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Is it Time to Shake-up Your Marketing Strategy?

Maximize your Lead Generation to enable Sales Transformation.

B2B marketing

What Do We Know so Far from Merchants Services Leads?

Merchant acquiring is an integral part of card payment transactions processing. Acquirers enable merchants to accept card payments by acting as a link between merchants, issuers, and payment networks—providing authorization, clearing and settlement, dispute management, and information services to merchants. The merchant acquiring industry is dominated by a few large players across the globe, with the top ten acquirers in the world handling nearly 50% 1 of the global cards transaction volume in 2010.

 

Merchant acquirers enable merchants to process credit and debit card payments and help in increasing sales by accepting the most popular cards to attract customers to their businesses. Typically, a card payment transaction involves two sides: the first between the cardholder and the bank that issued their card; and the second between the merchant and the acquiring bank.

The acquiring side of the industry typically involves interaction among various stakeholders including merchants, acquirers, processors, independent sales organization (ISO), and payment networks. Each of the stakeholders has an incentive to play its specific role in completing the payment transaction:

  • Merchant: A merchant accepts payment from the cardholder by swiping the user’s card at its terminal, increasing the chance of a sale by accepting popular cards used by cardholders. For example, retailers such as Walmart who accept these cards have higher chances of sale compared to local retailers without card processing capability
  • Acquiring Bank: The acquiring bank provides payment processing services to the merchant, enabling him to accept payments from cardholders. The bank levies a merchant service charge (MSC) on every transaction at the merchant’s point of sale (POS) terminal to generate revenue. The MSC is usually 2% of the transaction amount and contains an interchange fee, the fee paid to card network associations such as Visa and MasterCard, and the acquirer fee
  • Independent Sales Organizations (ISOs): The ISOs solicit merchant accounts on behalf of acquirers and charge a service-based fee from the acquirers. ISOs also manage risky merchant accounts with a higher possibility of credit fraud, for which they charge a higher fee. Examples include: Cornerstone Credit Services LLC, and Bankcard Systems of Newport
  • Third-Party Processors: Third-party processors provide transaction processing services to acquirers as they possess economies of scale and advanced technological systems for cost effective processing. Processors charge a service based or fixed fee from acquiring banks based on the type of pricing contract. Examples of third-party processors include: Global Payments Inc. and First Data.
  • Payment Card Network Provider (Card Association): Card associations, such as Visa and MasterCard, act as the link between the issuer bank and the acquiring bank. The payment card network validates the availability of credit or funds with the issuing bank and communicates the same to the acquiring bank. The payment card network provider charges a fee for each transaction processed through its branded card by the card issuer/acquiring bank.

Shark Week: How Marketing Differs in Terms of Tools

Shark week is week dedicated to tune TV programs to a contemplating and mysterious creatures in the deep blue –yes, you have guessed it, it is all about shark. Sharks are known for their big appetite in feeding small creatures under the sea and there are actually two different kinds of shark. One that grabs a targeted bite like Bull Shark or Great White Shark and the other hand is the Whale Shark that open their mouths and take in all small creatures like plankton. Same with sales and marketing, targeting specific prey or just simply gobbles in any prospect that may pass their mouth. Continue reading…

Data-Driven Lead Nurturing Program for B2Bs

We all understand that the pressure for immediate results drives strategic decisions. But identifying and making use of the buyer’s position in the overall life cycle with the right approach can yield more fruitful results, compared to pushing the hard sell at the wrong time.

data driven lead nurturing

Larger business purchasing decisions lead to longer sales cycles, today taking anywhere from 18-24 months. Faced with a potentially lengthy courtship, view your Lead Nurturing process as a series of “micro conversions.” Until you determine if there is real interest or are able to build on the current level of interest, you shouldn’t assume your Prospects are ready to commit. But with continued nurturing and patience, you can qualify them at a higher level, deliver real value, and begin your relationship even before they make a purchase.

Take simplified approach, it’s worth it.

“Everything should be made as simple as possible, but not simpler.”—Albert Einstein.

Or in other words, just keep it simple. It’s not necessary to take on your entire data base in one fell swoop. Hone in on a specific segment to begin with, measure your progress and optimize accordingly. The key is to take incremental steps while keeping it as simple as possible to reduce complexity while learning the ropes.

Use your audience understanding to create targeted communications.

Getting “the right message to the right person at the right time” is what every marketer seeks. Technology has provided access to a wealth of information and subsequently created a paradigm shift that has changed the marketing perspective to a consumer-focused one rather than product focused. This shift has ushered in the Age of the Customer. 1 In its wake are the “one-to-many” communications containing generic information sent to broad audiences, discarded in favor of “one-to-one” communications that are responsible for propelling Prospect leads closer toward a purchase. Using a targeted approach, each person is guided through their personal stage in the life cycle. Segmenting your database by behavior or developing personas (snapshots of your segments), can enable you to deliver targeted communications to drive success in your Lead Nurturing activities.

 

Personalization goes beyond a name and address.

What’s the single most important word to a person? Their name! A proper Lead Nurture campaign is powered by data; but to truly realize the potential, you have to put that data to use. This concept extends past addressing your leads byname; it involves using their digital body language to determine what content is useful and relevant to them. Research from Marketing Sherpa showed that 82%of Prospects identified content targeted to their industry as more valuable, and 67%found content targeted to their job function to be more valuable. By personalizing content, you make it more relevant, while moving your Prospects through the nurturing phase. Embrace their unique qualities to get more out of your nurturing efforts, while increasing the life time value of your customers.

 

A Revisit in Lead Generation Services for Kick starters

Lead generation services includes identifying prospective customers and qualifying their likelihood to buy in advance of making a sales call through multi-media marketing strategies. In short, it’s about motivating prospects to raise their hands to sign for your product.

Lead generation service is the single most important objective of any business-to-business (B2B) marketing department. Other objectives, such as brand building, brand pioneering, public relations, and corporate communications are also on the list, to be sure. But, providing a sales force with a steady stream of qualified leads is job one.

A Revisit in Lead Generation Services for Kick starters

A business lead is a prospect that has some level of potential of becoming a business partner. We need to distinguish a lead from a business inquiry or from a mere list of names, with which leads are commonly confused. Mailing lists or contact lists of business prospects are often presented as “lead lists,” a misnomer that generates not only confusion but even ill will in the world of business marketing. A passive list of prospects (or, more appropriately, suspects) does not deserve to be called a list of leads, they are just contact lists and call them through telemarketing services.

The same holds true for inquirers. Simply because someone has expressed a modicum of interest in your product or your company does not mean that person or that company is ready, willing, or able to buy. But an inquirer has plenty of value. You can continue to communicate, nurture that interest, and keep a relationship going until a sale is imminent.

Marketers must deliver a lead to the sales team only when the lead is truly qualified, and they must do so by criteria developed in consultation with the sales force. Consistent delivery of qualified leads that convert satisfyingly to sales and meet sales quotas—that is the hallmark of successful B2B lead generation.

The Four Basic Benefits in Having A Telemarketing Services in Your Business

  • Four Basic Benefits in Having A Telemarketing Services

    Four Basic Benefits in Having A Telemarketing Services

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It’s a marketing conundrum that the telephone offers the most direct method of getting through to potential business partners, but also has the greatest capacity to irritate them. And with the volume of telemarketing increasing year upon year, it stands to reason that your own telemarketing campaign must be highly targeted and professional to get results. Failure in one or both of these areas can result in wasted resources and damaged business reputations. So where and how can business to business telemarketing actually work for you?

Telemarketing can form an integral part of a sales and marketing campaign, either as a tool for gathering the data that will be the foundation for your direct marketing approaches, as a follow up to other forms of direct marketing, or as an up-front weapon for identifying your best sales prospects. The four basic benefits of having a business to business outbound telemarketing include:

Improving marketing data: at a basic level this may include gathering the contact details of decision makers and their usage of products and services relevant to your market, but further probing can deliver more in-depth information – perhaps on distribution channels for example.

Verification of your existing data: it’s your data, but is it a valuable asset? Only if it’s clean and accurate. A professional team of telemarketers can ensure that your data doesn’t embarrass you or let you down.

Lead generation: using a team of dedicated telemarketers to do this tough, up-front work can make more cost-effective use of your often highly paid field sales or telesales executives by allowing them to focus on closing sales rather than chasing business prospects.

Company profiling: this offers the opportunity to go beyond the type of superficial prospect data held by most businesses and gain a full understanding of how potential customers operate. Information on aspects such as their decision making processes and who they currently purchase from enables much better tailoring of sales and marketing approaches.

Inbound Marketing: Common Mistakes in Making Buyer Personas

As a piece of our procedure of deciding how we will function with customers, we commonly lead an assessment of their general interest generation methodology and execution. We take a gander at what they’re doing to create and sustain drives, how they’re using their site and other advanced (and non-computerized) correspondence channels and how that all adjusts to and associates with their business approach.

I need to concede that this one shocked me. I’m accustomed to discussing buyer personas with organizations that aren’t doing inbound marketing. I assumed that for multi-year veterans, personas would be a given. The gathering that we surveyed fell into two gatherings on this issue:

  • They did not have written personas.
  • The written personas they had were vague and had fallen out of date.

Making personas is hard. Staying up with the latest is much harder. Be that as it may, they are completely crucial on the off chance that you need to pick up and look after qualification.

Making personas requires more than only two or three discussions and working out a passage or two depicting who they are. Powerful personas join two components: an unmistakable perfect customer profile and a top to bottom audit of the key individuals you need to chat with.

When we create personas for our clients, we work to identify three types of personas:

  • Primary personas: These are the decision makers or key players involved in your sale.
  • Secondary personas: These are the people who may or may not be directly involved in a sales/buying process, but elicit significant influence.
  • Negative personas: These are the people who you want to be sure are not in a lead position when dealing with your solutions. For example, we worked with a company that sold HR information systems and in their case, the IT manager was the negative persona. If the interaction was perceived as an IT issue, rather than an HR issue, it represented problems for their efforts.

Regardless of how you create personas, the objective should be to clearly define:

  • What the clear identifiers are for each persona.
  • The challenges they deal with (from their perspective).
  • Their priorities.
  • Their experience in dealing with your products/services.
  • The important questions they seek to answer on an ongoing basis.

Whenever finished, it’s anything but difficult to feel like you’re finished with personas. Try not to commit that error. Personas are never done. They ought to be always changed and overhauled. At any rate, you ought to survey your personas on a yearly premise to guarantee the data inside them is still significant and clever.

Effective Ways in Building Relationships with your Prospects

Accelerating your funnel isn’t just about better lead qualification and assignment. It’s also about continuing to build relationships throughout the length of the sales cycle — without all of the manual work that relationship-building normally requires. With the ability to automate communications and tedious follow-ups, your sales reps can move prospects through the sales cycle with minimal time and effort.

Building Relationships with your Prospects

Nurture leads who are actively participating in the research process.

According to Pardot’s State of Demand Generation study, 77% of buyers want different content at each stage of their research. Using lead nurturing, sales and marketing teams can cater to these preferences by “dripping” appropriate content depending on where they are in the sales cycle. Content can then be adjusted accordingly based on prospect responses. When buyers have completed their research and start reaching out to sales reps, they’ll already be educated, meaning that sales won’t have to waste time guessing at their pain points and needs.

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. (Forrester Research)

Then, nurture leads who aren’t yet ready to buy.

Lead nurturing is an equally powerful tool for buyers who aren’t actively participating in the research process. According to Gleanster, 50% of leads are qualified but not yet ready to buy. Without a way to nurture these leads to a sales-ready state and keep your company top of mind, you risk letting them fall through the cracks, increasing the chances that they’ll be won over by a competitor. Steadily communicating with these prospects by delivering helpful content ensures that sales reps never neglect leads who might eventually turn into opportunities, or even closed deals.

 

For many marketing departments, lead and prospect databases represent one of the largest monetary investments of the entire department. Don’t lose the leads (and potential revenue!) in your funnel to neglect, or even worse, to your competitors.

Have your sales team automate follow-ups.

When follow-up isn’t automated, it can be easy to forget. While your sales and marketing teams may recognize the importance of a prompt follow-up when trying to close deals, they’re often too busy to make it a priority. Instead of wasting time covering their tracks and rebuilding relationships, they could be using marketing automation to define appropriate follow-ups for specific situations. These messages can then be automated and personalized so that sales reps get regular touch points with each of their prospects, reducing time spent on manual tasks and freeing them up to focus on closing deals.

By automating follow-ups, it’s much less likely that prospects will be neglected by sales reps, reducing the chance that they’ll be lost to a competitor. And with regular touch points, reps can stay with their prospects all the way through the sales cycle.

The Real Cost of List Management Services

  • List Management Services

    List Management Services

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When collaborating with our clients we devote a excessive deal of time conversing contact data. Who is the target, how easy are they to locate, what are key role descriptions, and what is the message you bring to them. We are industrious about educating them with regards to direct dials, the need for emails, and the ownership of the list versus a rental list. All of these are critical but often ignored by organizations looking to purchase data. A list is assumed to be a commodity item and yet it is far from it. The list is the key driver for all other actions that happen in the sales campaign. It is one of the most critical portions of any marketing outreach.

During the MarketingSherpa B2B Summit 2011 presentation, presented by MECLABS, “Optimizing the Lead,” it was discussed that a $1 per record list (“the best deal”) results in a campaign that is 2.5 times more costly than the most efficient list. In the study, the $1 per record cost, resulted in a $954 cost per lead. In a list that cost $24/record, the cost per lead was $373 and resulted in a 60.85% decrease in overall campaign costs.

Targeting Your Prospects Correctly

The details in arrears this result are clear to see. Although the $24/record list cost $24,000, the calling campaign associated with that list cost $92,400, for a total campaign cost of $116,400. Comparing these metrics to the $1/record list; the total list cost was $9,350, but the calling campaign associated with that list was $287,980, for a total of $297,330. At the end of the day which result would you take?

The key takeaways are that “cheap” data is really expensive, and the less you spend on the data the more you will spend on tele-prospecting. List acquisition must be seen as strategic and not simply transactional if you need to roll your marketing strategy.

Reasons Why Telephone Surveys Should Be A Part of Your Business

  • TELEPHONE SURVEYS

    TELEPHONE SURVEYS

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I don’t mean to exaggerate when I say that the success or failure of any business depends upon the level of customer service a company provides. In fact, satisfied customer recommend a good company while those disgruntled customer can say many awful things about your company on the social media and influence thousands of people away from doing business with you. I think one of the best way of gauging the service of your company is by conducting telephone surveys.

WHY TELEPHONE SURVEYS ARE CRITICALLY IMPORTANT

Telephone survey can help a business discover the actions are necessary to have a customer service to the next phase, or it can validate the already-strong performance in order to deliver the customer satisfaction by simply and directly dialing and asking the customer of hoe they are doing. Telephone surveys also discover new product and service needs of the target market, thus it also gives input to the needs of the business. There are many ways to collect the data, a telephone survey is an expensive way to make an actionable information in real time. Telephone surveys also have the highest response rate compared to any type of survey methods.

These are a few of the reasons to consider this form of market research:

  • A better response to open-ended questions than self-administered surveys (due to probing);
  • More control over the order of presentation of questions versus skip ahead that frequently happens with self-administration;
  • Better success in avoiding item non-response;
  • Less reluctance on sensitive topics than face-to-face interviews;
  • Telephone surveys offer the ability to survey hard to reach groups.

A telephone survey conducted by our professional research company helps you take your service to the next level, while collecting vital customer information. So at Kick Start Sales Force, we will conduct the business with highest affairs.

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

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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.

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