5 Tips for B2B Sales

B2B sales tips

No matter how experienced you are in the industry, with the way Artificial Intelligence and Martech are transforming traditional sales, it can get daunting at times. So, we’re here to offer you 5 different tips for making faster closures in B2B sales. But before diving in, let’s take a look at the most common challenges that B2B sales reps have to face, globally –

– Finding Qualified Leads  

– Reaching decision-makers

– Receiving responses from prospects 

– Providing more value than the competition

– Retaining customers and maintaining client relationships

– Lengthy Sales Cycle

And many more. 

If you relate to any of these challenges and face it in your daily operations, then this blog will surely help you improve your B2B sales process. Read on! 

Tip 1: Detailed Competitor Research

Like any typical buyer, when a company is looking to buy a product or a service, they evaluate multiple players in the market and go with the one that is the best match for all their requirements. Hence, to be able to convince your prospects that your product is better than the rest, you should be having an in-depth knowledge of your competitors’ pros and cons. 

Only if you do your homework will you be able to impress your prospects during your evaluation meetings. And as it is frequently said, keep your friends close and enemies closer. 

Tip 2: AI-driven Lead Generation and Qualification tools 

Gone are the days when lead generation and qualification were done by marketing teams based on their gut feelings, professional judgment, and habitual ways of qualifying a prospect. Now, AI drives everything! Intelligent and customizable algorithms, finding and qualifying the best leads for your business are the secret weapon that almost every business is adopting in the era of digital transformation.

Not only does this save time, but it also increases the accuracy and efficiency of similar, inconsistent, result-driving processes. 

Tip 3: Detailed Prospect Research

In-Depth research never hurt anyone. Always remember to do some background research on your prospect, the company they work at, other stakeholders involved in the decision-making process, the technologies they have been using, the pain points they’re currently facing that need immediate attention, the budget and every other variable which can determine the sales cycle for the client. 

Tip 4: Pricing is key 

Now, here’s a tricky one. Pay attention. 

More often than not, single rigid pricing won’t work for all your clients because of various factors that would impact their buying decisions. In order to make a sale, you should have a pricing module flexible enough to meet all your client requirements within a specified budget. In most cases, having tier-based pricing on the basis of the features you want to provide can be a solution. 

This can also be an incentive to upsell your product/service to your existing client base. 

Tip 5: Make sure you are talking to the decision-maker

B2B Sales decision maker

No matter how easy it is to build and develop client relationships with the purchasing managers or the evaluators, if they don’t have the budget or the buying authority, then you’ll just end up wasting your time. It is always a better idea to identify the decision-maker and pitch your product directly to them. 

In the case of product demos and pricing discussions, make sure that all the required stakeholders are present. This will not only make a strong first impact but it will also shorten the Sales Cycles. 

Conclusion:

These are 5 tips that can be the core differentiators in how B2B Sales teams function to meet their quotas and close more deals. Get a headstart against your competition in the world of B2B Sales by identifying the right target audience, generating and engaging with the right leads and getting more closures with AI-driven LeadMi.io

6 Best Practices For Linkedin Lead Generation

linkedin lead generation

Let’s understand LinkedIn lead generation by starting with a few interesting stats – 

linkedin lead generation

These compelling stats prove that for most businesses, especially B2B, Linkedin is the most effective social media channel which gives its users the ability to build and grow professional networks to reach their potential buyers just with the tap of one button “Connect”.

Lead generation via Linkedin is an integral part of any digital marketing strategy and today we will be discussing – How can it be leveraged to its maximum?

Read on….

LinkedIn lead generation best practices

1. Identifying your buyer persona

It might sound basic, but according to Hubspot’s report in 2018, 52% of marketers say that they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last.

Hence, it is very important for marketing and sales teams to answer the question – “Who is your buyer?” collectively to reach common ground and minimise wastage of efforts.

Always remember, that having a very broad target audience or a very narrow one – can drive ambiguous and unreliable results. Before defining your target audience using hundreds of filters, always keep one thought in mind – When your potential buyer reads about you and your brand/product, they should think that your existence in the market is to be of service to them and you are exactly what they need, right now. Segmentation of this intricacy drives the maximum results.

Read more about buyer persona here

2. Linkedin Sales Navigator

With most of the users using Linkedin for marketing or selling their products, Linkedin introduced Sales Navigator back in 2014. However, only since 2018, salespeople have started relying on Sales Navigator as a viable resource for expanding customer relationships, acquiring new businesses and improving productivity.

However, till date, Sales Navigator cannot be used as an only tool for lead generation via Linkedin due to multiple limitations – like outdated information, limited user-base, availability of only personal email IDs as contact information and more. Also, the problem of being able to generate only a small chunk of leads on a day-to-day basis makes it even more difficult to scale.

In such scenarios, using platforms like LeadMi.io helps you leverage all the features available in Sales Navigator and multiple other social media channels. Avail validated contact information and without any audience limitations.

3. Linkedin Lead Gen Forms

In case you are doing Linkedin ads, then the best way to do lead generation would be via Linkedin Lead Gen Forms.

As soon as a person clicks on your Linkedin Ad for downloading your lead magnet, Linkedin Lead Gen Forms take them to an auto-filled form with all the required professional information from their Linkedin profile. The key here is that without any manual efforts from your lead’s end, a validated lead is created in your CRM automatically.

For these forms, Linkedin displays large and dynamic CTA buttons, mostly to make it mobile-friendly. Hence, designing your Ad accordingly will help in deriving the maximum results.

4. Prepare the end-to-end Sales process before beginning

Once you start leveraging Linkedin for lead generation, you get access to potential leads for your business, in abundance. For most of the companies, this becomes a big issue because the sales process is not aligned to its entirety.

The cost of getting back a customer who is already lost, is very high as compared to retaining them. So, plan out your entire sales journey and also the marketing around it for maximum engagement and conversions.

5. Clear and convincing messaging

In today’s social media world, user attention is a scarce resource, making it extremely complicated to get your message noticed. Hence, you have to focus on multiple aspects of your messaging to connect instantly with your buyers and enabling them to relate to your product and showing true value.

An ideal way of doing this is classifying your messages as answers to questions like –
What do you do?
Why do you do it?
How do you do it?
How much does it cost?

If your messaging is answering more than 2 questions at once, then there are very high chances for the potential buyers to not show any interest.

However, if your messaging is answering questions like –

What is in it for your customers?
Why is it better than your competitor?
What results have you produced?

Then the chances of getting an immediate response showing interest are higher.

6. A/B Testing

Test, test and test!

You will never know if your lead generation strategy is providing you with the best results unless you perform multiple A/B tests to find the ideal combination of tools, methods and messaging. Hence, it is always suggested to do A/B testing before finalising your Linkedin Lead Generation Strategy.

Conclusion

If you’re a B2B company, then data and research suggest that you’re most likely to find your potential buyers on LinkedIn. There are several paid and free strategies that will help you find them. Some of these strategies can be tedious and time-consuming. But they help you find hot leads so you can nurture them better.

The key is to push maximum relevant content and measure the ROI with the help of your lead generation tool. This strategy takes all the guesswork out of the box. As a result, you can contact your potential buyers with confidence.

Reach out to LeadMi if you would like to know more!

How To Nail Brand Marketing In 2020

brand marketing

The concept of ‘Brand’ and ‘Brand Marketing’ has changed a lot over the past few decades. Brand marketing isn’t just putting up a logo on each and every marketing material related to your product/service.

Brand marketing is now all about communicating one single message as the brand value to establish a personal connection with your target audience. Running a successful brand can only be defined when you can measure using quantitative metrics on how much your customers love your product/service. Even with one negative feedback or social media post, all your hard work can go into vain. 

So, here are a few tried and tested hacks by marketeers from all over the world which have helped them establish successful brand marketing campaigns and brand images.

Nail Brand Marketing In 2020

Key to brand marketing is establishing a clear brand message 

Over the past 5 years, we have seen that putting out promotional messages isn’t going to help you much in engaging with your audience. And with so many changing social media algorithms, engagement is the only way to reach more and more people. 

Hence, establishing a clear brand message and vision will help you relate with your potential customers and develop a sensitive relationship showing how much you care about them. 

For example, Hubspot’s Grow Better campaign.

brand marketing

Identify your exact target audience 

Marketeers often make mistakes in identifying their target audience. Some brands choose a very broad target audience, most of the times with the psychology of “sell my product to everyone who wants to buy it”. 

However, while defining your target audience and curating content for them, you should always keep the following points in mind – 

  • Understand the psychographics of your target audience
  • Segment your audience into smaller units exhibiting similar attributes
  • Check out your competition’s target audience 
  • Analyze the data and results

Learn more about buyer persona here in our blog

Develop high-quality content and always optimise it

Creating content isn’t a one-step process. Your customers will engage with your brand and remember it only if your content is high-quality and provides something of value. Or else you will become internet noise, any brand’s worst nightmare. 

Tip: Before creating content, always check what others have already done or written about. DO NOT copy the same idea, instead, add all the extra value you can provide along with it to make it worth the attention. 

Even after curating high-quality content, you have to focus on its deliverability to make sure it reaches the target audience you have defined in Step 2. If you have a website, then make sure it is SEO friendly and there isn’t even one single issue that Google or any search engine algorithm can penalise you for. If you are doing a social media post, make sure you have checked out all the features of the particular platform and utilising them to its optimum value. 

Tip: What works on Instagram mostly never works on Linkedin. Not only because of the different social media objectives that the two platforms cater to, but also because of the algorithms. Keep this in mind before creating your content. 

And one underwritten rule: Be Original! 

Maintain your social presence

Maintaining your social presence and engaging while encouraging your audience to engage with your social media posts plays a major role in any brand marketing campaign. When people look up for a brand, no doubt, Google search is the first thing that pops up into their brains. In most of the cases, your brand’s social media profiles will show up on the first page. Thus, it is very important to have active conversations and discussions on social media. It is the best way to show your audience what the brand has to offer.

A very frequent mistake most marketers make is delivering the same type of content over and over again. It can be helpful in pushing out the brand’s image in the beginning. However, it can also become redundant over a period of time. Worst-case scenario would be losing major chunks of your old followers in exchange of a few new ones. 

Social media should never be too informative, too promotional, too casual or too serious. Though it is completely upto you what you want the “voice of your brand” to sound like, it is always better to maintain a good balance between various types of content to keep the audience hooked. Moreover, as this opens up a direct communication channel between you and your customers, it is always the quickest way to build relationships. 

Tip: Always Respond. No matter if it is a positive or a negative comment, always respond to your customers’ feedback. No one likes leaving a comment without any acknowledgement. Show your audience, you care and appreciate the time they are taking out for your brand. Only this way, you can build brand loyalty. 

Consistency is the key in brand marketing

Building a brand and marketing it, isn’t possible in one day. You have to be consistent in the basic elements used in all your marketing messages. Be consistent with the marketing material to keep your brand image imprinted in the minds of your audience. Elements like logo, colours, domain name, branded links help people identify brands. If you want your brand name to strike at once, make sure you are consistent. 

Tip: Customer interaction and visual aesthetics are two key differentiators where consistency plays a huge role in defining the future of your brand. 

Also, be consistent with the routine in which you are pushing out your marketing messages. Be it emails, social media posts or something else. You should be experimenting all the time to figure out which day, which platform, what time works the best. In this process, make sure that you don’t make your audience wait a lot. Because while waiting they will be losing interest.

Conclusion

Brand marketing is all about ideas, innovation and how well your ideal customer relates to your products and/or services.

Be careful about the ideas, think deep into it.

To know more about brand marketing or marketing automation, visit LeadMi

Blog Cover Photo by Toa Heftiba on Unsplash

Top 10 Marketing Technology Bloggers of 2019

marketing technology bloggers

Marketing technology is the lynchpin of marketing and sales strategies explaining how the new world of buying is transforming the role of offline and online marketers. When leveraged to its best, it can outline the entire framework required for buying cycles which also establish brand loyalty and affinity for the benefit of businesses and customers. Here’s a list of Top 10 marketing technology bloggers whom we really look up to in the year 2019 to understand how they are transforming the current industry scenario.

  1. Neil Patel
  2. Scott Brinker
  3. Rena Gadimova
  4. David Raab
  5. Douglas Karr
  6. John Koetsier
  7. Robert Rose
  8. Sophia Bernazzani
  9. Kristin Tynski
  10. Justin Pot 

Let’s read more about these technology bloggers and their work

Neil Patel 

Neil Patel is a digital marketing entrepreneur and technology blogger who provides a holistic view of digital marketing and marketing technology to help small and medium businesses grow with the help of his content. His videos and blogs are a source of immense amount of information, tips and tricks, do’s and don’ts, etc, which are required to get an edge over the market competition.

Scott Brinker 

Scott Brinker has undoubtedly written the most number of inspiring and insightful marketing automation blogs providing visibility into technology and its impact on modern-day marketing. He explains why it is necessary to adopt technology in order to not get left behind. He has always been keen and successful in identifying trends before other industry experts and explains their contributions to marketing strategies.

Rena Gadimova 

Rena Gadimova runs the Marketo Blog and writes about everything from Customer Experience to Marketing Metrics to Professional Development. Her blogs comprise an entire package of useful content which can drill down into the details of analyzing user behaviour and how it should be interpreted to establish essential insights for devising new marketing strategies. 

David Raab

David Raab is the founder of the Customer Data Platform Institute and a marketing technology blogger, specialising in evaluation and analytics. He has written hundreds of blogs as industry publications and every blog piece is a plethora of useful information which explains the core competencies of marketing as well as the benefits of implementing automation technology as part of business structures. 

Douglas Karr

Douglas Karr is the founder of the Martech Zone and a recognized Marketing Technology expert. Douglas is also a Keynote and Marketing Public Speaker. He’s the CEO of DK New Media, an agency specializing in assisting marketing technology companies with their inbound marketing – leveraging social media, blogging, search engine optimization, pay per click and public relations. 

He outlines the foundational element of successful marketing technology practices and helps his readers identify missing attributes in marketing strategies crucial for buyer decision. 

John Koetsier

John Koetsier is Singular’s VP of Insights and has written multiple blogs to optimize the value of new marketing technologies and identifying the reality of marketing detriments which can impact marketing strategies extensively. His blogs resonate the typical thinking of a marketer and how it has to be challenged to accept all the new significant events happening in the industry to improve marketing communication. 

Robert Rose

Robert is the founder and chief strategy officer of The Content Advisory, the education and consulting group for The Content Marketing Institute. He has provided content marketing and strategy advice for global brands such as Capital One, NASA, Dell, McCormick Spices, Hewlett Packard, Microsoft, and The Bill & Melinda Gates Foundation. His blogs cover every nook and cranny of marketing technology for businesses. 

Sophia Bernazzani

Sophia started and managed the HubSpot Service Blog, and she has written for the HubSpot Marketing Blog. Her blogs have been a constant source of deriving bodacious correlations between buyer personas, user behaviour and latest developments of marketing technology which can be implemented by marketers to improve marketing. As one of the most respected technology bloggers his ideas assist sales teams as well.

Kristin Tynski

Kristin Tynski is the VP of Creative at Fractl and heads a team of talented and inspiring designers, programmers and journalists. Her goal is to write the most viral content pieces which exceed her customer expectations. Her blog is a hub of it all from content marketing, link building, social media marketing, paid search marketing, online advertising and more. Making all the content pieces a constant flow of information on how technology assists marketing and vice versa. 

Justin Pot

Justin Pot is a staff writer at Zapier and citizen journalist at HillsboroSignal. His unique writing style triggers the visceral feeling in marketers which requires them to try out something new with their strategies and not stick to the traditional. His every blog is not going to be exactly like that of other technology bloggers. Or about how technology and marketing need to blend together to make strategies work or which tools have to be leveraged and how. His blogs provoke the creativity required in marketing to distinguish the profession from all the others available in the market.

If you’d like to know more about marketing technology and automation, stay tuned to leadmi blog and get all the latest updates.

Feel free to visit the leadmi website for more.

What Is Lead Generation And How Is It Useful For Your Business?

what is lead generation and how is it useful for your business?

We are living in a world that is so competitive that there is a substitute for every product and service. Brands are hustling to provide better experience and value for money to meet the increasing customer demand. In order to survive the competition and dominate the market, there is only one key principle – Keep your customers at the centre of every decision that you make. And who wouldn’t agree to this? Because no matter how good the product is, no customers means no business. That’s why businesses fixate on increasing their customer base and look for ways to achieve demanding targets. This is where automated lead generation comes in the picture as a budding problem solver.

Let’s understand what lead generation actually is.

Lead generation is the process of identifying potential customers, commonly known as ‘leads’. You find them on the internet and attract them to either a landing page, form or a blog and nurturing them in the buying process to convert them into a paying customer. 

There are multiple steps to the lead generation process

    1. Acquisition 
    2. Nurturing 
    3. Scoring 
    4. Management 
    5. Lead Generation Process Evaluation 

Lead Acquisition

In simple words, lead acquisition is the process of figuring out where the target market is on the internet and then providing them valuable content/incentive on all the marketing channels to hook them. 

The content can be in the form of a Webinar, an Ebook, a blog post or something similar. 

For pushing this content at the right audience you can leverage social media, video marketing, emails, forums and other channels. 

Once the user reaches the point of interest, then in exchange for their contact information such as name, mobile number, email ID etc, you provide content or information which is valuable to them and is likely to intrigue them. 

Lead Nurturing

Once you have acquired a lead, it becomes a part of your Lead Management System and requires continuous nurturing to move them further down the sales pipeline. So, when the time is right you can encourage them to make another purchase. 

At this stage, retaining interest is a key factor to build a long-term relationship with your customers and develop brand loyalty. 

This process can be short or long depending on how your business model and purchase cycle works. 

Lead Scoring

To focus your time, effort and defining your marketing strategies, it’s important to prioritize the leads and classify whether they should be positioned at the bottom, middle or top of your sales funnel. 

Profiling your leads and classifying them into different stages of customer life-cycle will help you understand which leads are more valuable than the others and devise separate marketing strategies that you can target towards them to nurture them better. 

With lead scoring, you can also distinguish between quality leads and junk leads. This not only saves your marketing team’s time and effort but also keeps them focused on leads with higher chances of conversion. Boosting the morale of your team is an additional benefit. 🙂 

Learn why Lead Scoring and Nurturing is a must for every marketeer

Lead Management

Lead management usually comes after the marketing team has captured a lead when it is time to trigger interest in them into taking an action which would ultimately result in conversion. 

In this particular stage, the focus is to enrich user experience and make the customer feel that they are valued. Only then, there are chances of a conversion and developing brand loyalty and trust resulting in a long-term relationship. 

Though lead management can be a difficult process with a lot of hurdles, it is the most important and final stage for growing a business where keeping the customer first is the key, as mentioned earlier. 

Lead Generation Process Evaluation

After going through all these stages, you have to continuously work on optimizing the entire process. This is to understand the best approach to address your customers. This would require a lot of A/B testing initially. You also have to stay updated with the new technologies that are introduced in the market.

Each aspect of a good lead generation process is unique yet interconnected with the others. And it has to move in complete synchronization to achieve best results.

How LeadMi can help you with it

LeadMi, a new age hyper-automated Marketing automation platform helps in the entire lead generation process and ensures quality as well as accuracy.

Using LeadMi, you can leverage your social media presence to generate leads and manage them.