email templates in this downloadable PDF.
These 40 templates include emails for cold outreach, following up, lead nurturing, influencer marketing, and other situations that require email communications. These are proven email copies that have generated very good open rates, CTRs, reply rates, and conversions.
#6 Content Calendar Template
Content calendars translate your content marketing strategy into a workable plan. It’s a crucial component of any modern marketing program. Without it, you’re part of the 34% of marketers who don’t have a documented content marketing plan.
This downloadable content calendar template saves you the trouble of creating one from scratch so that you stay focused on producing compelling content.
#7 150+ Software/Tech Marketing Stats to Help You Plan for 2018
Although we’re already well within 2018, this eBook remains a valuable reference for marketers in the software and technology space. There’s still plenty of insights and ideas that the previous year can teach us.
We compiled this eBook by digging into more than 60 industry reports, selecting numbers that matter in planning and strategy development, and organizing the stats into 35 actionable insights.
Rebecca is the Business Development Executive at Callbox. She spearheaded successful projects in leveraging brand visibility. A vivid marketing blogger and a goal-oriented leader who enjoys sharing tips and stories.
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In a White House dinner for Nobel Laureates several decades back, JFK famously said, “I think this is the most extraordinary collection of talent, of human knowledge, that has ever been gathered together at the White House, with the possible exception of when Thomas Jefferson dined alone.”
No disrespect to JFK, but this year’s Dreamforce, which is only a week from now, could be the single biggest gathering of influential tech and business minds outside of when Steve Jobs and Bill Gates dined together.
Funny thing is, that does not hint even a morsel of exaggeration.
It’s not often that mere mortals like us get to rub elbows (and perhaps, exchange numbers) with industry leaders and trailblazers, scientists and advocates and all the people we look up to such as Marc Benioff, Melinda Gates, Mark Cuban, Tony Robbins, and the head honchos of top companies and startups alike. It’s not often that we get to talk and compare notes with thousands of other people who speak the same jargon. If there’s no adjective that combines mind-blowing and awe-inspiring and electrifying with a dash of humbling, it’s about time they made one. Or they could just turn Dreamforce into that adjective.
Of course, Dreamforce is also the best venue and provides the best excuse to become a sponge and be curious – there are thousands of sessions to choose from and hundreds of hours of keynotes and trainings and workshops it’s like a Disneyland for tech guys and entrepreneurs. Even the rule here is elementary: Be so curious it borders on being stupid. Don’t worry, most participants are too busy learning every bit they can to judge.
Incredibly, that’s not the main reason the Callbox team is invading Dreamforce 2016.
More importantly, the Callbox team would like to take this opportunity to meet and thank our past and current clients for trusting us with their business, as well as win over potential partners who just have a couple of questions to ask. We would really appreciate to get up close and personal with you. So if you want to know about our latest innovations or how we’ve managed to lead the pack in lead generation especially for IT and software, you know where to find us starting October 5th. Don’t worry, we’ll make ourselves – and that includes our CEO, Rom Agustin, himself — available to you.
Coffee and leadgen sound just about right, and they’re on us.
Now, let’s walk the walk. We’re coming because of you, and we’re not asking much except for a minute of tete-a-tete. Who knows, signing up here could be one of best decisions in your life.
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“A rock star, a politician, and an entrepreneur walk into a bar…”
No, that’s not an introduction to an oft-heard bar room joke. That’s just a highly possible scenario in one of the most anticipated and participated tech events in the world – Dreamforce. On October 4-7 this year, the streets in downtown San Francisco are expected to swell from almost 200,000 participants not just from California and the US, but all over the world. And yes, some of them are rock stars, political figures, and business leaders.
What is Dreamforce?
Dreamforce is an annual customer conference hosted by Salesforce, a leading customer relationship management (CRM) and Software-as-a-Service (SaaS) provider. It is also one of the largest gatherings of sales and marketing and tech people, IT professionals, developers, startups, entrepreneurs, executives, and pretty much anybody, actually, who’s interested in improving their company in terms of systems, processes, innovation, and of course, ROI. It’s a one-of-a-kind customer forum made up of more than 2,000 sessions and hundreds of hours of keynotes, trainings, and demos. Hillary Clinton, Colin Powell, Sir Richard Branson, Metallica, Red Hot Chili Peppers, The Foo Fighters, and Bruno Mars have all graced an edition of Dreamforce. Really, it’s part conference, part festival, part concert, and part social gathering.
The Dreamforce website promises that, “… you’ll learn, connect, and grow. You’ll mingle with thought leaders, industry pioneers, and thousands of your peers, and you’ll walk away with knowledge, connections, and memories that last a lifetime. Best of all, you’ll have the time of your life…”
Great PR job by Dreamforce, but don’t take their word for it.
Be there and see and experience it yourself.
See, the Callbox team is also going to be there. Being one of the most trusted and recognized leaders in B2B lead generation, we thought you might want to personally ask us how we’ve managed to exceed our clients’ expectations year in and year out. Four of our executives, including our CEO, Rom Agustin would relish the opportunity to talk with you about the Callbox brand of lead generation, our vaunted SMART Calling program, the very efficient Callbox Pipeline Lead Nurture tool, or just about anything marketing. If you are or have been a client, we’d also love to meet you there and thank you for the partnership. Coffee’s on us!
And oh, did I mention one of the best live acts in the world is going to be there, too? Yes, U2 (Bono and the rest of the gang) is headlining DF16.
Believe me, I’d happily part with a few hundred dollars in exchange for a week of learning about the industry, getting all the product updates, and meeting like-minded people. Of course, getting a Dreamforce certification plus the possibility of snapping a selfie with Bono could’ve been reasons enough.
The Callbox Team will be there October 4 to 7. Schedule your meetup by clicking on this link:
We can’t wait to meet you!
Read more Callbox News and Events today!
Or get the latest updates on The Savvy Marketer’s Blog
While the above scenario may never happen, especially in a country like Australia, it is good to know what other options small and medium sized businesses can use to increase their chances of getting good sales leads from other firms. Besides, it can be good mental exercise for entrepreneurs who want to know what other marketing mediums they can employ to be more competitive in lead generation. Believe it or not, while some may sound too old-fashioned, they can still do a great job in getting the B2B leads that your business will need. Some of these are very simple, but they really work:
- Seminars and trade fairs – these occasions in Australia are good places to start, especially if you want to build a network of prospects that you can give a call later on during your appointment setting work.
- Telesales – while it may be true that some businesses shrink away from using this marketing medium, there is no denying that this is ideal in talking to business prospects (most of them prefer speaking with other people on the phone). It can be very useful in your negotiations.
- E-mail – If the information you wish to provide is too detailed or confusing on the phone, it is better to send these items through the mail. This is also a very affordable medium if you want to send a sales pitch to those who read it.
There are other marketing mediums that you can use, but the three mentioned above are your ideal options.
To have the best telemarketing campaigns that will yield high quality b2b sales leads for your business, you have to make sure that you’ve secured the important factors that make up a good telemarketing campaign. Aside from having a compelling, well-written telemarketing script, you need to have experienced professionals to do your cold calling for you. When choosing your telemarketers, you have the option of hiring a freelance telemarketer, or hiring one from a professional b2b telemarketing company. Whatever you choose and before you sign that contract, think about these two simple reminders to make sure you’re making the right choice for your company.
1. Never go for the cheapest option.
Cheap is as cheap gets. If you base your decisions simply on how much you will be able to save upfront, then you’re making your decisions all wrong. That “bargain” you thought you were privileged to get would sooner than later turn into a nightmare as you start dealing with incompetent telemarketers who cold call at their leisure, play games on your business prospects, and generally cause a failure of a telemarketing campaign. Yes, it was very much a “steal”. Those untrained freelancing telemarketers just took your money after you sealed the deal by paying half of the agreed sum; and you’ll probably never hear of them again. If you really want quality telemarketing services, remember that nothing comes for free. Though you may need to pay a considerable amount for the best service, you can rest assured that you will get the equal value of your payment through professionally trained b2b telemarketers, a responsible and capable team leader, strict quality analysts, a binding contract, and years of authentic industry experience.
2. Never hire when you’re in a rush.
Doing anything when pressed for time never results to anything more than satisfactory. As a business owner, you need to do proper research on anything before you finalize a deal. When looking to hire a business to business telemarketer for your campaigns, researching the experience of your applicants is really important to ensure the success of your telemarketing lead generation campaign. Even a reliable b2b telemarketing services provider needs to be questioned about their experience. You’ll know you’ve found a good one if the company is not shy to share their portfolio with you, or maybe give you a list of clients you can call. If you hire in a rush (which is never a good idea), there is a large chance that you will end up with a business scam, a freelancer who will disappear halfway through your campaign, or an amateur company whose telemarketers are still trying to figure out what VoIP actually means.
SEO is an important prerequisite process for search engines to work efficiently. If not for SEO, search engine crawlers will have a hard time indexing web pages, especially Google, who boast of delivering the best quality content on their initial SERPs. As advanced as the algorithm seems to be, it would still not be able to fully comprehend a web page’s content if there is not any effort to do SEO. Surely, the site would be indexed by search engine crawlers, but the really quality sites will have a minimum chance of showing up at the top of search results. The only chance that your sales leads will find your site is for them to type the exact URL of your lead generation website, and that is nearly impossible, unless these leads have already been contacted through email marketing or by professional b2b telemarketers.
If you really want your b2b site to be an effective lead generation tool, you have to make it so that your business sales leads will not have a hard time finding it. By following these basic guidelines, your website will become the reliable sales leads generation tool that you’ve always wanted it to be. Use the following checklist to make sure that your b2b website has proper SEO:
Research your target keywords thoroughly. There is little point in entering a highly saturated and competitive niche, especially if you have no prior experience in online marketing or your product is not a proven disruptive innovation that could give you any significant advantage.
- Use appropriate meta tags, meta descriptions and meta titles on all your content.
- Provide a sitemap on your website. This helps search engine crawlers index your website and every page in it faster.
- Use your target keywords on your titles, headlines, and adequately in the body of your content. Be careful not to overuse your keywords.
- Add descriptions and titles on any images, videos or any other media used in your website.
- Anything without a text description will likely be unindexed by crawlers.
Make sure that links pointing to your website are reliable and reputable so that your website won’t be penalized.
Converting the sales leads who visit your site but don’t make an immediate purchase requires patience and consistency. Once you get their contact information, add them to your emailing list, or your telemarketing list—if you want a more direct approach—and send them to a reliable call center to be contacted for any updates.
The design and purpose of B2B telemarketing is very different from that of ‘telesales.’ The negative connotation associated with telemarketing is often due to its confusion with telesales. Although telesales is a form of telemarketing, telesales is typically used in the business world to sell a product or service-or essentially close a sale. The telesales call is not successful if sale is not generated and completed during the call. B2B telemarketing is different in that the purpose is to generate interest, encourage additional contact, and build strong B2B relationships and calls are typically made directly to the decision makers within the potential or existing client’s organization. Depending upon the desired results of your B2B telemarketing campaign, outbound telemarketing callers can attempt to entice the recipient of the call into wanting to hear more about your product or service, or they might try to schedule a follow up visit with a company representative to discuss the potential client’s needs, as they pertain to your business, in more detail.
B2B telemarketing agents often make contact to gather information from clients or potential clients in order to improve their own processes and procedures. These types of calls are often referred to as telemarketing surveys. The results of telemarketing surveys are often instrumental in improving company policies, procedures, and strategic decisions.
by: Jack Morkel
Many times, sales personnel aim at making calls, whether productive or non-productive, is not their concern at all. These kind of calls are generally wasteful calls and do not contribute to company’s objective of generating business.
Lead generation services are meant for making those calls to some specific clients who can be the prospective clients in most cases. These people are ready to listen to telemarketers as they also have a same objective in their mind for which telemarketers are making calls.
Lead generation becomes effective through full-time telemarketing services that aim at generating as many leads as possible without compromising on cost and time factor. These services are meant for generating both business to business and business to consumer marketing needs. Furthermore, all leads can be customized to target ideal customers. Ideal customers are identified through lead generation program that have higher chances of turning into prospective or desired customers.
To successfully implement sales lead generation campaigns, outbound and inbound call centers capitalize on their experiences for generating effective leads for their clients.
Telemarketers should also possess good telephonic skills for making effective calls. Sluggish and lethargic approach will not give good results, nor generate desired leads. Proper strategy is drafted based on which calls are made. The rest depends on communication skills of the executive, executing the calls.
Performing business leads tracking always calls for specific business rules. From the beginning, it is always important to keep the customers happy. As the saying goes – first impression lasts. This holds true here too and hence there must be a conscious effort for a good head start. More often companies fail to closely track their business to business leads thus the necessity to look for the appropriate software or system or mechanism for tracking such leads.
After investing much time and resources in business to business lead generation, you have to ensure that your effort is not in vain on account of inappropriate tools. Companies commit many mistakes when doing leads tracking. One common mistake is to implement a system for tracking leads but it fails to achieve the desired results. Remember that it is always important to collect complete information of leads rather than incomplete ones. With a b2b telemarketing services campaign, for example, a lead management system in place, an effective and efficient process can be carried out. Soon after the lead hits its mark, it is a must to courteously make the necessary follow up with the client concerned. Follow-up can be pursued thru email, phone, newsletter or even a personal visit. There are many ways to assess the business leads obtained like data verification, data intelligence, fraud screening, data appending, grading and prioritization.
Leads vary, thus the way they are treated should also vary in terms of time and resources. Such approach can help ensure an efficient system of handling business to business leads tracking. It is easy to identify related problems with leads tracking , but it is always tougher for most companies to respond to those problems and challenges. Thus crafting a well designed and transparent plan using a lead management system makes sense in ensuring an efficient leads tracking.
The secret to successful business to business telemarketing – be yourself!
At first blush, cold calling a perfect stranger might seem very anonymous and quite unfriendly. But, you can easily “warm-up” your cold calling sessions by putting more of your personality, and your natural, everyday self into the exchange. Injecting more of your own, unique energy and style into a cold call can make your sales lead telemarketing efforts much more profitable.
If you are willing to disclose a little of your true self in these communications to get telemarketing leads, you can make these calls fun and even interesting. As a result, you’ll tend to end calls less quickly and have a better chance to meet your cold calling objectives.
As is so often the case in other forms of communication, the reluctance (such as fear of public speaking, writer’s bloc or introducing yourself to strangers), to disclose more of your inner-self in cold calls is almost always based on a lack of confidence in your own value. Only feedback from the real world that corrects this mistaken belief will give you the self-acceptance that will encourage more such self-expression. So why not try it?
You can and should freshen up sales lead telemarketing with your own spontaneous observations and comments. I find that telemarketers can significantly increase their productivity if they would simply add more of their own thoughts, feelings, inner-promptings, and even one-liner comments in to their calls. Of course, these add-ons need to be germane to the topic and move the conversation forward– so that you don’t undercut the purpose of the call.
The big payback for you is that your business to business telemarketing services can become more fun and less boring. But perhaps even more important is what it does for your interest and commitment level. If a call is more of a personal expression for you and less of a rote enactment of an impersonal script, you are likely to get more telemarketing leads. More cold calls allow you to identify more contacts, develop more qualified leads, and ultimately make more sales!
To increase sales productivity, Callbox provides support to its clients by giving their sales teams access to a full stack of sales and marketing tools that drive up lead conversion. Equipped with decades of marketing expertise and powered by intuitive sales technology, Callbox helps companies grow their business exponentially.