can’t successfully run a business without a consistent revenue stream. No
matter how strong your ideas are, they won’t be of much use if you don’t have a
way to continually bring in money. As a business owner, more revenue usually
means more security, and that will lead to more satisfaction with your business
from both the client and team perspectives.
how can you go about bringing in more revenue for your business? You can’t
simply will the money into existence, as much as we all wish that we could. The
truth is that there is no one-size-fits-all strategy for revenue generation —
after all, every company and every industry are vastly different. However, you
can probably get a good start by focusing on lead generation.
Are Leads So Important?
company must sell their product or service if they hope to succeed in the
increasingly competitive world of business. Whether they do this through
old-school cold calling and traditional sales reps or through high-tech
marketing channels, they will always need one thing — leads. While you can
always get better at selling, the magic is in the leads.
reps can’t just call on random people or businesses to see if they require a
product or service. It would be a colossal waste of time. You may have heard
stories of powerful reps in the ’80s simply running through the Yellow Pages
and calling every number they could find. Those might be impressive, but they
are a rarity, and becoming even more so in today’s world.
estate agents don’t just buy and sell properties, though it’s a large portion
of their work. Being a realtor requires you to take a record of various responsibilities
and management. But this is the future, where people find ways to make work
easier and automated. For realtors, real estate customer relationship
management (CRM) software does the job.
are countless benefits for CRM software but choosing the right one requires
research and information about the industry. That’s where we help.
you begin to look for CRM software, it’s important to identify what you require
from it and which aspects the software needs to be focused on. Some would want
CRM software that deals with media marketing and sales tactics or focuses on
assembling your clients’ information to manage in one place; you’ll need to
identify which works best for your specific purposes.
your CRM software needs to be tailored to your business objectives and market.
But in any case, selecting a real estate CRM that acts as an all-in-one and
all-encompassing application that can handle all sorts of various tasks would
be the safest option for most.
to Use and Simple
CRM is there to make your work easier and less stressful; it isn’t supposed to
add to your list of problems. You need to focus on solving problems instead of
creating newer ones. The software must maintain a balance between its features
and format. Meaning it needs to provide the proper functionalities but not
overdo it with the platform’s interface.
advent of apps on mobile devices has made simplicity and sharing mundane. One
approach to inspect CRM software is to check the systems and user interface on
its mobile app. A sound command-line interface reflects stable software.
often a misconception in the B2B space that marketing is secondary to sales. In
reality, the two need to work hand in hand in order to fire up the lead gen
engine. Azadeh Williams takes a look at ways in which sales and marketing can
work together better to generate real, tangible results.
you think of marketing as ‘secondary’ to sales, that’s where you start having
problems. When you instil a culture of seeing the two as complementary,
everyone’s mindset shifts towards being more collaborative. After all, there is
a lot of dependency, especially in B2B, that marketing has on sales and vice
versa. The whole idea of alignment is understanding what those key dependencies
are. Then align roles and responsibilities so everybody has a clear-eyed view
of what the future looks like.
of the first ways to align is by creating a common language. As an example,
what a ‘lead’ means for your marketing department (MQL or marketing qualified
lead), may be completely different to what it means to the sales team (SQL). A
marketing team could say, ‘I’ve generated 27,000 MQLs’, but zero of these have
turned into revenue. That’s a terrible disconnection. A common framework or a
common language and clear expectations is a starting point for any of this to
way to align is to look at performance metrics, and evaluate revenue goals and
budgeting together. It is critical to formulate targets in this way so you’re
sharing a common goal – regardless of how you budget, your account-based
marketing plan or even your inbound lead gen strategy. It’s important to find a
Various businesses all over the globe were hopeful in
the first half of 2021, with COVID-19 vaccination rollouts accelerated by
governments. These efforts were seen as a key to drive herd immunity against
the dreaded disease to expedite the resumption of normal economic activities.
However, the emergence of new variants of the novel
coronavirus poses another challenge across countries. Businesses are again
faced with the responsibility of adjusting to these changes, ensuring they can
safely operate while generating enough profit to keep their company afloat.
Additionally, with the COVID-19 global health crisis
still ongoing, there continues a rise in the demand for remote services. In the
past year, consumers have been relying on eCommerce sites to purchase the goods
and services they need. As a result, businesses shifted their marketing efforts
to maximize the internet in getting their brand known by customers. Many
marketing strategies in the pre-pandemic era might no longer be effective in
the new normal.
These digital marketing trends include leveraging
platforms like Google My Business and shoring up search engine optimization or
SEO efforts. Visual elements like pictures and videos are also increasing in
popularity as part of online marketing campaigns because of their appeal to
users. Plenty of customers prefer videos since it eliminates the need to read
Furthermore, with customer experience as one of the
top priorities in many business operations, there is an anticipated increase in
the adoption of Chatbots to provide a 24/7 customer service facility. More and
more consumers lean towards this artificial intelligence (AI)-based technology
because they are more convenient and hassle-free than waiting for live agents
to answer queries.
years ago, sales leaders around the world were sold on the promise of a new,
cloud-based CRM that would replace the moribund legacy applications that ruled
the roost. Fast forward to today and those same sales leaders — and many who
came after them — are still waiting on a tool that delivers on those promises.
notion of salesforce automation has been lost. CRM has become a system of
record that reduces salespeople to administrators, rather than a system of
recommendation that proactively helps them succeed at their job. With B2B sales
becoming increasingly digital, we need better.
how short has CRM fallen?
current generation of CRM applications simply don’t help marketers market or
sellers sell. They do a poor job of aggregating data from sources outside their
respective systems of record. They don’t proactively make suggestions that help
marketers identify the right targets, or the right content, or even the right
channel — let alone launch targeted ad campaigns.
gotten so bad that marketers and sellers abhor their CRMs to a shocking extent.
In a recent piece for Harvard Business Review, Denis Pombriant, managing
principal at Beagle Research, shared the following half-joking yet highly
telling survey results — two-thirds of sellers would rather do the following
tasks rather than update their CRM:
an effective B2B lead generation campaign isn’t easy, but it’s worth getting
right. Here’s how to set yours up in 8 proven steps.
for a full-funnel strategy to generate more B2B leads?
need to target your ideal customer with precision, maintaining a consistent
multi-channel messaging strategy from the top of the funnel to the bottom
reading this guide, you’ll know:
your customers are.
to determine the cost for each online traffic acquisition channel.
to maximize performance.
actionable ways to scale your marketing and revenue growth.
Define Your Target Audience
first step to B2B lead generation is identifying a clear target audience. But
how do you know who to target? Well, the good news is that you likely have all
of the data already.
using Google Analytics (or another analytics solution), you can find all the
characteristics of your highest converters.
Are you wondering what your competitors are up to? Don’t worry – Google Analytics and other similar tools pull prime conversion data from those in similar market positions.
When it comes to B2B lead generation strategies, however, keep an open mind. Just because you see a tactic from a competitor, don’t assume they’re always implementing it appropriately or have the exact target market you do.
Once you review your analytical data, you’ll confidently know:
Who your highest converting customer is.
Where they convert from (which channel).
Where your current competitors are investing.
Test Your B2B Lead Generation Strategy Against Competition
Step two comes next, which requires you to dive into competitor research to uncover where your competitors are investing.
The good news is, you can find out everything your competitors are doing using tools like Google Analytics Benchmark Reports, SimilarWeb, Semrush, SpyFu, and Pathmatics.
COVID-19 pandemic halted global economic order, but it managed to speed up
digital marketing operations. In fact, throughout the pandemic, many businesses
managed to transition to remote work and understood the significance of digital
many entrepreneurs and small businesses, digital marketing has become an
opportunity to gain a competitive edge in the market. But to venture into the
new age of digital marketing, small businesses and entrepreneurs have to be
Z and Expanding Reach
Gen Z users will reach the age of maturity, which means businesses and
entrepreneurs will have to redirect their digital marketing efforts. Companies
don’t have to make drastic changes, but the tactics catered to Gen X or boomers
will ultimately become redundant.
Z wants a memorable experience, which means digital marketing efforts will have
to be more precise and effective. Professional digital marketers believe that
Gen Z and millennials will become “the” target audience for most businesses and
require a highly responsive and modified approach.
collective efforts in digital marketing have already become quintessential. But
more businesses will adopt a shared and global perspective before using new
digital marketing tools or executing ad campaigns. In short, a global perspective will allow
businesses of all sizes to expand their reach and simplify various processes.
Customer relationship management is the process and
tools through which your company grows and maintains a long-term relationship
with its clients and customers. Since it is a process and there are several
tools on the market, it’s important to craft an intentional CRM strategy,
taking into account your unique business needs. Moreover, creating a CRM
strategy should be a cross-functional endeavor that involves IT in the
How to Choose CRM Software
B2B vs B2C
CRM in B2B vs. B2C are both complex in their own ways.
In a B2B setting, you’re juggling multiple stakeholders, and it takes time and
savvy to know whom to contact. In fact, the purchasing group at any given
company contains an average of 6-10 people, according to Gartner. Given that
there are often multiple people to please and convince, the length of time for
tracking, negotiating, and finalizing contracts in B2B is also longer than CRM
processes in the B2C environment.
The purchasing group at any given company contains an
average of 6-10 people.
At the same time, B2C has its own level of complexity.
For starters, B2C sales are often repetitive and cyclical, so analytics that
provide detailed insights into consumer purchasing patterns will be a key
feature to seek in CRM software. There are far more customers in this selling
environment, making lead management essential in your CRM software of choice.
Whether you do business in a B2B or B2C setting,
you’ll want to focus on CRM software that can handle the level of intricacy
unique to your selling environment.
business strives for long-term profitability, and the latter is impossible
without a considerable and predictable lead flow. Leads are core for every
company because they are prerequisites for earning revenues.
always a small chance some people may discover and purchase your goods or
services all of a sudden. But, in most cases, acquiring a lead is a tough and
perpetual process called lead generation.
Does Lead Generation Work?
starting selling and promoting the brand, you have to identify a consumer need
to meet. This may include one or several pain points or “wants” of a target
audience. With a clear understanding of what problems your products help to
solve, you can choose the right communication channels and messages in your
lead gen process is impossible without knowing customers’ profiles. To
understand how to address leads, you should first create and study “portraits”
of buyers. These include demographics and insights about interests, traits, and
even daily routines. Typically, the research implies building Buyer persona or
key account profiles (the latter concerns B2B lead generation).
you know everything about the offer’s value and target audience, you can start
building awareness and nurturing a purchasing intent among prospects.
a small business owner, time is elusive, and too often marketing tends to fall
to the back burner. Owners are so busy running businesses, honoring family
commitments and the million other things they need to do on a daily basis that
this vital effort gets short shrift. Yet the simple truth remains: if you’re
not marketing a business, you’re not growing it.
are some essential steps to that end.
a minute to step back and ask what you’re trying to achieve. This will help
determine where to spend marketing effort. Do you want to drive more traffic to
a website? Need a better conversion rate? Are you trying to create brand
awareness? Knowing what you’re trying to accomplish will dictate the
appropriate marketing strategy.
who you are targeting, and find unique messaging
is one of, if not the most important aspect of Search Engine Optimization.
People have a better chance of finding you if your content is relevant to them.
So, who are you targeting, and what words are they using when they hop online
and start searching for products or services? What are their interests? What
are their struggles? Where do they hang out online… perhaps LinkedIn, or
Instagram, or YouTube? How do they like to consume content? Would they rather
listen to a podcast, watch a video or read a blog post?
determine your unique brand message? What makes it different and why should
they choose your products or services? Being able to articulate this quickly
and effectively will create results. As StoryBrand CEO Donald Miller says, “If
you confuse, you’ll lose”.
With over 20 years of business, sales, and consulting experience SMS is capable of serving many market sectors. We provide the field level support needed to generate results and grow your business. Other companies may provide appointment setting services; whereas SMS will partner with you to grow revenue.
There’s often a misconception in the B2B space that marketing is secondary to sales. In reality, the two need to work hand in hand in order to fire up the lead gen engine. Azadeh Williams takes a lo...
Various businesses all over the globe were hopeful in the first half of 2021, with COVID-19 vaccination rollouts accelerated by governments. These efforts were seen as a key to drive herd immunity aga...