Email Campaign is Still a Top Channel for B2B Marketing

Email Campaign is Still a Top Channel for B2B Marketing

   March 17, 2016       prabhakardalvi

---

Email marketing is a direct, trusted channel for online communication. With the right approach to email, B2B companies can educate and support business audiences and create more customers in the process.

technologyadvice.com

B2B decision-makers make purchases based on what they need, which means impulse buys are less common. As a service or product provider, you are challenged to equip your audience with informative and engaging content across a long buying cycle. This post will explore how email supports the lead-to-close process and provide tips for building an effective campaign.

Email Supports Sales Activities

Despite its widespread use, telemarketing isn’t always the best way to generate new business. Time is a valuable resource for businesses, which means many prospects won’t hear you out, especially if they aren’t expecting your call. It can be difficult to make contact with the right decision-makers in an organization through cold-calling alone.

In situations like these, email is a perfect way to make contact without causing disruption. Prospects can open and read your communication at their own leisure and discretion. With the right sequence of messages and calls-to-action, you can warm up cold leads and lay the foundation for a successful sales call. Research has shown that nurtured leads produce 20 percent more sales opportunities than non-nurtured leads.

Email Improves Customer Relationships

Establishing a customer-centric email strategy will help you evaluate and respond to your customers’ needs. Using behavioral data and segmentation, you can deliver targeted communications and offer value that far-surpasses that of a generic newsletter.

Realizing the full potential of your customer relationships is very important. You want your prospects to not only choose your product, but to recommend your product. The ones who do will be more profitable to you. In other words, your end game isn’t the transaction; it’s advocacy.

Customer advocacy sets the bar high for email. It means batch and blast promotional mail won’t cut it. Instead, businesses should focus on aligning each message, each email, with the buyer’s current “decision-making moment.”

This graphic gives examples of effective content types for three major stages of the buying process:

B2B Email Tactics to Try

Companies with smaller budgets and limited resources often struggle to run effective email campaigns or shy away completely. But compared with other marketing channels, email is relatively inexpensive. According to a 2015 report by DMA, email has an average ROI of $38 for every dollar spent.

The three tactics below will help you leverage email marketing to its fullest potential.

1. Welcome new leads from search

Customers are good at blocking out distractions. They install plugins to block pop-ups and display ads. They use research to find what they need and avoid what they don’t. That’s why marketers invest so much into search engine marketing (SEM).

If you know anything about SEM, you know it revolves around content — usually starting out with free “carrot content” and gradually asking more commitment from the reader.

Valuable opt-in content can capture new leads and bring your visitors closer to making a decision, but it works best when paired with email. To strengthen the effect of opt-in content, send a follow-up email thanking the customer and providing another opportunity for engagement. For example: an invitation to a webinar or exclusive access to an industry report.

2. Plan an educational drip

Informative content is almost always more effective than a sales pitch. Emailmonday recently reported that campaigns with CTA text “more info” win 90 percent of multivariate tests against “try now” or “buy now.”

Help your customers make an informed decision with educational content wrapped in a clever autoresponder cycle. Some refer to this as a drip campaign. Drip campaigns help you provide timely information based on your customer’s position in the buyer’s journey:

New to the product: Introduce them to your company, product, or service at a comfortable pace; focus on education.

Potential customers: Explain how your product can address their key needs, objectives and challenges.

Leads with an intent to purchase: Differentiate your product or service from your competitors’ by highlighting advantages and showing industry expertise.

Deal close: Provide case studies, pricing, and well-timed promotions to reinforce that your product or service is the best choice.

3. Send automated, personalized emails

B2B customers expect to be treated as individuals in their moment of need. Forrester Research says that “In 2016, leaders will understand and anticipate individual needs to deliver personalized experiences, sharply increasing their lead in the market.”

Marketing automation will enable you to achieve that goal and nurture customers at scale. Email personalization doesn’t have to be a daunting task. You can use the data stored in your platform and divide prospects into segments based on declarative (job title, industry, company size) or behavioral data (downloads, browsing activity, etc.). Then, using automation triggers and autoresponders, you can dispatch different permutations of a message to the appropriate readers.

Behavioral data gathered from previous campaigns has a key role in this. You should also use web analytics (e.g. Google Analytics, tracking codes) to track the behavior of visitors coming to your website.

That’s because it works.  

Personalized and automated email marketing can help your business engage prospects in a relevant way at every stage of the buying process. To maximize ROI, make sure you analyze the behavior of every subscriber and adjust campaigns to keep your relationship moving forward. After the sale, set your sights on customer success and advocacy.

Note : Any suggestion you have , please mail me on prabhakara.dalvi@gmail.com

Read More

Account Based Marketing - Get accelerates B2B business with marketer planning

Account Based Marketing - Get accelerates B2B business with marketer planning

   November 25, 2015       prabhakardalvi

---

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

As the speed of business accelerates, B2B marketers and CMOs are faced with growing challenges in identifying their top (&best) customer/accounts, leads as well as streamlining sales and marketing co-ordination.  Add to this, they are still in dilemma whether to target accounts or leads, not sure which account(s) they need to target or they don’t know which accounts in their database are best fit to target and  uncertain about content to be conveyed .

Here comes Account Based Marketing (ABM), hot topic among B2B marketers right now.

ABM is the ‘panacea’ for the above mentioned problems and is gaining traction every day. This topic is keenly discussed and analyzed over events, webinars, blogs, forums and social media.

ABM advocates the philosophy of quality over quantity as echoed by David Ogilvy – Father of advertising.

In this blog series, we will try to unravel what exactly is ABM, why ABM is gaining traction, strategy to be adopted, business benefits of ABM and way forward for ABM.

Part one of the blog series deciphers ABM in its simplistic form and part two focuses on best practices of ABM.

Various marketers have different interpretation of ABM. However ABM in its simplest form:

“Strategic approach/methodology adopted by marketers to identify and define their best or top strategic accounts, then channelize all their entire marketing campaign, content deliverability with compelling messaging with dedicated focus on selected accounts, and then measure the impact/progresses to ascertain the success.“

Although, ABM is graining traction now, this has been there since early 1990 as an alternative to mass marketing and this was supposed to be grandma’s antidote.

However this was not pursed with vigor. But now things are better with advances and innovations in various marketing technology stacks and B2B buyer journey/cycle has become more complex coupled with rapid decay in B2B data.

These have driven marketers to look forward to panacea in the form of ABM. Add to this, various big enterprises like HP and XEROX have embraced ABM in a big way and reaping the benefits.

Through ABM methodology, B2B companies can reach out to select key accounts/leads through targeted content, ads, and messages instead of blindly following each and every account. This in turn will enable them to close more deals and usher in sales and marketing synergy. 

• ABM – Best practices ( Infographics ) - November 9, 2015
• Account Based Marketing (ABM): B2B marketer’s panacea! - November 4, 2015

Read More

Effective ways of Lead Generation through Content Marketing

Effective ways of Lead Generation through Content Marketing

   November 21, 2014       prabhakardalvi

---

Content marketing plays an important role in Lead Generation. In today’s world B2B buyers have changed a lot. B2B buyers have lot of information available online at their fingertips.

So most likely B2B buyers prefer getting product/service information online rather than approaching a person. So as it is always said that every coin has two sides, on one side it provides an excellent opportunity for marketing team but on other side it can also lead to information overload where many brands, products and services get lost.

Now what’s the right way to do it? It’s time to get more relevant and precise. We have to change the concept of one-size-fits-all mentality and should realize that every time we need to customize our content for every buyer at different levels.

Read More

Building Targeted B2B Prospect list, How to make it

Building Targeted B2B Prospect list, How to make it

   October 06, 2014       prabhakardalvi

---

Targeting is arguably the most important part of Business prospecting. You can have a brilliant product with a great offer and wonderful creative to sell it, but if it goes to someone who is just not going to be interested, none of this matters.

Targeting the right businesses with the right offer at the right time will substantially increase your chances of B2B prospecting success. But as well as maximising your opportunities for making a sale, careful targeting also saves you money by reducing waste, not to mention being good for the environment and for your reputation. Remember, ‘junk mail’ is only badly targeted prospecting.

Follow these simple steps, for the easiest, most cost-effective and profitable way to build a targeted business prospect list:

Step 1: Knowing your customers

First, think about who your existing customers are and build a picture of your best customers by looking at the information you have on them. Look at their business sector, size by turnover and employee number, geographical location and number of locations, ownership of products, purchasing behaviour and so on.

Step 2: Revealing look-a-like prospects

By building a list of new business prospects who most ‘look like’ your existing customers, you can target the people who share similar characteristics… and are therefore more likely to become your customers. It’s important to have a flexible database that allows you to refine the business prospect criteria. Applying selection filters on your data will add real depth and quality to your targeting. Other methods of finding out who your best prospects are include mailing a rented B2B prospect list and analysing the replies. You can also conduct research through a postal or telephone questionnaire.

Step 3: Segmenting your business prospects

Effective B2B prospecting is all about making the right offer to the right person at the right time. That said, your direct mail will still need to grab your reader’s attention, hold their interest, and compel them to the action you want. The way to do this is through an engaging proposition. ‘Segmenting’ means identifying a sub-group (or segment) of your prospects list that has a set of common needs. This will allow you to tailor your message to that need so they are more likely to be interested in your offer.

Step 4: Ensuring quality and accuracy

As well as using your own customer or prospect databases, you can buy or rent business lists to market to. There is a wide range of business lists and profile overlay databases for you to choose from. They are available from a variety of data providers, so you should be certain of the B2B lists’ quality before you use it. By doing this carefully you can save a lot of trouble with poor address quality.

Step 5: Buying B2B prospect data

Before you buy a business prospect list, be sure it gives you all the decision makers’ details, including address, telephone and email, and that these are updated regularly and are safe for you to contact. It means you can contact your new prospects with absolute confidence, improves your response rates and saves you time and money. Using an online B2B Prospect list builder that allows you to check the data before you buy will give you that final peace of mind that you’ve got the right

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

Related articles

• Support from Retargeting of CRM to Growing Sales Roi (guestpostbloggerworlds.blogspot.com)
• Branded USB Power Bank In Edmonton (guestpostbloggerworlds.blogspot.com)
• B2B Marketer Need Help from Contact Databases Solutions Providers (guestpostbloggerworlds.blogspot.com)

Read More

Marketing Strategies for Developed And Developing Markets - Prabhakar

Marketing Strategies for Developed And Developing Markets - Prabhakar

   July 01, 2014       prabhakardalvi

---

Interest in developing markets such as China, India, Brazil and Russia has increased rapidly over the past ten years, meaning that market research and intelligence agencies are exploring a wider variety of geographies than ever before. This presents numerous challenges throughout the market research process, for fieldworkers, managers and analysts alike. This article discusses perhaps the most important issue of all – the different insights that tend to arise in different geographies. In particular, how do the critical marketing success factors in the developing and developed worlds differ from each other?

Developed And Developing Markets Product

In most business-to-business markets, customers regard product quality and durability as a ‘hygiene’ requirement; performance must be high in order for the supplier of that product to even be considered. Companies with low quality are not in business for long, leaving serious market players to differentiate on the extended offer – service, brand and the like. In developing markets, good quality is often not even a hygiene requirement, let alone a differentiator. 80%-90% of buyers of pump and instrumentation products in Russia or China are happy to buy products that last 18-24 months whereas their Western counterparts demand a lifespan of 6-7 years or more. This results in a preponderance of low-quality buyers in the developing market, and quality becomes a key differentiating factor for the small group of customers that demand it.

To the Western company with a high cost-base and high-quality product, the best strategy in a developing market is to cream-skim the market by targeting the 10%-20% of quality-focused buyers. In developed markets, suppliers are best advised to focus on service quality, knowledge and people, while of course maintaining high quality standards. -- Recommended Marketing Strategies In Developed And Developing Markets

Developed And Developing Markets Price

Value-added pricing is common in developed markets – that is to say buyers are willing to pay more for a superior offer, usually based around service, brand, consultancy and other benefits beyond the product itself. In developing economies, the willingness to pay extra for a superior offer is far less prevalent, with most b2b buyers relating price primarily to quantity.

Developing markets 2 (Photo credit: Wikipedia)

Western clients tend to premium-price in developing markets, communicating high quality to a small part of the market and receiving high margins in return. Even companies that are relatively undifferentiated in their home markets frequently succeed when premium-pricing in developing countries. Consumer brands such as Pizza Hut have experienced huge success with this strategy.

In developed markets, the picture is far less clear, with customers generally more demanding and high-quality competition more prevalent. This is where specialist pricing research comes into its own, be that competitive pricing intelligence or more model-based techniques such as SIMALTO and conjoint analysis.

Developed And Developing Markets Place

Western businesses frequently underestimate the difficulties associated with routes to market in developing economies. Whereas market channels in the company’s home market may be long-established and familiar, channels in a developing market may be unrecognisable, fragmented, ephemeral and highly dependent on local knowledge and relationships. Many Western consumer-facing companies are experiencing real success in developing markets in this respect, with shampoo and cosmetic providers, for example, making huge profits in rural cities via local distributors and retailers. Industrial companies have been slower to build up their knowledge, many still relying on generic import-export agents and a low-quality, poorly trained salesforce. Underestimating the importance of a permanent on-the-ground presence and even local-language capability is another common mistake.

Developed And Developing Markets Promotion

In any b2b market, promotional messages should focus on customers’ ‘hot buttons’: product quality or price in developing markets; and in developed markets, service, brand, consultancy and other value-added messages. Promotional routes will also differ. While direct mail is increasing in prevalence in most developing b2b markets, it is still a scarcely used and ineffective marketing channel in these countries. Relationship-focused promotion, such as trade shows and site visits, is key, since trust in brands is in short supply.

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B., Founder & Digital Manager (SEO,SEM,SMO) }}

Read More

B2B Lead Generation Companies by Relationships of Creative Management

B2B Lead Generation Companies by Relationships of Creative Management

   May 29, 2014       prabhakardalvi

---

The entire business scenario has changed over the past few decades and B2B lead generation companies need to adopt new innovative methods and techniques to stay ahead of their competitors. The fact is that the decision makers virtually live on the edge today with so many fires to put out, B2B lead generation companies cannot hope to win them over using the same old cold calling techniques. The entire process of getting to that all important people has become far more complex now with the technology and the habits of the key decision makers undergoing a sea change. Traditional cold calling techniques need a significant make over in the present day business scenario in order to make an entry into the sales cycle.

To make a meaningful contact with the key decision makers in the present day sales environment, cold calling requires a creative management of relationships and building of thoughtful approaches based on innovative sales strategies.

Some of the basic fundamentals of cold calling that B2B lead generation companies can adopt in today’s complex and maddening business environment are as follows:

Moving slowly up the hierarchy ladder:

The top level decision makers are so busy putting out a thousand fires of their own everyday, they put up several layers of barriers around themselves in call screeners and administrative assistants. It’s best to start from the lower level executives in an organization and be known to the top bosses before you actually approach them.

Don’t be too greedy:

Don’t be in a hurry to grab a sales opportunity, decision makers have a natural aversion to greedy salespersons. Make your call sound like a business intelligence call, not a sales call. Try to strengthen your social networking with every call and prepare the groundwork for the sales cycle to follow. Empathize with the prospect, know about their needs and pain points, so that you can offer them a good solution.

Learn to use referrals:

Making a short list of useful referrals is very handy while cold calling. Use these referrals while approaching the key decision makers, this can open a few gates for you and let you in with minimum resistance.

The realities of the business world have changed, so B2B lead generation companies should also adopt new methods and approaches if they want to succeed in this fiercely competitive world.

Read More

How to Clean Large Email Contact Lists for Email Marketing Campaigns

How to Clean Large Email Contact Lists for Email Marketing Campaigns

   May 19, 2014       prabhakardalvi

---

Step 1 : -

- Know current health of data, match with your ideal prospect profile; filter out what you don’t need

- Set priority and segment data : as per your email campaign plans

- Use in-house research team or outsource to a data vendor to verify existing email ids; or source new email data as per your filter criteria (company size – revenue, employee; Industry/ Line of Business, Geographic location,  Prospect profile (job role, seniority, decision making authority, etc.)

Step 2:

- If you want to be doubly sure; use a test domain and test email server to check validity of email addresses before running your actual campaigns. It reduces the problem of hard bounce

- Once data is cleaned-up, monitor on-going email deliverability; remember email data, specifically Business-to-business (B2B) data gets obsolete periodically. So the tracking the state of database and refreshing periodically is required

How to Clean Large Email Contact Lists for Email Marketing Campaigns

Step 3: 

- Specific to Business-to-Consumer data; the regulations are stringent in many countries as it deals with personal data. Best way to build b2c email list is through ‘opt-in’, applying various channels like social media, PPC, Point of Sale (POS) marketing, etc.

- For both B2B and B2C; it’s utmost important to maintain a suppression list (list of email ids you don’t wish to contact) as well to honor opt-out/ unsubscribe requests (and maintain a similar list)

Read More

Information About cloud computing - Misleading Beliefs About the Cloud

Information About cloud computing - Misleading Beliefs About the Cloud

   April 17, 2013       Unknown

---

 Wikipedia)

Information About cloud computing - Misleading Beliefs About the Cloud

As the cloud is still a somewhat new form of expertise there are still a number of myths and misleading convictions surrounding it. numerous individuals and enterprises will resist implementing cloud services because they solidly accept as true that numerous myths about the cloud are factual. As a outcome numerous businesses may be missing out on advancing their infrastructure because they have not looked more nearly at what the cloud can offer them. Taking a little time to find out more about the diverse ways you can use the cloud in your enterprise can give you a number of opportunities to improve your present set up.

Advertisement :

--------------

Classified Register business With US

prabhakaronline.com

There are a number of myths surrounding the cloud. One of the most commonly utilised adages is that the cloud will not last, that it is only a transient tendency. This, however, is looking less and less factual. The cloud has a wide range of exceedingly precious benefits for both persons and enterprises. The detail that internet monsters Amazon and Google both use the cloud only serves to illustrate how it has become a hugely influential locality of expertise. Cloud services are now even encompassed on a number of mobile telephones. Even video-game businesses have begun to integrate cloud services into new gaming technology. Though the cloud is a somewhat new concept, it is expected to become a cornerstone expertise.

This is another myth about the cloud that often very off-putting to prospective users. In latest years it has become progressively significant to keep your facts and figures and your online presence protected. Off-hand comments and unsupported attitudes about the cloud have someway directed to the idea that the cloud is not a secure location for your facts and figures. This is not the case. As with any pattern of hosting or computing, it is only as secure as you and your provider make it. You need to work together with your provider to make sure your services are as secure as they can be. The cloud is no more or less secure than any other alike pattern of expertise. numerous users may worry about the security of using a public cloud, but if you have selected a provider that offers a good system of security and a considered out design this should not be a difficulty. If you are still concerned about security grades, a hybrid option that utilises both a public cloud structure and a private cloud structure may be a useful idea.

This specific myth about the cloud is partially factual. going your submissions and hosting needs to the cloud can decrease your company’s carbon footprint to a certain issue. Moving to the cloud can signify that you no longer need to have in-house servers which can save the business power and money. However, the general ‘greenness’ of the cloud counts on where the cloud is based. If the data centre that houses the cloud is in a homeland or locality that benefits renewable assets, then moving to the cloud is expected to be a ‘greener’ choice. However, if the facts and figures centre is in an locality that is utilising energy made from coal or un-renewable resources, then the improved general ‘greenness’ will be negligible.

numerous persons may timid away from going some of their submissions and services to the cloud because they believe that it may be too complex. This is another deceptive conviction about the cloud. Cloud providers desire to find more enterprise, so in the most of situations they will try to make the process as very simple as likely. Many offer distinct grades of complexity depending on the customers’ needs. smaller levels will often engage only simple alterations to your living architecture, while higher levels may offer more in terms of usage and command but will engage more advanced knowledge and alterations. Through doing a little study you can find a provider that will offer Infrastructure as a Service at the grade you need.

As with security, utilising the cloud should be a collaborative effort between the client and the provider. You will not expect that one time you relocate to the cloud you no longer have to think about any thing. numerous cloud providers will not be to blame for setting up back-ups or organising contingency servers. In most cases you will be responsible for manually setting up automated backups and double-checking that there are contingency servers accessible to you. This may be something of a change for users who had before had organised hosting designs. Cloud computing and hosting is a clear-cut system but you will have a certain amount of blame to make certain it is running as it should.

Many persons have become used to glimpsing pledges of 100% uptime and believe that is what they will get. although, in the most of situations this does not happen. expertise is fallible and there is no guarantee that it will be online 100% of the time. The cloud is no exception. It is although, conceived to accommodate very high grades of availability and redundancy. These grades may be achievable on a dedicated hosting design but with cloud hosting it is a much more cost productive choice. The cloud can accomplish very high grades of uptime at a more inexpensive rate due to economies of scale. The cloud can be very reliable but take claims of 100% uptime with a pinch of saline.

Read More

Simple Manual - Cloud Computing Concepts

Simple Manual - Cloud Computing Concepts

   April 17, 2013       Unknown

---

When you have something significant to notify the world, an internet location may very well be the best alternative. Whether you are discussing goods and services are easily random ideas, the internet is definitely one of the most efficient channels. An internet message psychic reading the phrase away, although, you have to first own reliable Cloud Computing service. This information is crammed with minutia that will make it easier to understand the different facets that you must believe about.

You need to take time to numb out how a alalallotmentmentment Cloud Computing genuinely charges and hang up a financial allowance for it. This is really the only way that you could be certain that you will be able to manage to keep your website up and running for the long term.

Advertisement :

--------------

Classified Register business With US

prabhakaronline.com

Make sure that you choose an owner which has supported 24/7. You won't want to run over a topic or a problem and not be capable of getting a contain of someone quickly. This might damage your business or one-by-one en devours. One time you have selected a number, try giving them a call at an odd hour to work out is assistance service is accessible.

Before you accept do enterprise with any kind of Cloud Computing, you should do some research on the internet owner. Make certain to find out just how much you are going to need to pay to do business with all of them and what accurately you are getting for the cash.

You can more often than not save cash on your internet hosting if you are giving in accelerate. Reduced charges for multi-month and annual packages are usual. Although, you won't desire to lock in by having an unreliable Cloud Computing. Try out a brand new owner for any month or two before you conclude to secure in the long-term firm pledge, and goals for the termination and reimbursement policy in advance.

It is significant to absolutely study the buying cart software functionality of the Cloud Computing if you are planning to work transactions utilizing your website. You need to make certain that the actual buying cart facilitates some kinds of payment such as credit cards, instead of only Pay pal. You should also discover if it is adept to calculating delivery charges as well as levies. Getting buying cart programs which fulfill your obligations will be essential to the achievement of your location.

When round the prowl for any Cloud Computing, try to choose one have a tendency to has information and other bulletins. An owner has an inclination to has data is one in whose company is evolving and in whose services are inclined to be striving to become improved. This permits you much better approximate precisely where this business is going to be on later on. An owner whose business does not have numerous bulletins is likely one which isn't altering. Thus, you need to steer away from these kinds of.

Now that you have the deeper information of some of the best procedures for Cloud Computing, it will be simpler to obtain the job done--whatever the task may be. despite if you are looking for ways to merges with customers or even hold in touch with family and friends, dependable as well as effective Cloud Computing will help you to keep in touch.

Read More