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Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

The IT industry in Australia is enjoying an upbeat year so far and this is due to positive global outlooks from industry experts. With the continuing rise VR and big data as well as the popularity of cryptocurrencies such as Bitcoin, IT companies will certainly have a lot of opportunities to tap into.

However, much of the effort towards improving the bottom line actually goes into understanding crucial market trends. Knowing about these trends does not form the appropriate basis for effective lead generation campaigns. If anything, it remains important for IT marketers to focus mostly on researching about these trends and building their campaigns around them.

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

As always, strategy is an essential element to surviving within such a highly competitive arena as IT. It is hard to ignore the fact that lead generation remains to be a challenge for marketers across the B2B spectrum, more so for companies in the information software and hardware business. This is essentially the reason why IT marketers are concentrating much of their marketing budgets on high-value activities such as SEO and social media marketing. The success rates vary, however, since not all strategies work out for the best. It is against this background of uncertainty that IT companies should think beyond common tropes and be doing what the majority does. Instead of simply adapting to trends, they should begin by analyzing these trends and identify areas to exploit.

For this reason, it is essential for IT marketers in Australia to learn more about the trends for 2018 and better come up with unique ideas for generating high-quality leads and, more importantly, securing more sales conversions.

 

The Trends to Watch Out For

As the IT industry continues to enjoy an uptrend, it is crucial for market players big and small to make informed decisions. And this involves listening to what the market wants at the present and appropriately acting upon these demands.

Here are some of the trends to watch out for.

From cost to value

This Salesforce article sums up the trends that will define the IT market in 2018 and beyond. For sure, IT buyers from the financial services and the medical sectors have their eyes set on IT products that will prove to help them with their verticals. In response to this, 71 percent of IT companies will essentially underscore the value of their products over how much companies are willing to spend for such products.

Social media continues to be king

It’s already a fixed notion that content in the world of IT is a primary driver of leads and conversions. With this in mind, content becomes the main focus for many IT companies to bring in visitors. Still, it’s not so much about creating content that marketers should worry about. In Australia, being one of many countries with a high social media penetration rates, companies should be able to concentrate more on using platforms such as Facebook and Twitter for building their brands and, more importantly, seek out opportunities. For marketing guru Louise Meyers, online social networking services will take precedence over everything else in IT marketing. In fact, at least 84 percent of business organizations (notwithstanding those in the IT sector) are making use of social media for promoting their products and services. This alone should convince companies to up the ante by producing more effective and shareable content catering towards their target audiences.

Related: Twitter Marketing Lessons for IT and Software Marketers

AI is in

While AI technology will still need to go a long way before we can experience a fully automated society, there is no doubt that it already has a market of its own. Salesforce does not ignore the potential that AI has in the IT industry, citing the benefits it entails along the lines of business efficiency and CRM. It is also essential to note that this will impact businesses in Australia, especially those based in the tech center that is Melbourne. Businesses need to better manage complex analytics, and this has convinced IT players in the country to offer up automated services and products.

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

New Kids on the Blockchain

Bitcoin has taken the world by storm, but it seems to have created a divide among tech experts over the cryptocurrency’s supposed sustainability. Whatever your position is on the Bitcoin debate, it does not change the fact that blockchain technology will continue to impact the IT industry in ways that are too disruptive to ignore. An article from Inc.com shows just how the technology can help streamline and secure big data. It cites the affiliate marketing, healthcare, and real estate sectors as the most vulnerable in terms of using blockchain technology for reinforcing their operations.

 

Trends into Practice: A Brief Guide

These trends will point the way IT companies in Australia should go in 2018 and well into the future. But, again, it’s how one uses these trends and apply them tangibly that matters the most. With that said, IT companies should be able to brush up on defining their lead generation process and identify the core activities they should be handling.

Here’s a brief summary of what IT marketers should be doing on account of the trends above.

Focus on SEO

That social media marketing trumps everything else in generating high quality leads is not enough to diminish the importance of SEO. IT companies will still need to drive traffic to their sites, and it remains crucial to produce keyword-rich content and links as a means to drive engagements.

Related: Search Engine Optimization is a Continuous Process

Nurturing leads

IT products and services are a hard sell, mostly because IT buyers nowadays have well-defined notions of what they wanted for their organizations. For this, companies in Australia should have a robust lead nurturing process. This would involve coming up with effective follow-up on high-potential IT sales leads.

Related: AskCallbox: What makes an effective lead nurturing program?

Using the proper platforms

The choice of platform is critical to a lead generation campaign’s success. From this, it is safe to assume that the more platforms you use, the better are your chances of generating high-quality leads. Multi-channel marketing has, in fact, become the prime ingredient to a faster lead generation process, which is something that Australian IT suppliers always underscore.

Related: Multi-Channel Marketing Stats Is Bound To Make An Impact [VIDEO]

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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

Fill in this short form or dial +61 2 9037 2248

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Winning High-Value Accounts with Multi-Channel ABM
Gamification in B2B Marketing How to Generate Sales Leads with Fun
ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG
Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

The IT industry in Australia is enjoying an upbeat year so far and this is due to positive global outlooks from industry experts. With the continuing rise VR and big data as well as the popularity of cryptocurrencies such as Bitcoin, IT companies will certainly have a lot of opportunities to tap into.

However, much of the effort towards improving the bottom line actually goes into understanding crucial market trends. Knowing about these trends does not form the appropriate basis for effective lead generation campaigns. If anything, it remains important for IT marketers to focus mostly on researching about these trends and building their campaigns around them.

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

As always, strategy is an essential element to surviving within such a highly competitive arena as IT. It is hard to ignore the fact that lead generation remains to be a challenge for marketers across the B2B spectrum, more so for companies in the information software and hardware business. This is essentially the reason why IT marketers are concentrating much of their marketing budgets on high-value activities such as SEO and social media marketing. The success rates vary, however, since not all strategies work out for the best. It is against this background of uncertainty that IT companies should think beyond common tropes and be doing what the majority does. Instead of simply adapting to trends, they should begin by analyzing these trends and identify areas to exploit.

For this reason, it is essential for IT marketers in Australia to learn more about the trends for 2018 and better come up with unique ideas for generating high-quality leads and, more importantly, securing more sales conversions.

 

The Trends to Watch Out For

As the IT industry continues to enjoy an uptrend, it is crucial for market players big and small to make informed decisions. And this involves listening to what the market wants at the present and appropriately acting upon these demands.

Here are some of the trends to watch out for.

From cost to value

This Salesforce article sums up the trends that will define the IT market in 2018 and beyond. For sure, IT buyers from the financial services and the medical sectors have their eyes set on IT products that will prove to help them with their verticals. In response to this, 71 percent of IT companies will essentially underscore the value of their products over how much companies are willing to spend for such products.

Social media continues to be king

It’s already a fixed notion that content in the world of IT is a primary driver of leads and conversions. With this in mind, content becomes the main focus for many IT companies to bring in visitors. Still, it’s not so much about creating content that marketers should worry about. In Australia, being one of many countries with a high social media penetration rates, companies should be able to concentrate more on using platforms such as Facebook and Twitter for building their brands and, more importantly, seek out opportunities. For marketing guru Louise Meyers, online social networking services will take precedence over everything else in IT marketing. In fact, at least 84 percent of business organizations (notwithstanding those in the IT sector) are making use of social media for promoting their products and services. This alone should convince companies to up the ante by producing more effective and shareable content catering towards their target audiences.

Related: Twitter Marketing Lessons for IT and Software Marketers

AI is in

While AI technology will still need to go a long way before we can experience a fully automated society, there is no doubt that it already has a market of its own. Salesforce does not ignore the potential that AI has in the IT industry, citing the benefits it entails along the lines of business efficiency and CRM. It is also essential to note that this will impact businesses in Australia, especially those based in the tech center that is Melbourne. Businesses need to better manage complex analytics, and this has convinced IT players in the country to offer up automated services and products.

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

New Kids on the Blockchain

Bitcoin has taken the world by storm, but it seems to have created a divide among tech experts over the cryptocurrency’s supposed sustainability. Whatever your position is on the Bitcoin debate, it does not change the fact that blockchain technology will continue to impact the IT industry in ways that are too disruptive to ignore. An article from Inc.com shows just how the technology can help streamline and secure big data. It cites the affiliate marketing, healthcare, and real estate sectors as the most vulnerable in terms of using blockchain technology for reinforcing their operations.

 

Trends into Practice: A Brief Guide

These trends will point the way IT companies in Australia should go in 2018 and well into the future. But, again, it’s how one uses these trends and apply them tangibly that matters the most. With that said, IT companies should be able to brush up on defining their lead generation process and identify the core activities they should be handling.

Here’s a brief summary of what IT marketers should be doing on account of the trends above.

Focus on SEO

That social media marketing trumps everything else in generating high quality leads is not enough to diminish the importance of SEO. IT companies will still need to drive traffic to their sites, and it remains crucial to produce keyword-rich content and links as a means to drive engagements.

Related: Search Engine Optimization is a Continuous Process

Nurturing leads

IT products and services are a hard sell, mostly because IT buyers nowadays have well-defined notions of what they wanted for their organizations. For this, companies in Australia should have a robust lead nurturing process. This would involve coming up with effective follow-up on high-potential IT sales leads.

Related: AskCallbox: What makes an effective lead nurturing program?

Using the proper platforms

The choice of platform is critical to a lead generation campaign’s success. From this, it is safe to assume that the more platforms you use, the better are your chances of generating high-quality leads. Multi-channel marketing has, in fact, become the prime ingredient to a faster lead generation process, which is something that Australian IT suppliers always underscore.

Related: Multi-Channel Marketing Stats Is Bound To Make An Impact [VIDEO]

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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

Fill in this short form or dial +61 2 9037 2248

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Winning High-Value Accounts with Multi-Channel ABM
Gamification in B2B Marketing How to Generate Sales Leads with Fun
ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG
Is Technical Jargon Necessary in Communicating with IT Leads?

Is Technical Jargon Necessary in Communicating with IT Leads?

Is Technical Jargon Necessary in Communicating with IT Leads?

Wanna have some techy fun? Test yourself.

Which IT architecture processes data as close to the originating source as possible?

  • edge computing
  • contextual computing

Click the Answer

 

Technology seems to have shrunk the world to its smallest size as internet access, mobile phones, computers and gadgets speeded the ways the world bands and runs business via global communications. However, competitiveness between technology and users may sometimes diverge: technology advancements evolve like a bullet train, while users toddle in learning new processes and understanding technical jargons. Such challenge may defy focus to users in acquiring new skills and knowledge, more so, for marketers communicating with IT leads.

For IT experts, proficient practitioners or those adequately knowledgeable, usage and understanding of technical jargons is just like breathing air, but marketers may find it challenging like gasping for air.

Words like Security, Networking, Data Storage, Debugging etc. are a few familiar tech slangs to a vast of people but how would a marketer understand jargons like hybrid flash array, Converged infrastructure and ScaleIO?

Let’s first get to know some definition of terms to help us out.

Jargon is the language used for a particular activity or by a particular group of people (Merriam-Webster). The definition per se is simple and does not connote any complication at all, so why worry?

Marketing is the process or technique of promoting, selling and distributing a product or service. That means you may either follow a process or use a certain technique to market a product.

Alright, so let’s check out some techniques and helpful tips on understanding technical jargon when communicating with IT leads:

MSPblog says big words won’t make you sound smart all the time but being able to intelligibly express knowledge to others does.

  • Speak at an appropriate pace so that you’ll be well understood by the prospect
  • Pronounce words clearly
  • Simplify the words you use especially jargons so that the prospect would do the same

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

MSPblog added that most decision makers are focused on doing business and are more interested to know how you can help them instead of hearing you techno-speak.

  • Your introduction speech about the product should be short and simple, remember decision makers are busy most of the time and can only spend around 5 minutes for a discussion.
  • Let the prospect speak and answer their question to your best capability; probe to discover the prospect’s needs
  • Position the benefits of your product for the prospect

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

But how do you deal with prospects who speak technical jargons that sound strange to you?

  • Simply excuse yourself and politely ask for further clarification of the word or statement
  • Or you may verify the meaning by rephrasing
  • Take note of the jargons spoken by the prospect and double check using references like retailtoolbox.com.au  or whatis.techtarget.com

Enhance comprehensive communication between you and IT prospects by intelligibly expressing knowledge, focusing on how you can help them and verifying word meanings that you hardly understand. This will ensure quality on your IT leads and Deep learning about understanding technical jargon to improve your marketing sales pitches and tactics.

 

Learn How our Lead Generation Team generate customers for our IT Clients!

or Check out Callbox Successful Marketing Campaign

 

 Watch our latest video: Are you a Sales Pro or a Sales Wannabe?

 

Winning High-Value Accounts with Multi-Channel ABM
Gamification in B2B Marketing How to Generate Sales Leads with Fun