lead generation

Label Vs Quality: The More-Effective-B2B-Lead-Generation Argument

lead generation

Which do you think is a more effective strategy in generating B2B leads—making a good name in the industry or making the best products and services?

While you might think that both are just as important for ensuring the radical growth of your revenues (and business as a whole), it is imperative to note that conflating these two in your priority list might not be a good idea.

Are you still having a hard time deciding which path to focus? Here are our arguments that will help you clear up your mind.

  • The premise that promises. B2B marketers operate under the assumption that it is a squander to make your name sweet-smelling to attract more leads than you can handle when you can keep yourself busy with improving the quality of your products and/or services. You might as well be more interested in keeping your costumers satisfied than watch your time and money being frittered away by making your company known in the market. If branding or making a name is your primary focus, there are B2B marketing companies who can help with your lead generation campaigns and make sure that both aspects of your marketing efforts are well taken care of.
  • Leave the rats to the cats. You make the cheese. And we’re the cats that hunt rats for your cheese. Get the picture? If you want more rats to come down and gobble on your cheese cakes, you might want to improve the quality of your cheese. You do that, and you will have no trouble making your name known in the rat community. Just make and keep your products and services in good quality while we take care of the lead generation aspect of your business.

Don’t get us wrong here. We’re not trying to make the sales for you. You’re good at that. In fact, you are the best at that. What we do is provide you with sales-ready leads—leads that fit your “ideal costumer” criteria.

  • “What’s in a name? That which we call a rose, by any other name, would smell as sweet.” So goes Shakespeare’s famous line which teaches us the insignificance of a label in the eyes of a customer who doesn’t need it. Though it is true that in B2B marketing, an established name easily wins trust, it is, by far, the quality of products and services that sustains it.

A good name may help you attract costumers anywhere around the world, but it is bound to get tarnished when customers are not happy with the quality of service they are getting. Keep the quality of your services at par with the highest standards to keep your name untainted by complaints and negative publicity. They say bad publicity is still publicity. Though this may work for some businesses in the market, we know for a fact that a bad name really creates a bad image, and may in time prove to be a huge roadblock in your B2B lead generation efforts.

Should businesses choose between label and quality? The answer is no. Hire a marketing team to generate qualified leads and have your team focus on improving your products and services.


solar leads

3 Critical Reasons Businesses Should Use Solar Energy

solar leads


With a lot of sunshine and vast resources, Australia has it made for renewable energy. As a leading country that has the most homes with solar panels, its government’s renewable energy programs just keeps getting updated every time. With this, solar power is poised to define the country’s energy future.

While solar energy is really an environmental effort, there are a lot more reasons why businesses should also adopt or migrate to using solar energy. Here’s a list that we compiled for you.

  1. Dramatic decrease in energy bills, therefore lower operations costs. When you work from a 9 to 5 shift, this is when solar panels also work using the electricity generated during work hours. Australia is the sunniest place on earth, therefore it needs a huge amount of energy to run your business office. For example, air conditioning will always be at its highest capacity to ward off heat from outside and your employees need to be comfortable in order to work at their best. If this fails, your business fails as well. But surging electricity bills will hound you month by month. But with solar panels installed, you have the capability to eradicate electricity bills in the next 25 years.
  2. Reduction of carbon footprint that can be attributed to your business. Let’s face it, the world is in bad shape and we all have to do our share. By reducing your carbon consumption brought about by appliance and industrial gadgets, you contribute to the welfare of the environment. By doing this, you create a culture of socially responsible employees who in turn will care for clients as well.
  3. Other than ROI, you gain from government credits and feed-in tariffs. Solar energy in Australia is a serious matter and is prioritised by the government. To get credits through the Solar Credits Program, “an installation of a solar system would receive 5 times as many Renewable Energy Certificates for the first 1.5 kilowatts of capacity under the Renewable Energy Target”. Currently, there are 13 rebates programs for home and businesses that you can take advantage of when you install solar panels.

Consequently, more and more people are opting to install solar panels to avoid surging electricity bills. Though environmental consciousness is still the number one reason, energy bills is also a strong reason. Surprisingly, the suburbs have the most solar panels compared to the urban landscape. From schools, factories, industrial facilities, petrol stations, farms, warehouses and storage facilities to commercial buildings, solar energy benefits everybody.

With the rapid growth of the solar industry in Australia, solar providers should up their game to get ahead. There are plenty of marketing firms that specializes in solar lead generation.

marketing, Lead generation

Effective Time Management Principles for the Hassled Marketer

marketing, Lead generation

Nothing is surprising in the fact that modern marketers are juggling different kinds of functions. Before, we only have telemarketing to worry about. Today, the B2B arena has opened itself up to social media and email marketing, forcing marketing managers to devote their time in keeping their lead generation and demand generation campaigns consistently efficient and productive across these channels.

Time management is an essential component in any successful marketing and sales plan. Here are tips from a Business 2 Community article by Integrate’s Marketing Tech Strategist David Crane.

Live by the List

List are great for organization. But the value of lists is more than the sum of their linear layout. Lists are a psychological tool that counteract the overwhelming feeling we get when thinking of everything we still haven’t done.

The Zeigarnik Effect is what psychologists call our mind’s tendency to fixate on unfinished tasks. And when we fixate on all the tasks we need to accomplish, it weighs us down. We can’t concentrate, our creative thinking skills deflate like Lebron James’ ego after Game 6, and we simply become far less productive.

Our attention has a limited capacity. Lists – especially more sophisticated listing practices such as those explained in David Allen’s book Getting Things Done – provide a plan that releases the part of our brain that struggles to hold each item on our mental “to-do” list. The simple act of planning how to finish something frees us from the stress that hinders our ability to complete tasks, and in effect, makes us more productive.

Apply the 67-33 Rule

According to Integrate CMO Scott Vaughan: “Put 67% of your resources in the 33% of the initiatives that’ll move the mark for your business, revenue and customers. This effort should focus on important creative needs that can’t be automated: mastering engaging content, developing buyer personas, integrating the technologies that automate tasks, rethinking nurture tracks based on analytics, etc. Either automate or apply ‘good enough’ marketing for the rest.”

Slow Down to Hurry Up

For Integrate VP Kyle Gale, “We always need new, fresh ideas in marketing – ones with big impact that create customers. New ideas require time to formulate, and it’s worth pausing occasionally to look at the big picture and identify opportunities for major improvement.

Be Decisive

So much valuable time is wasted with indecision or in committees, where it’s easy to involve more “salary” than required.

Indecisiveness wastes time on trivial matters. And we see this every day in the workplace. Think of all the time you typically spend gathering the opinions of others for low-value issues? Does it really help? Probably not, and it wastes their time too.

Regaining your time to focus on important initiatives is what will move the business needle. Write that down on your list.


Landing Page Tweaks You’ll Need to Boost Online Conversions

Landing Page Tweaks You’ll Need to Boost Online Conversions

Your landing page is a vital component in your lead generation efforts. It’s basically a mechanism for turning visitors into paying customers. But it will usually take you a little longer to push people into committing to a certain offer.

Essentially, you may want to make your landing pages effective so you can close the gap between a potential customer and a successful sale.

Last February, Kapost featured ten ways that marketers can optimize their landing pages to boost marketing performance. We are able to publish five of them below, but here’s the link to the original post in case you want to know more.  

1. Create Landing Pages for the Different Stages of the Sales Cycle

The same offers and content won’t be relevant to all your leads. Consider what someone who just discovered your company would be interested in reading. It probably isn’t the same content that would engage a lead who is closer to making a purchasing decision. You need to carefully plan your campaigns and landing pages to get the most out of paid search. Each landing page should reflect the content in a separate ad.

2. Gate Your Most Valuable Content

Want an easy way to generate more leads? Entice prospects with a whitepaper, case study, or eBook and require them to fill out a form to download the content. This creates an opportunity for you to contact them in the future and you can get a better idea of how your most detailed content is performing.

3. Personalize

Even when it comes to business products, leads still want personal interactions with brands. However, you need to shift away from being overly promotional on your landing pages. Create content that is centered around your target prospects’ main interests.

4. A/B Test Everything

If you study your landing pages, you will likely to be able to find areas for improvement. How effective is your call to action? Is the page layout intuitive for how people are interacting with the content? A/B testing helps you answer these questions, as well as make adjustments to other areas of the content.

5. Adjust Your Call to Action

Much of the room for improvement on many B2B landing pages involves weak calls to action. Your CTA needs to clearly tell visitors what’s in it for them. Tell potential leads how the action will help them. It’s also important to limit the conversion actions to as few steps as possible. Using a graphic to support the CTA can be effective as well.

Top Reasons Why your Clients don’t Buy

Top Reasons Why your Clients don’t BuyIt is not every day businesses encounter a declined purchase. But when they do, it has the effect of a sledgehammer to the face.

We’re exaggerating of course. But it brings an uncomfortable feeling that despite your best branding and lead generation efforts, there are clients who suddenly decide to back away from your offers.

For goodness’ sake, why?!

Don’t hit the bars just yet. Writing for, here’s Laura Lake with the “Top 5 Reasons Customers Don’t Buy From You.”

They are not aware of your product.

Consumers cannot purchase products they are not aware of. If you are marketing, but consumers still don’t know about your product it may be time to evaluate why it’s not working. It’s important to remember that the solution is not always more marketing, because the problem may lie with where you are marketing at, and what marketing vehicles you are using.

They don’t understand the benefits of your product.

Consumers don’t buy products solely based on price. Now, this does not mean that they don’t factor in price, they do. Consumers buy based on the benefits your product brings them. Create a list of the top three benefits of your product and use those in your marketing message.

They don’t feel your product has perceived value.

Consumers will not buy products that they perceive as having no value. Why should customers value your product? You can use the benefits of your product to create a perceived value and it is that perceived value that helps in the sales of your product. If a customer cannot see value they will simply pass your product by. You must create that perceived value in your marketing message.

They don’t see how your product meets their needs.

We’ve talked about benefits and perceived value, now let’s talk about needs. Do consumers know how your product meets their needs? Does it make their life easier, save them time, make them feel better? What need does your product satisfy? You have to tell consumers that, don’t make them guess or come up with the answer on their own tell them and help educate them on why they need your product.

Your product is not accessible to them.

Consumers cannot buy what is not available to them. If they hear about your product but it is not accessible, forget it. Consumers want ease in obtaining and using your product. Evaluate the accessibility of your product and see if you need to make changes.

Do you want to upsize your sales efficiency? Have us handle your B2B lead generation and appointment setting. We’re just a phone call and a fill form away.

Is Social Media Still Hot in Australia?

Is Social Media Still Hot in Australia-

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Make no mistake. Summer is just around the corner indicated by a gradual rise in temperatures across the outback. But aside from that, we are also expecting B2B businesses to heat their multi-channel B2B marketing campaigns not only for this particular season, but also for the rest of the year.

This also entails a good deal of spending for social media marketing, but does tweeting and posting Facebook status updates still relevant?

Generally, there is a high reliance on social media platforms among B2B enterprises, with 84% still regard social media as an important provider of quality leads. Some even note that they were able to close a buyer through Facebook and LinkedIn. So, the question whether social media has a little spark left in it has found its answer: Yes, there is.

But as buyers now have nurtured more sophisticated tastes in selecting the type of solutions that fit their needs, it is essential now for suppliers to reevaluate their social media campaigns to better maintain attributed revenue, close sales, and manage relevant communications with existing clients.

Take these social media tips into account and keep your sales all fired up with quality B2B leads.

Maximize shareability

Social media’s magic is sourced mainly from its capability to enable the sharing of content. An obvious consequence of this is reach expansion. Allowing visitors to share your content within their own networks introduces you to potential opportunities, thus driving more traffic of marketing leads.

Make your content stand out

This is a given. But while we can say posting content is easy, coming up with ideas on what to post isn’t. Fact of the matter is that quality dominates quantity anytime of the day. Hence, aim for content that can easily turn people from mere followers to leads. Do your own research on key problems of a particular industry and offer new, relevant wisdom to specific issues.

Know the needs of the niche

To drive the best possible leads, it is important to formulate a social media content plan that centers on the immediate needs of a given niche. You should be able to diversify your blog posts and other resources to target specific segments of your audience.

Have someone cook you up with a plate of hot leads

Take some time off to consider outsourcing your core marketing and sales processes. There are lead generation companies that offer competent handling of multi-channel strategies that go well with your strategies.

Cost-efficient B2B Tips for a Better Market Targeting Process

Cost-efficient B2B Tips for a Better Market Targeting Process

The introduction of online platforms has been beneficial to B2B companies in recent years. Lead generation and appointment setting processes are made easier. The same goes for audience targeting.

Indeed, focus has to be directed towards one’s targeting activities on account of their importance to the sales pipeline as they determine the right people to go through the selling process. The absence of an effective targeting system on the other hand will only result in poor quality sales leads, or decision makers that have the capacity to buy but lack any interest to do so.

Audience targeting is a very complex process that has to be streamlined in order to produce better results. In most cases, businesses invest on analytics software and upgrade vital facilities in order to resolve certain complications, but these prove to be costly and present lower returns in investments when not properly handled.

Proper methods need to be explored in realizing effective targeting efforts that benefit your B2B lead generation and ensure a steady flow of revenue. Here’s a few of them.

Look to your products. Your merchandise answers most of your marketing questions. Whether you are selling IT products for health services or human resources databases, your products define the right audience that you would want to sell to.

Determine time-bound goals. With short-term and long-term goals in place, your business will be able to expend its resources only on relevant groups of decision makers. The absence of these goals entails a less focused marketing plan. This only results in ineffective B2B lead generation strategies that fill your lead management with prospects that have a lesser inclination to buy.

Optimize your searchability. In many cases, businesses suffer from poor web presence. This can be attributed to poorly developed landing pages, but this issue belongs mainly to SEO. It is important to determine keywords usually used by specific groups. Doing so will allow you to focus your marketing strategies on these demographics.

Determine problems and issues. What are the main issues faced by industry players? Are there specific solutions for these problems? What groups are the most affected? Answering these questions helps you narrow down your target audience to include only those with immediate needs and express an urgent desire to buy available solutions.

Hire an outsourcing firm. If doing the above remains to be complicated for you, then consider hiring a competent B2B firm. Independent companies that have lead generation and appointment setting capabilities can execute audience targeting efforts, ensuring quality leads and improved sales rates.

Understanding Lead Generation Channels and their Advantages

Understanding Lead Generation Channels and their Advantages

The real strengths of B2B marketing are derived from social media. Lead generation and management are not possible if one doesn’t consider furnishing an online platform. It does entail expenses on the side, but veteran marketers will tell you that the benefits would eventually outweigh the costs – that is if you know how to effectively create a social marketing plan from scratch.

It’s a difficult process creating a lead generation strategy. It’s even more so when you want to optimize your online channels for B2B lead nurturing. A great deal of resources and efforts are involved. You would need to specify your target market, calculate your expenses and bring together a team to realize your plans.

On top of these dilemmas, you would also have to contend with contacting your audience indirectly. Also, you would need to face certain levels of uncertainty with regards to the results. Further, you also have to choose which social media channel would be right for your campaign.

That last part though has the most significance in lead generation. Finding the right platform would mean making the most out of your lead management.

In this case, it is imperative to find out more about each channel and the ways they can help you with generating high profile B2B leads.


This site is by far the best source for high profile B2B leads. Especially when you are looking for C-suite prospects, LinkedIn allows a narrower means to find the right targets for your sales pipeline with its advanced search tool. This provides for better lead management and profiling.


Not really a thing for most B2B professionals as it is more advantageous in B2C engagements. But with the incessant growth of its population of active online users, Facebook continues to be an effective branding tool that could increase awareness and stirs up referrals. It is only a matter of optimizing content for your profile in a bid to drive traffic towards your company’s web page.


Everyone tweets. But let’s face it: you could only do so much in just 140 characters or less. Maybe a tagline here or a link to your landing page there. But it is important to note that posting compelling tweets about company the latest that your company has in store benefits your lead nurturing efforts.

From a certain view, it might seem that these three platforms are independent of each other. In reality, they work harmoniously together when paired with traditional lead nurturing methods such as telemarketing and email.

How to Set up an Effective Lead Generation Infrastructure

How to Set up an Effective Lead Generation Infrastructure

Lead generation is without a doubt an important facet in a business’ drive to attain a good flow of revenue. The process serves as infrastructure that links other aspects like appointment setting and branding together. In fact, generating B2B leads positively influences the performance of other components and resources.

Somehow, not many marketers seem to be doing even a fair job in producing sales prospects. And too often have they considered cashing in on analytics tools that have no guarantees whatsoever. Call this borderline desperate, but the bottomline is that there is always the imperative to find nifty ideas that could benefit your marketing efforts.

In this respect, your B2B lead generation might need a total overhaul for it to allow a stream of high profile B2B leads. As most marketers are at a loss of determining which strategies work, you could start improving your campaign with these ideas.

Landing page optimization.

Your sales traffic depends heavily on how you set up your landing pages. Your company profile should have the right tools that could get your audience hooked. And this goes well beyond a professional-looking “About Us” page. Your landing page should be simple enough in order to keep your audience glued in.

Efficient lead management database.

What do you do now that you have a list of potential B2B partners? Of course, you will need to nurture them and let them see the values that you espouse. A lead management system allows you to engage your customers in the long-term and streamlines processes that would be counterproductive. Moreover, having such a system up and running can save you from the headaches you usually incur.

Make use of multiple channels.

This is the age of information. There’s nothing bad about sharing photos and other content to other people. The only problem is that marketers are highly dependent of social media. But while we can go on and ramble about the many benefits that sites like Facebook and LinkedIn, telemarketing processes can be considered in relation to better conversions and sales growth. Also, they make a perfect tandem with email.

These three tips are essential in reinforcing your B2B lead generation campaign. But like any other structure, it needs a specialized firm to make it work. Perhaps, outsourcing your lead management functions to a trusted firm might just drag you closer to your sales goals.

Optimize Content for your Landing Pages with these Lead Generation Tips

Optimize Content for your Landing Pages with these Lead Generation Tips

Your online marketing efforts are nothing without a compelling landing page. Marketers often find ways to give their landing pages the content it needs to generate quality B2B leads. And too often have the same calls for “quality content” been reiterated.

Without a doubt, the main thrust for a better lead generation relies on content. But there is always a need to take note that content isn’t enough. This is exacerbated by the fact that not many people access social media regularly. Marketers find in this dilemma a roadblock that complicates B2B lead nurturing efforts.

However, there is simply no guarantee that generated awareness can lead to better sales. Other things should be considered in lead management that an overreliance on social content for lead generation often neglects.

This is not to say that content is passé, that it has lost its ground as a driver for B2B growth. On the contrary, content in the context of social media marketing is still relevant. It’s just that marketers should do more in giving their social presence and lead nurturing efforts a good boost.

Here are a few ways that you could use in saturating your target market.

•Keep it simple.

In online marketing, nothing is more insipid than extravagant website designs. Too many animated graphics, buttons and links provide visitors ample reason to turn away. People would assume that your emails are promoting spam sites, thereby decreasing site conversions. For your (and the company’s) safety, opt for simple designs and regular web updates on new company services to drive traffic towards your lead management database.

•Have your lead capturing devices up and running.

We know what you’re thinking: Fill forms. They account for much of your site conversions and they are best in providing your sales pipeline with quality B2B leads. The only question is: Are you doing it right? Fill forms need to be positioned appropriately, coupled with a brief yet compelling call-to-action that users can easily spot.

•Offer giveaways.

Free eBooks and subscriptions to company reports are essential lead nurturing tools that can stimulate your audience further. And it would take a good deal of information to goad your prospects into sealing a closed deal. For this to happen, you would need to supply your subscribers with all the necessary details about your offers.

Content marketing is still the norm, and it may very well remain so. But it makes a huge difference if you learn how to leverage content on your landing pages for the acquisition of B2B leads. Often, you would need a smart and creative marketing firm that uses multiple channels for lead management.


What to Expect when you Outsource your B2B Lead Generation Processes

What to Expect when you Outsource your B2B Lead Generation Processes

Keeping in mind that ROI maximization is an important marketing goal, businesses are opting for better ways to streamline basic B2B processes like lead generation.

There are tons of strategies that offer diverse advantages along the lines of acquiring high profile B2B leads. And it is just a matter of knowing which strategy serves your campaign best. But making a decision in this aspect is complicated if not financially exhausting. You will have to step up your market research initiatives and set up automated marketing systems. Tracking prospects as they progress through your sales pipeline is a staple in efficient lead nurturing; still, you will have to make hefty investments.

But automation isn’t really enough. Often, you would need hands-on expertise to make sure your lead generation efforts are producing your intended goals.

B2B outsourcing, contrary to some, still professes a high level of discipline and professionalism in whatever industry it is employed. Many businesses still regard outsourcing as a cost-efficient way to boost B2B performance. And now that market vibrancy has reached a point of high activity and competitiveness, outsourcing continues to be a viable option to improve one’s standing in the market.

If you haven’t yet made the decision to hand in your lead management and sales processes to another company, consider these following points on what to expect.

Lesser responsibilities.

There is always a constant need of balancing your company’s priorities. With outsourcing, you will be able to operate marketing and administrative tasks without neglecting the quality of one task for the sake of another. Face it. You will need a few extra hands. With a B2B firm doing the complex, time consuming and costly tasks of telemarketing and appointment setting for you, you will be able to focus more on important administrative agenda.

Issues on reliability.

However, not all outsourced processes are done exceptionally. Often, the problem with outsourcing is that you are uncertain with who to trust. With hundreds of B2B firms out there, you are hard-pressed to find one that suits your current needs. The fact is that there is no guarantee that a company can perform as expected, unless you take a risk to hire that company. In this case, it is imperative to do prior research.


Once you partner with a B2B firm, how do we know if core business processes can go uninterrupted? High levels of uncertainty complicate the B2B industry and solutions are needed to keep the operation running smoothly whatever event might transpire. With B2B outsourcing, you will be assured of extra manpower to reinforce your lead management and lead nurturing in the event of sick leaves and vacations among your in-house staff.

These aren’t even half the total issues in B2B outsourcing. In the end, however, what matters most is better performance in your lead management and telemarketing efforts. Hiring a firm that is dedicated to these goals is a sure step towards maintaining a firm foothold in your industry.

How to Choose the Best B2B Lead Generation Formula

How to Choose the Best B2B Lead Generation Formula

It goes without saying that lead generation is a complex process; one that accounts for much of a business’ success. Revenue generation can only be possible once you integrate the proper B2B leads into your sales pipeline. And it would take equally proper appointment setting skills to close a business deal.

But an optimized appointment setting campaign can only be the result of an efficient lead generation. Not much has to be said, save for the fact that there is always a need to come up with a nifty plan to produce high profile B2B leads. Not only that, such a plan has to maneuver through certain complexities and technicalities without impacting ROI maximization.

For these issues, concocting a sound marketing plan has to be top priority. If you go for maximum results with regards your conversion rates, then you might just consider selecting the best lead management formula that suits your main business objectives.

Without a doubt, the selection process might take too much of your time and energy.

The guide below presents a list of lead nurturing and management practices that just might work out.

Lead capturing devices.

The fill forms in your landing pages are effective tools for the acquisition of B2B leads. But are you doing enough to make them stand out? Too often have many visitors overlook fill forms due to minute details like placement and content. Other than that, form fields that are too numerous and demanding can only result in a poor lead nurturing campaign.

Cold calls.

Lead generation telemarketing is still a widely practiced discipline among B2B enterprises. Despite the prevalence of social media platforms, cold calls still occupy a relevant place in lead management with the directness they allow for prospect engagement.

Direct mail.

Along with telemarketing, email marketing is still widely considered within B2B circles. The main reason is that not many people prefer to engage you via phone. Initially, they want their business dealings done via mail prior to an engagement with an appointment setting expert.

Regular blogging.

Another important lead nurturing practice is blogging. Does your company maintain a blog? What company doesn’t? Still, we must consider that some B2B enterprises have not yet perfected the art of online marketing via platforms like Blogger and WordPress. In particular, they fail to produce content on a regular and consistent basis.

Actually, the guide doesn’t imply that one of these lead management endeavors is superior to the others. In fact, they could be combined to produce concrete results. Outsourcing your marketing operations to a firm with multi-channel capabilities might just give your business a needed boost.