Schedule Now
×
img img img

Thank you for downloading our Infographic!

Please check your email.

Is it Time to Shake-up Your Marketing Strategy?

Maximize your Lead Generation to enable Sales Transformation.

b2b lead generation

11 Questions to Ask on How To Qualify a Good Financial Consultant

  • 11 Questions to Ask to Qualify a Good Financial Consultant

    11 Questions to Ask to Qualify a Good Financial Consultant

    View post

Financial consultant can work at banks, mutual fund firms, brokerage firms and investment management firms. Not all financial consultant offer the same products and services or have the same expertise. Some specialize in certain kinds of investments. Others can offer you a wide range of investments and services.

The right financial consultant for you will depend on what products and services you need, and how much you’re willing to pay for advice.

Choose a financial consultant who has the necessary qualifications and experience, who is registered with your local securities regulator and who you believe is trustworthy. Just as important is choosing someone you are comfortable with.

Start by screening candidates over the phone or make a call with us if we have a list. Find out if they are taking on new clients and what type of clients they work with. Once you’ve narrowed your list, set up meetings with each candidate at their office. This will give you a sense of how they run their business. Gauge how comfortable you would be working with them. Do they listen to you and answer your questions clearly? Do you have a good rapport with them?

Expect the financial consultant to have some questions for you as well. They will probably want to know what financial goals you want to achieve and what kind of services you’re looking for.

Checking the qualifications of your financial consultant

Find out if the financial consultant is qualified to give you the help you need. To help you decide, ask:

  • What is your education and professional experience?
  • How long has your firm been in business?
  • How long have you been with the firm?
  • Are you and your firm registered with a securities regulator?
  • What products and services do you offer?
  • How will you help me reach my goals?
  • What kind of account reporting will you provide?
  • How are you paid for your services (salary, commission or flat fee)?
  • What fees will I be charged and how will they be reported to me?
  • Who are your clients?
  • Can you give me references from clients who are like me?

Your local securities regulator can tell you or confirm if an individual or firm is registered, the kind of registration they hold and if they have a record of any disciplinary action. Choosing and qualifying the best financial consultant can be done with our teleprospecting and with that, we can get you the most suitable financial consultant out in the market.

The MAGIC Formula in B2B Appointment Setting

  • The MAGIC Formula in B2B Appointment Setting

    The MAGIC Formula in B2B Appointment Setting

    View post

B2B sales appointment setting and lead generation are such critical part of any businesses’ sales funnel. Appointments and B2B leads are the fuel to a healthy sales engine, after all. Yet so many sales organizations are with challenged with the task of filling their sales funnel with more opportunities.

            “Only 25% of leads are legitimate and should advance to sales.”

Source: Gleanster Research

            “More than two thirds (68%) of companies report struggling with lead generation.”

Source: Lattice Engines

            ‘Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost.”

Source: Forrester Research

            “57% of B2B organizations identify ‘converting qualified leads into paying customers’ as a top funnel priority.”

Source: MarketingSherpa

Some sales research suggests that 75% of business calls end in voicemail. There’s widespread debate on whether it’s even beneficial to leave voicemail at all in B2B sales. We’ll save that debate for another day and focus on tips that might help you if you DO decide to leave voicemails in the course of B2B sales prospecting.

There are several B2B appointment setting metrics that carry weight. Really, you can dice up the numbers any way you like, but the idea in sales data analysis is to identify problem areas and success areas. Not only that, these data points must be used to fix the problems and expand on those successes.

There’s a “Magic Formula” which encompasses the most basic B2B appointment setting metrics.

  • Touches/Dials – The number of times an agent touched a contact record. There’s some flexibility in defining this number
  • Conversations – The number of hard connects with targets. This is live conversation with the prospect on the telephone.
  • Appointments – This is the end goal of a lead generation team. All previous efforts have combined to produce this result.

Once you have a large enough sample (we recommend 2500 touches or more), get acquainted with this ratio and how it fluctuates. The formula will be different for all types of industries. You can even compartmentalize the formula to find out how well your inside sales team performs in certain industries, geographies, etc.

Top 4 Questions to Ask Outsourced Inside Sales Providers

In any high-tech companies, you’ve decided to invest in an inside sales team to surface new sales opportunities and qualify leads. Just as many of those same companies, you’ve done the research on your options – outsourcing, insourcing, or a hybrid.  You’ve decided to go down the outsourcing path in order to ramp up as quickly as possible.

The rest is easy, correct?

But not so fast. You are now faced with a pile of outsourced inside sales firms, and choosing the wrong one can cost you time, money, and credibility. Continue reading…

This Women will Change the Merchant Service Leads Industry

Merchant services leads have earned a bad rap in recent years.

A quick browse of the Better Business Bureau’s website shows a wide variety of complaints against leading credit card leads, often accused of overcharging, adding hidden fees, binding customers to long-term contracts, and executing hefty fines when they try to escape.

Suneera Madhani had worked for one such company for more than two years when she began noticing a high volume of complaints. “I wrote down every time a customer had a complaint,” she says. “It was always about transparency and simplicity, and even just consistency in what they were being charged.”

Merchant Service Leads

Photo of Suneera Madhani; CEO of Fattmerchant

But by the time Madhani brought these complaints to her superiors and suggested changes that might improve customer service, they never expressed any interest in changing their tactics.

The merchant services industry is notorious for hidden fees and long-term contracts, just like the phone and insurance industries. Madhani says she believes she is ushering in a new era.

“I 100% believe the industry is changing,” she says. “If they’re not going to change they’re not going to survive.”

How Madhani’s Company work?

Fattmerchant charges the standard interchange fee from Visa and MasterCard, but offers three monthly subscription options with a transaction fee that isn’t tied to sales. Customers can choose between a $59 monthly subscription for 15¢ per transaction, a $79 plan for 10¢ per transaction, and a $99 plan for only 6¢ per transaction.

The end result, Fattmerchant is able to save its customers an average of 40% on their monthly bills.

Though she looks different than the average financial services CEO, and her company’s pricing model is different from other merchant services leads, Madhani says she has found that “different” is what many customers have been waiting for.

“She’s very knowledgeable—when you talk to her, you can see the passion she has for her business,” says Junior Smizmaul, the director of operations for Orlando-based VoIP phone service provider VOXtell. Smizmaul says VOXtell has worked with three other merchant services leads before switching to Fattmerchant.

Smizmaul explains his company has saved nearly 40% on its monthly merchant services bill since making the switch.

“It’s a great company to work with, and they’re doing a great job,” he says. “I hope they change the way the big companies work.”

Madhani says she doesn’t only want to change the merchant services industry’s pricing model. She is also determined to be a role model for women who are afraid to challenge the status quo in male-dominated fields.

A Kick Start Recommendation for Marketing Technology Issues

 

I had a realization that reminded me of recent conversations with many of our leads whose marketing technology issue is starting to look like a kitchen drawer—full of unitaskers, gained through a variety of circumstances, without any real thought about how they fit into a well-functioning kitchen. These leads lacked a technology roadmap and hadn’t fully anticipated how these systems would integrate across their marketing technology issue and provide good insight in providing professional telemarketing services.

Kick Start Recommendation

So how can a marketer make informed decisions in this fast changing technology landscape while providing professional telemarketing services? Here are three recommendations for evaluating your marketing technology issue and kick start your sales lead generation:

  1. Address the Root Causes Before Taking on New Technologies

During the SiriusDecisions Technology Exchange conference, one of the key takeaways for marketing was to focus on people, process, and technology—in that order. I would suggest adding data into this framework, so focus on people, process, data, and then technology by the Inside Sales professional. Problems with people and process are real, as are issues with data and technology, so don’t rush into new technology adoption when your problem could be more fundamental. In fact, adding new technology without addressing the root causes in people, process, and data can mask or even further exacerbate the problem in Database Management.

  1. Develop a Technology Roadmap and Integration Strategy

Before rushing to buy the next new shiny object, have a plan first. Develop a technology roadmap that specifies what core components you need in your marketing technology issue. Once the core stack components are identified, then identify what gaps you still have and plug each with the right unitasker. Along with the roadmap, have an integration strategy that addresses how data and process will flow through the stack of Database Management.

While every company’s needs are different, in my opinion, here are the five essential components every B2B marketer should consider in their marketing technology issue:

  1. CRM
  2. Marketing automation
  3. Data management and integration
  4. Data visualization and reporting
  5. Content management and personalization
  6. Determine How You Will Measure before You Buy

Before you commit to a new marketing technology solution, ask yourself and your Inside Sales professional: How will you measure and keep track of the performance and return on investment of the new solution? It’s important not only to demonstrate to your marketing and sales leadership that the new solution is effective and works as advertised, but also to ensure it’s producing the correct results without unintended side effects in sales lead generation.

While there’s an abundance of great solutions out there for lead generation services, it’s important not to lose sight of the forest for the trees. Understand the root cause of your problems and whether a new solution will really address them, have a technology roadmap in place to understand where your strengths and gaps are, and understand how you’ll measure success before you commit to purchasing.

3 Reasons How Email Marketing is Different from Cold Calling

How many times have you sent an email to the people on your contact list and not gotten any results? We’re betting that’s a lot, and well, we’re guessing you don’t like seeing those figures either. You probably do email blasting every day and send millions of mail a month, but have you ever wondered why your conversion rates don’t exactly seem to be improving, or at least hit your expected output? Maybe that’s because you do email marketing the same way you do cold calling: cold!

3 Reasons How Email Marketing is Different from Cold Calling

A wise man once said that what kills a business is a lack of sales. Such is true because money continues to prove that it is indeed the lifeblood which keeps companies up and running. Without it, a business crumbles to the ground. And well, your email marketing campaign is essential to helping your business make more money. Why? Because it generates leads and sales, that’s why!

So what do we mean when we say that email marketing should not be done like how we do cold calling? See for yourself in the points below.

REASON 1

I’m busy and I don’t know you. I’m going to press delete now.

Have you ever received any emails from people you don’t know? Well, if you have, then you know all about how to ignore such emails and how easy it is to just get them out of your inbox. As such, put yourself in the shoes of your email recipients. Do the people in your sales leads database actually want to receive your emails or newsletters? If they don’t know you personally, or just don’t want to be bothered, then they will be quick to get rid of your email, or just ignore it for the rest of the day… or even for all of time. After all, they’re busy and have much more pressing matters to attend to.

REASON 2

I never asked for an email from you. Why are you sending me one?

Receiving an email from an unknown recipient can often be annoying, especially when they keep doing it again and again. If you’re native to cold calling, then you’ve probably heard someone complain to you on the phone about how they never asked to be called, and asking you why you’re calling them. The same thing applies to email marketing often enough, and some of your prospects don’t want to be bothered with your emails, especially when they never asked to receive them, or subscribed to receive your newsletters.

REASON 3

I Don’t. Know. You.

Pretty similar to the first point, although without the factor of them being preoccupied by something else. Why doesn’t cold calling work all the time? Well that’s because the person being called has no idea he/she was going to be called, and also because they don’t know who the heck is calling them. So why does your email marketing campaign fail? That’s because relationships between you and your clients and prospects matter. If people knew you on a personal level, then they would be more receptive and probably take time to go out of their way and read your emails, let alone answer your phone calls.

 

Email marketing is not the same as cold calling; you can’t always get what you want from sending mail to random people on your business contact list. As such, it’s important to build proper relationships with your prospects before you start blasting like a laser cannon.

So, do relationships with your clients and prospects matter to your email campaign? We’d love to know what your take on email marketing is. Feel free to leave us a comment.

Why Your B2B email notoriety or Reputation Matters in B2B Email Deliverability

B2B marketers battling for development in today’s economy know they have to get most extreme results for their B2B email marketing efforts, yet an excess of don’t comprehend the basic part deliverability plays during the time spent transforming business prospects into revenue driving clients. All the imagination and arranging that goes into a focused on B2B email marketing effort is useless if your messages don’t come to their expected inboxes. Each undelivered B2B email is a lost lead, and the cash you spent to gain that lead gets squandered. Continue reading…

How many is Too Many in B2B Email marketing?

 

The following morning I got an email advising me that I’d left things in my shopping basket. Absolutely sensible! In our email campaigns, we really prescribe sending these sorts of messages – frequently, the B2B prospects simply needs a tender poke. In any case, then, one hour and after 19 minutes, I got a SECOND email from them – another of their day by day messages. Continue reading…

What is a Business Lead and How Business can make use of it?

Let’s start discussing with the basics. A business lead is a company who has indicated interest in your company’s product or service in some way, shape, or form.

In other words, instead of getting a random cold call from someone who purchased your contact information, you would hear from a business or organization you’ve already opened communication with. Continue reading…

Valentine’s Day: Email + Data, A match made in heaven

Roses are red, violets are blue, Valentine’s Day is coming … and you should do this one through in email marketing too.

Insight will no longer be an option, but a necessity when trying to generate and nurture your business prospects to fruition. If the email you’re sending doesn’t relate to a business prospect or C-level personally, it’s will never be that effective. But don’t worry, there is a solution, and it’s one that marketers will agree of. During the Valentine’s Day, a romance has blossomed and bloomed between email and data in the result of B2B marketing automation. B2B Marketing automation helps B2B marketers address their need to use personalization at scale by using data collected from prospective businesses to send the right message, to the right decision makers, at the right time in the purchase cycle. Continue reading…

Our Affiliates

software leads
cleaning leads
accounting leads


Back to top

Submit your Feedback

      Sending...
x