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Biggest B2B Lead Generation Challenges in Australia

Biggest B2B Lead Generation Challenges in Australia

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2017 made a promise to beat the competition via some marketing tools that would make tracks on lead generation campaigns this 2018: Guestpost.com, IFTT, Wyng, Adwords Performance Grader, Colibri.io, Crazy Egg, Agorapulse, Todoist, Nuzzel, Social Image Resizer Tool, Wistia, Keyhole, Bananatag, VWO, and OptimizePress were the top recommendations. These tools were told to help maximize posting efforts, automate tasks, integrate one task with another like landing pages with existing software, identify expenditures, monitor conversions, customize images and insight on analytics. But has these tools paved the way for better lead generation campaigns this 2018?

Recent reports showed the following biggest B2B lead generation challenges in Australia:

  • Convert shared, that 38% of leads generated were invalid due to incorrect details like false names, invalid email and invalid phone numbers. These were processed leads, which means that time, money and effort have been spent in acquiring them but just went to nothing.
  • 70% of CRM data is useless. These are false, outdated, incomplete or duplicated data filtered during database cleanse that eventually becomes uncontactable.
    Related: A B2B Marketer’s Guide to a Fresh Marketing List
  • 45% of data is submitted on a mobile device. This is a top concern on user experience for forms, landing pages, and on-form technology. Since almost half of the leads are generated thru mobile devices, every collateral you create must be mobile-compatible.
  • 93% of B2B companies claim content marketing generates more leads than traditional tactics as per Marketo and Forbes. Your content marketing success depends on the kind of content you create and publish.
    Related: The Difference with Australia-Specific Content to Generic Ones
  • 93% of B2B buying process starts with an online search as per Pinpoint Market Research and Anderson Jones PR. Aside from reinforcing the importance of successful content marketing is putting emphasis on paid advertising in your search marketing efforts.
  • 96% of website visitors are not possible buyers, Marketo found out. Getting high traffic on your website is not enough so a good lead nurturing process is required.
  • 68% of B2B companies will still be using landing pages to nurture new sales leads for future conversion. Landing pages with more specific messages are likely to answer website visitors queries.
  • B2C companies that publish blogs more than 11 times per month generate 4x more as many leads than those who blog only 4 to 5 times per month, As per Hubspot. Although this is statistically true, marketers have to make ensure quality over quantity and understand that search engines work best for unique, detailed content over repetitive/short pieces.

Despite the growth of new innovative tools marketers continue to encounter lead generation challenges. Looking into the brighter side, this cycle will keep the marketing world competitive as emerging challenges will drive marketers to build better and greater marketing tactics year after year.

The Top High-Impact Marketing Technologies Influencing B2B in Australia Today

The Top High-Impact Marketing Technologies Influencing B2B in Australia Today

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First thing’s first. We all know that marketing tools are essential to business growth. The way B2B marketers see it, no business will ever survive without leveraging new technologies.

The world is getting smaller every day, and that’s because social media has improved the way we communicate. It bridges geographical gaps and allows people to engage in relevant topics. For the B2B industry, new technologies are bringing them closer to their audiences, with each marketing innovation transforming the way they create their messages and distribute them to the right people.

Sure enough, Australian B2B companies are not left out in adopting the most effective marketing tools and software. Cities such as Sydney, Melbourne, and Brisbane where most startups are based are continuously updating their marketing systems to better meet audience demands.

But in which marketing technologies do Australian B2B companies invest? Better yet, what’s the reason they focus on these technologies in the first place?

For that, let’s look at the types of marketing technologies that impact businesses in Australia the most, from building awareness to creating highly effective lead generation campaigns.

Customer Relations Management

A business knows that, when it comes to making informed decisions on the marketing side, it pays to take heed of the behaviours and perceptions of one’s audience. In other words, creating effective marketing campaigns involves knowing what potential customers and using this knowledge to build audience retention.

This is the reason why B2B enterprises across the globe, and not just Australia, invest heavily in customer relations management systems or CRM. For sure, a positive customer experience is important to the bottom line and increases the efficiency of marketing campaigns across the board. For Australian B2B companies, it all boils down to getting the right CRM packages to help with generating high-quality leads and securing more sales conversions.

There are countless CRM brands available that are tailor-fitted for B2B enterprises. To get a step ahead of competitors, businesses will need to acquire a full-stack CRM service complete with accurate analytics tools and audience insights reporting.

Related: Best Practices in Data-Driven Marketing You Wouldn’t Want to Ignore

Software-as-a-Service and Cloud Computing

Software has come a long way, from helping people do their taxes and record retail purchases to helping companies get their message across to their target audiences. The only caveat to this is the fact that businesses need to address big data.

Indeed, handling large volumes of information can get you tangled in a web of confusion. Other than that, you will have to make sure every bit of data is secured in your system, which can get complex, to say the least. Luckily, SaaS allows businesses to maintain a safe and well-protected backup database through cloud computing services.

The technology isn’t new, but recently, more and more businesses in Australia are adopting cloud computing as a way to streamline their data management activities. Because of this, we can expect many more Australian B2B companies to make their move to the cloud.

Related: Bold Predictions for the Tech Industry in Australia 2018

Lead Management Tools

Securing audience data is one thing. Getting audiences to convert is another.

Every business has its own way of defining their sales pipeline. Nonetheless, pipelines should always be optimized to generate higher sales numbers as possible. No matter the number of stages present, it is what you want to do with potential clients that matters the most.

For this, a lead management system can help to Australian companies chart their buyers’ journeys and develop insights that could impact future marketing campaigns. What’s more, these companies can also streamline their lead nurturing activities and reduce marketing costs by regularly performing a database scrub.

So far, this has worked well for a lot of B2B enterprises in Australia. As competition in the B2B industry becomes increasingly tighter, it is vital for companies to improve their lead generation efforts by handling lead data the right away.

Marketing Automation

When it comes to getting a well-rounded marketing campaign, it always helps to adopt a marketing automation platform that could realize the function of the three marketing technologies above.

By automating most of your marketing efforts, you are not only saving yourself time and money managing the many sales opportunities that enter your pipeline. You are also provided a more efficient and faster way to increase sales conversions.

More importantly, having such a system in place can enhance your audience outreach efforts and secure a better position in the Australian B2B industry.

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

5 Clever Lead Generation Tactics to Try

5 Clever Lead Generation Tactics to Try

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Did you ever wonder how birds feel when they’re flying? Well, there’s a new extreme sport that can make you experience a bird-like flying feeling, it’s called Wingsuit Flying.

Wingsuit flying is described by sports enthusiasts as the most exhilarating sport this 2018 and a “must try”.

Like wingsuit flying, there are new and clever lead generation ideas this 2018 that marketing experts must try. Some of these tactics may be familiar to you but check out others that appear otherwise in order for you to learn something new.

#1 Share Success Videos

#1 Share Success Videos

Collect feedback from your clients, telling how their partnership with you has brought growth to their business. You may also do interviews with thought leaders from various industries who may share knowledge and tactics for your potential clients. Post these videos on your company website or social media page to boost your brand’s credibility.

#2 Interactive Q&A

#2 Interactive Q&A

Aside from query boxes in emails and websites, you may also come up with help videos. Demonstrate a resolution to your customers’ questions by creating a short video that will practically educate them on either how to resolve issues by themselves or for them to learn ways that would guide them in resolving their issue. This will add value to your customers.

Check out some of our Marketing Tips Videos

#3 Play A Game

#3 Play A Game

Merriam-Webster has several word games in store for its users. Create games in different forms like quiz, puzzles or trivia. Create games based on your brand’s product specifics and maybe some updates about your company. This will not only give your clients and potential customers a fancy way to become knowledgeable about your brand but awareness on how you fare in the industry.

#4 Create Crafty Contents

#4 Create Crafty Contents

Callbox provides its web visitors and readers with crafty contents like marketing ideas, trends, tips and jumpstart kits, aimed to share tactics that have helped them grow as a globally competitive and dominant lead generation company. These shareables could be well leveraged not only by Callbox’s loyal customers but the hundreds of website visitors they accommodate daily.

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

#5 Share Some Secrets

#5 Share Some Secrets

Levi Strauss & Co. is a legend, and what makes them as one is Sustainability – that is a shared secret. Don’t hesitate to share a part of you – could be a knowledge, experience or a skill but most especially, share best practices that effectuate growth. Let your audience and peers know how well you keep your brand on dominant stature like maintain product quality assurance, providing customers with tip-top customer service, and treating both suppliers and employees as assets to the business.

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

Leg up your brand with these clever lead generation tactics to success. Wingsuit flying will require you to jump off the cliffs so you’ve got to grab a wingsuit (parachute deployment handle) that will enable you to glide smoothly like a bird and ensure your safe landing. (MSN Lifestyle)