Tag Archives: business sales leads

The 4 External Reasons Why B2B Marketing Campaigns Fail

The 4 External Reasons Why B2B Marketing Campaigns FailWhether we like it or not, B2B companies face the possibility of failing.

There will always be a Damocles sword dangling over the heads of managers. And regardless of what they do for the sake of improving their B2B lead generation and their revenue, the prospect of having one’s skullcap struck by the pointed blade is unavoidable.

Here are some of the so-called external inhibitors to B2B marketing as mentioned in a Business2Community.com article by Ian Dainty:

Economy – Recession

In a recession, no matter how hard or persuasive your marketing is, you cannot get some companies to buy. Usually their clients are not buying from them, and that causes a ripple effect right through the whole economy. You need to adjust your marketing messages and the way you market and sell. You need to ensure you have a strong value proposition.

B2B Competition

All B2B companies have a lot of competition. You know better than me who your fiercest competitors are, and how you can overcome their weaknesses to secure business. If you do not believe you have much competition, simply ask your clients how many different companies contacted them in the past two months.

Client Affairs

There can also be external factors that can affect certain companies or certain markets from buying at a particular time. For example, a while ago there was a disastrous oil spill in the Gulf of Mexico. The company that caused the spill is BP, one of the largest oil companies in the world. You can bet that trying to sell anything to BP at that time, except a sure-proof way of cleaning up oil spills, was probably going to be a long sales cycle.

Government Regulations

As we all know, governments seem to have more and more of a reach within our personal and business affairs, both through taxation and through the different laws enacted in every country or jurisdiction. In Ontario, the Canadian province I live in, for example, all companies become tax collectors for the government. We already collect GST for them with the products we provide, and Ontario companies also collect PST through the new government HST. Now Canada has just passed the Canadian Anti-Spam Legislation (CASL) which can fine any individual up to a $1 million and a company up to $5 million for sending unsolicited emails. This is the toughest anti-spam legislation in any western country.

Basically, you are at the mercy of these factors, but it doesn’t say you can’t do anything to lessen their impact. Thorough analysis of each factor coupled with using the right tools business tools and strategies are vital for keeping you in profit – and so is hiring a lead generation company that knows a lot about keeping businesses efficient and in profit.

How To Get The Most Out of Your Lead Generation Marketing Meetings

An expert lead generation company understands that all lead generation methods need to be assessed for effectivity before they are implemented once again, and so should you. When your sales and marketing departments are planning your next marketing campaign to generate more b2b sales leads for Australia, you know you’re going to be sitting in a room with every single person in your sales and marketing team again. But, do you really get anything accomplished by doing this? I’m not saying that having meetings is a waste of time, but you might want to implement these few suggestions so that your next department meeting is more productive.

1. Set the meeting with only the people who are needed to make the decision.

Just as you aim for the right decision maker in a good b2b appointment setting campaign, so should you apply it to your own department meetings. Call only the people who have the necessary information that you need to make the decision. Having too many people in the room will not only crowd it, but certain important issues tend to be bypassed when there are people present who need not hear about it. When the decisions have been made, the other members of the department can be informed in separate meetings with their supervisors or team leaders.

2. Set goals within the meeting.

During meetings, you have to set a specific schedule or agenda to follow or else your meeting will go astray. For example, you can say that “by the end of this meeting, we must have decided on the lead generation strategies to be used for this month” or “by the end of this meeting, we will have come up with the right criteria to identify our qualified Australia business sales leads.” Clear goals help you accomplish things faster.

3. Leave out the chairs.

You will be amazed at how fast your people will get to the point when they’re not in the comfort of their chairs. Just make sure your meeting is not too rushed and that all important points are properly discussed.

How To (Properly) Break Rules For Lead Generation

Sometimes, getting started in Australia can be a real challenge. Think about it, there are a lot of you there competing for the same prospects and clients. In cases like these, it sure makes sense for you to look for help on how to stand out from the rest. This will make your lead generation and appointment setting work easier to do. After all, the true measure of a company’s capacity to stay in business depends on how good they are in getting qualified B2B leads. If you can reach more prospects, the more clients you can get. To do that, you might need to break a few ‘rules’ of marketing. Try these, and you will realize the truth.

1. Hire a reliable telemarketing company – believe it or not, but a single phone call may actually help you bag those business sales leads. There are plenty of stuff that you can learn by simply calling prospect and asking them what they need.

2. Go to the place itself – there are times that you have to actually go to the prospects’ offices and business. From there, you can figure out if there really is an opportunity to be found or not. You might find new business ideas that you can pursue later.

3. Look for hidden opportunities – sure, the initial plan did not push through, but you might discover something during discussions that you might want to explore. Even if you are supposed to concentrate on one thing, looking at other aspects of the plan might yield results.

Sounds better, right?