B2B Sales ROI

Showing posts with label B2B Sales ROI. Show all posts
Showing posts with label B2B Sales ROI. Show all posts

Monday 16 June 2014

B2B Marketing Globilization knowledge share with John - Part 3


B2B Marketing Globalization knowledge share with John - Part 3

Pricing & Value Research - B2B

There are three ways of increasing profits: sell more, cut our costs, or raise existing prices.  Raising prices, in principle, is very easy indeed - change the price ticket and price list and tell the sales force to raise prices by 5%. Of course, once we increase prices, customers may start to look elsewhere for a better deal.

It is, however, useful to broaden the discussion on price and think about value – the trade-off between the benefits a customer receives from a product or service and the price they are willing to pay for it.

My Previous Post for B2B Marketing to improve ROI

Product Development

No company can survive without product development. As soon as you release a new or improved product or service onto the market, your competitors are ready and waiting to emulate it and improve it for their own purposes. However, product development does not have to be revolutionary. Indeed, most products evolve continuously over time; product development must be regarded as a continuous process, not an occasional event.

The key to successful product development research lies in exploring what the market values. Our job as researchers, marketers and product developers is to convert these issues into a package of benefits that appeals to the market.

Segmentation & Needs

Segmentation is at the very heart of marketing. A segment is a group of individuals or companies with a common attribute that causes them to share similar needs. Marketers tailor their products, services and communications to these common attributes in order to ensure that their offering meets market requirements.

Segmentation is a means of capturing value – customers receive and pay for benefits they value; conversely they neither receive nor pay for benefits they do not value.

Supply Chain & Distribution

As one of the most important parts of the marketing mix, the "place" or route to market of b2b goods and services is vital to understand. Increasingly, products and services are distributed through a complex network of supply chain partners, joint ventures and intermediaries. Accordingly, research can act as a window onto how organisations can better leverage their routes to market for maximum profitability.

B2B Marketing Globilization beyond knowledge with John - Part 2


B2B Marketing Globilization beyond knowledge with John - Part 2

{{ You seen my previous post B2B Marketing Globalization beyond knowledge with Prabhakar - Part 1 }}

Customer Satisfaction in B2B Marketing for ROI

Most companies lose 45% to 50% of their customers every five years, and winning new customers can be up to 20 times more expensive than retaining existing customers.

Moreover, just a 5% reduction in the customer defection rate can increase profits by 25% to 85%, depending on the industry. Given these claims, it is imperative that customers know what makes buyers and specifiers choose one supplier rather than another.

Employee Satisfaction - Not To SAY

It may be obvious, but high employee satisfaction levels reduce the rate of staff churn.

However, most of us can relay a customer experience when, seemingly "happy" staff, enjoying their place of work, display little interest in serving the needs of the customer or of the organisation. This lies at the centre of the debate about the impact of staff "happiness" at work, and whether indeed, "happiness" is what an organisation should be striving for amongst its workforce.

Global Intelligence - Its Hard

In a highly global business environment, market intelligence is increasingly internationally focused.

As international research specialists, the vast majority of our studies are multi-national in nature. With this expertise and experience comes a great deal of knowledge about how to conduct market research "on the ground" anywhere across the globe.

How To Do Market Research

Lying behind all of our industry sector and research experience is a firm understanding of how to do research.

Often, conducting successful and effective market research studies involves a grasp of two very different demands:

"How do we get this done?" - The practical demands of conducting research in niche and diverse markets.
"What are the best tools for getting the results we need?" - Using innovative and established research techniques to ensure market intelligence delivers real return-on-investment.

This section is devoted to the former: Getting the job done, on time and to the clients' specification.


Report for Market Entry & Assessment

As competition intensifies and markets change more quickly than ever, the need for up-to-the minute research and intelligence has never been greater.

This is particularly so when information is needed to evaluate market size, market opportunities and routes to market. Our market entry and market assessment studies are all geared towards answering some of the most difficult of business questions.


Market Research Methods - How to make successful

Lying behind all of our industry sector and research experience is a firm understanding of how to do research.

Often, conducting successful and effective market research studies involves a grasp of two very different demands:

"How do we get this done?" - The practical demands of conducting research in niche and diverse markets.

"What are the best tools for getting the results we need?" - Using innovative and established research techniques to ensure market intelligence delivers real return-on-investment.

Wednesday 11 June 2014

Good Content to Increase Engagement for Covert Business


Good Content to Increase Engagement for Covert Business

Engagement is the end game for content marketing. Getting people interested in and involved with your product is half the battle in making a sale. When your customers know that they can look to you for stellar insights and advice about the industry, you’ve succeeded. But achieving this goal is not easy. It takes a lot of time investment to create the high-quality content you’ll need.

Below are Some tips on how to use content to increase your audience’s engagement.
  • Create Gated Content 
  • Run a Live Q&A Based On of a Controversial Piece of Content  
  • Include Calls to Action at the Bottom of Content 
  • Ask Questions at the End of Blog Posts to Increase Comments
  • Be Consistent at Something

Create Gated Content for SE ( Search engine )
“Gated content” refers to information or whole sections of your web site that are only available to people who agree to provide something in return. Gated content creation can be tricky to execute, but when used well, it’s a great way to not only pump up engagement but also to generate leads. For marketing purposes, that “something” is usually contact information, such as:
  1. Geographic location
  2. Name
  3. Email address
  4. Phone number
  5. Company information

Gated content may also require payment for information, such as whitepapers or exclusive video, but generally speaking it’s just another rung on the sales funnel.

Not every company is comfortable with using gated content. Some are wary of alienating potential customers who are not ready to establish contact, or sending them to competitors who do not have gates. It’s best to reserve gated content for premium information; be sure to leave product descriptions and blogs free to navigate for any visitor.

For instance, a site such as Gate to Garage, which sells a wide variety of furnishings and décor, would not benefit from walling off its product listings to visitors. But it might consider requiring potential customers to submit an email address for future contact if they want to see a how-to video or white paper.

One thing to keep in mind, don’t gate all your content. Leave blog posts and info graphics as free material for everyone. That free material will drive traffic to your site and then special gated content can be used to increase engagement and build an email database.

Run a Live Q&A Based On of a Controversial Piece of Content  

Live chats have a colorful history on the internet. They’re one of the earliest ways that companies engaged with their customers, dating back well before the age of social media. Though they’ve evolved over time, they still remain a great way for businesses to gauge opinions about not only their products but also their industry. The smartest way to draw people in is to play off a piece of content that’s gotten a lot of attention.

This type of content will inspire strong opinions on both sides, which will draw people into the conversation. Be sure to promote the Q&A beforehand, but don’t just rely on live questions to fuel the discussion. Solicit questions and topics beforehand via social media, and keep things open-ended so that you can engage as many people on as many aspects of the issue as possible. If you’re doing the chat on Twitter or Facebook, look over your analytic beforehand to decide what the best time is to hold the conversation.

Last year Paper.li, an online content curation service, sponsored a live Twitter chat to promote awareness for bloggers, who make up the hottest area of its community. The success of the Q&A surprised even the company’s community manager, who personally heard from more than 200 people after the chat via email and on Twitter asking for help and offering their input. The chat also reached people in other countries, a bonus Paper.li hadn't expected.

Include Calls to Action at the Bottom of Content 

Sometimes when you become engaged in a great piece of content, whether it’s a whitepaper, a blog post or a podcast, you’ll forget how you stumbled upon it and your true purpose for looking into the subject. Don’t let that happen to your potential customers. While you don’t need to hammer them over and over with sales pitches, you do need to gently remind them as they reach the end of their time with your content that there’s something they need to do. That may mean registering for something, buying a product or filling out a form.

Whatever it is, make sure your call to action is clear and concise so that you don’t lose your fish from the hook. On the blog for Writers Relief, an author submission service, posts end with reminders that the site can help make writing dreams come true and a link to their submission page, a succinct but effective call to action.

Ask Questions at the End of Blog Posts to Increase Comments

This sounds like an obvious way to increase engagement, but a surprising number of sites do not try to interact with their readers this way. They’re missing out on a huge opportunity. Once you've finished discussing the topic at hand, ask your readers what they think. Many blogs put a daily question at the bottom of a blog post in bold, training readers to look for these queries and answer them, thereby increasing engagement.

Don’t just get people to comment, though. Interact with them in the comments section and see how you can further engage them. For instance, the Gawker network of web sites have perfected this approach. Writers interact with readers, exchanging ideas — okay, and often insults — in such a way that the comments sections themselves have become must-reads.

Monday 19 May 2014

How Tackle Competitor with Marketing Plans - Some Market Buddy


How Tackle Competitor with Marketing Plans - Some Market Buddy
Customers are Ignoring You (Photo credit: ronploof)
Some Market buddy who help for " How Tackle Competitor with Marketing Plans " for best ROI on sales and Grow business with Respect of  market condition.
  • Who Are You Writing For?
  • What is Your Customer Avatar?
  • How Can You Make Your Customers Lives Easier by Solving a Common Problem They Face?
  •  How Do You Keep Your Audience Engaged?
  • Are You Providing a Call to Action for Readers? Will They Feel Compelled to Get in Touch?
  • SEW -


Entrepreneur  - 
Normal has left the marketing arena - What do customers love about your business and what one change could make them love it even more? Example: Disney is replacing its popular decade-old FastPass, which allows visitors to skip long lines, with an RFID-encoded MagicBand bracelet that unlocks the resort experience with a flick of the wrist.

  • What aspects of your customers' experience cause annoyance and what one change could eliminate that point of irritation? Example: Starbucks addressed public pressure to reduce trash by rolling out $1 reusable plastic cups, along with the incentive of a 10 percent discount each time the cups get used.  
  •  What attributes or values make customers choose your business over others and what one change could deepen or reward their commitment?Example: Nearly a million small businesses have started using Square card readers, enabling them to complete purchases on the spot while also responding to customers' preference for a charge payment option.


Little-Known Article Marketing Strategy for Attraction Marketing - peterjtonkin

What Is Needed for a Well Written Article

Your visitor need to not be confronted with something that resembles a dissertation, by having a couple of parts that are devoid of words (white space) it’ll aid make your article content appear quicker and simpler to read. Don’t put links for your internet site or any other products inside the primary body of your article, it could be declined.
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Wednesday 14 May 2014

Have you Know Components of Contact Data Quality


If you have used contact databases for your marketing / sales campaigns, one thing you would agree that quality of data is something which is always ‘wanting’. If you manage contact data for your organization, you will more often than not hear from your sales, inside sales or campaign manager that ‘data is not good’! 
Have you Know Components of Contact Data Quality
Have you Know Components of Contact Data Quality

So in order to assess the quality and see if it’s bad or good, the components of contact data need to be defined beforehand. Here are the ‘4 C’s of contact data quality’:

Correctness

First and foremost, is the data accurate? Especially if Email Ids, Phone numbers and company address are wrong you will lose out on usefulness of data. If percentage of wrong email ids is high in your data – hard email bounces also impact your email deliverability in the long run. Similarly wrong address and phone number are waste of your direct marketing and Sales/ inside sales team’s efforts. Moreover, are all the data fields in data as per your specifications? Correct data fields enable you to do correct tagging for list segmentation, campaigns, etc. Also, no one wants a wrong First Name or Company Name while E-mailing or calling using a contact database!

Completeness

 Ensuring that all prescribed and required data fields are populated. Missing data hampers optimum utilization of the database. Are the data fields present as per your format/ requirement, and not as in any standard template? Also consider this – are you able to derive any insight from your data? For example, can you find out basic lead qualification criteria like Budget Authority Need Timeline (BANT), Company Type (Primary market, size of business, line of business, etc.), role based segmentation, etc.

A complete contact database helps in qualifying contacts as well as running target campaigns

Current-ness

People change Jobs change, their roles get changed – is your data is regularly refreshed to capture the changes Also current-ness means being able to do trigger based marketing campaigns based on market events like Mergers &Acquisitions, Management changes in target accounts, expansion plans, industry trends etc. As it’s said – it is all about hitting your prospect with the right message at the right time. Having real-time actionable database would provide you that edge over your competitors.


Customization

This is all about ‘Getting what you need’, and not ‘What is available in the market’. It’s as simple as this – you know your business and your target audience the best; so you should be able to devise your marketing campaigns first and reach out to your audience. Your contact database has be in accordance with marketing strategies; not the other way around!

Tuesday 13 May 2014

How Increase Focus on Mobile Email Marketing for Viewership


If you were to classify the top ranking buzzwords in today’s marketing world, the word “mobile” would certainly be at the top of the pile. It’s still not clear what people understand by the meaning of ‘mobile’. Are they talking about text messages or SMS, which is a pretty challenging platform for advertising? Is it the iPad or do they mean apps?
The centre of mobile marketing is the same trustworthy platform which has served marketing for over a decade: Electronic Mail (Email). Research shows that every alternate Smartphone user goes through their emails on their mobile devices. 
According to a recent e Marketer published report, there is a change observed in the importance to a mobile-first mentality when planning and executing email marketing campaigns.
How Increase Focus on Mobile Email Marketing for Viewership
How Increase Focus on Mobile Email Marketing for Viewer ship
The magnitude of changing trend to a mobile-first mentality when planning and executing email marketing campaigns has increased immensely, according to the e Marketer study.
It was found that: Mobile email viewer ship has risen considerably in the last quarter — up by 5% just in the last quarter
More than 55% emails get opened on mobile gadgets or smartphones taking home the lion’s share of your email viewer ship Approximately, 16% messages get opened on tablets — which are up by 1% quarter over quarter.
The study says “Mobile-only viewers were the main source of growth, jumping 64% during H2 2013. Hybrid viewer ship—checking emails on both desktops and mobile devices—declined by nearly 40% quarter over quarter and 72% since Q2 2013”
The massive increase of Smartphone acceptance by the neutrals across different parts of the continents is certainly helping in accelerating the mobile email roar.
The report goes on to say, “As mobile-only viewer ship becomes the norm, marketers are recognizing the need to optimize emails for mobile”. While cutting short to spot that many marketers are missing out this fantastic chance to go email still.
A recent study published in February 2014 by Ascend suggests the slight percentage (28% to be precise) of marketers from around the globe are going the extra distance to make sure their email marketing campaigns are optimizing emails for mobile screens. However, this was the least popular reaction, trailing approaches such as content marketing and targeted emails.
Though they were not executing mobile developed emails, the marketers did not seem to find this too difficult with only a small percentage of 4% recipients saying so.
With today’s buyer going more and more mobile for reading their emails, marketers might take a keen interest in implementing this “simple” approach.

Expand B2B Sales ROI with Display Ads - Digital Marketing


While you are working hard to connect with your customers continually assessing new channels and tools, you must engage your prospects at an essential level for turning your potential buyers into real revenue. In recent years, B2B marketers have worked hard with the role that display ads play in online mix more than their B2C counterparts. One must make sure that the amount of time and money spend on display advertising offers a significant ROI.
Expand B2B Sales ROI with Display Ads - Digital Marketing
Expand B2B Sales ROI with Display Ads - Digital Marketing
Display ads can help in building brand credibility and can provide your prospects an assurance that they are making a right choice. One more way to gain confidence of your prospects is including customer testimonials in display ads.

As per Forrester research, brands must establish a strong foothold with prospects as early as possible in the B2B Buying process. For this display ads is a perfect strategy, as you can target your ads and keep your brand right in front of your audience. By using display ads you can maintain a consistent presence with your target audience online.

To ensure that you are reaching right audience it is essential to target your display ads to a specific audience according to your criteria.

Building credibility with your prospects is an essential part of the buying process. As B2B purchases often include large financial investments, B2B decision makers face lot of pressure because of the potential risks involved – for their job security, for the organization etc.  So B2B decision makers are usually more focused toward making the right choices.

Irrespective of the budget that display ads bring along with them, concentrate on your growing brand. Back then television, radio and newspapers were the primary source of brand awareness and these means were also not cheap. Off lately, Online advertising has leveled the play field, which made businesses of all sizes easy to foster their brands through online advertising.