How to generate B2B Leads

As per recent studies, 40% of salespeople believe that prospecting as the most difficult part of doing sales. Most of the time it is the most crucial hindrance to meeting quota, and the ability to find the right prospects effectively and bring in qualified leads helps in sales to a very large extent.

Whether you’re a rep searching for fresh new leads avenues or a marketer trying work with the sales team I in generating leads, KIA Biz can help you out in making your efforts more effective.

How to Generate Leads for B2B Sales

  • Effective segmentation and B2B list building

First things first. Before you even start the process of prospecting, you need to identify who is the right customer. Get together with your team and identify who is the right segment for your product or service. In which industries can you contribute with your product? Which industries will really benefit from your product or service? This is a very crucial step called segmentation.

Once segmentation is precisely completed, next step would be to identify which companies and departments would like to buy your service or product. For eg, if you are selling an HRMS software, then HR departments of different companies would be your buyer. So, now we need to build a good list of prospects. Remember, list building is very critical. It gives rise to a good prospect database. The better your list, the targeted your efforts can be in prospect acquisition.

  •  Effective B2B Marketing Strategy

Once you have a good list, the next step would be to identify which marketing strategy is to be implemented. Depending on the segment, you can choose the right marketing activity. You also need to consider the geography of your prospects while deciding on the right marketing activity. For e.g. If you are looking at Europe as a market, only e-mail marketing will not work. So, be careful.

What we would recommend is that choose a blend of inbound and outbound marketing strategy. It has to be a good blend of activities such as e-mail marketing, content marketing, SEO, PPC and outbound calling. Some critics may argue cold calling doesn’t work anymore but the truth is effective B2B marketing includes a blend of all these activities. Amidst intense competition and so much of noise, you cannot afford to ignore any of these activities. Certain activities work better for certain geographies. For e.g. e-mail marketing works better for North America however it fails in Europe. Similarly, cold calling works better in Europe but not so well in North America.

  • Effective B2B Content Marketing

Currently when the whole world is facing the COVID-19 crisis, one strategy that is working the best is content marketing. As the entire word is restricted inside their homes and work from home is the new normal, content marketing is working better than ever. People are still consuming content while staying are home.

At KIA Biz, we can help you with all these activities right from list building, e-mail marketing, SEO, PPC and content marketing. We help you in making all these activities more targeted and hence we help you in better B2B prospecting.  For all these service, do connect with us at info@kiabiz.com

Why Do You Need To Adopt Account-Based Marketing 2020?

Account-based marketing (ABM) has become a central strategy for market leaders in B2B organizations that work with their sales partners to attract new customers and drive demand from existing customers

ABM is the process of identifying the most likely leads and then marketing them. B2B companies naturally want to focus their marketing investments on accounts with the most significant potential to generate sustainable income. B2B account-based marketing is proven strategy to generate effective b2b leads database.

What Account-based marketing offers?

There are tons of beliefs and diverse implementations that come under account-based marketing. Prospect profiling is the one of the key parameter in account-based marketing, which helps in prioritizing prospects, fetch deep insight, and build brand recognition.

Next comes,

Better relationships and ROI

Marketers who use account-based strategies perform better and more competitively than their peers who sell to individuals. This approach allows marketers to view potential accounts as a target, not as a specific number of people. With ABM, marketing data can drive b2b sales strategies, improve prospecting, and increase conversions with more accurate targeting across the organization.

Data-driven experience

Prospects have different needs because they communicate with companies at different stages in their purchasing cycle. It all begins with awareness and education, as they explore topics that meet their needs. ABM’s success includes a complete overview of this route and all channels. With precise data and analysis, marketers are beginning to understand better the individual account and the whole account to craft a dedicated customer journey for each stakeholder in the same company.

Individual and account perspectives

It is essential to understand each individual and their drivers in an account. But it’s necessary to bring all account connections together in one view to identify new business opportunities and accelerate them in the sales process. Marketers can use technology to map and understand the group’s relationships and perspectives in a segmented account based on hot spots and priorities. This allows marketers to segment individual and account interactions with the right content, at the right time, on the right device.

By measuring, optimizing, and analyzing your results over time, you can continuously optimize your campaigns. 

Five Categories of Account-based marketing Metrics

  • Coverage 

This is the most basic of the GAM measures. Coverage is a measure of the quality and integrity of the data, which indicates whether or not the database contains the right people. Where are there gaps in the data to be listed?

  • Awareness 

Analyzing about how deep, contacts know about the company and its service offerings. This measure is notoriously difficult to measure, but two good pointers to start are proprietary web traffic and user interactions.

  • Commitment 

Are the right people on the account spending time with your company, and is this engagement increasing over time. This measures engagement based on the number of minutes a target contact spends with a brand.

  • Scope of the program 

Everyone wants to know what works. To measure this, the team must first define work. For ABM, this also means which marketing programs reach the right target accounts.

  • Influence 

The ABM program earns credits for specified benefits, but it can be challenging to follow long sales cycles in great detail. Influence can be a richer ability. Look for programs that enhance the key metrics that matter to the business, such as pipeline, transaction speed, and net promoter score.

Account-based marketing is the the best way to align the business organization and marketing activities to generate global account interactions that make higher returns. This is the next generation of B2B marketing automation.

Why High Quality Data Is Important And How Do You Calculate It For Best Results?

Businesses often go through uncertain situations where inefficient planning and strategies hinder positioning of a well-established entity. And the core reason after an in-depth analysis comes out to be unreliable data.

As per recent research studies, data base used for sales and marketing turns out to be of no use. And if tallied, it accounts 22.5% per year. Based on these impacts, can we imagine how impactful it would be to have an outdated b2b leads database.

When it’s time to objectively investigate what happened in terms of customer activity, business productivity, or progress toward goals, everyone wants to make sure reports are provided to them. And no one wants to be annoyed by inaccurate data for any reason. In such situations, the importance of high quality data is indisputable.

Precise Data Collation Makes Things Work for Businesses

The data collected should also be useful for the campaigns and initiatives for which you plan to use it. Even if the information collected has all the other characteristics of the quality data, it will not be useful if it is not relevant to your objectives. It is important to set goals for your data collection to know what kind of data to collect.

Poor data quality has significant business costs in terms of time, effort, and accuracy. Quantify the value of bad data and create a credible business case that demonstrates the negative impact of current data quality issues.  This will be an essential part of your motive as a plan that fully embraces the need for data quality in the business.

With the right approach, business intelligence can be an essential source of competitive advantage. Organizations can use business analytics to drive digital transformation and redefine the customer experience. To do this, data administrators must create a data culture focused on delivering business results.

Quality data has become the center of the company’s strategy, focus, and investment. Yet many companies continue to struggle with the weight of traditional business models and analog business processes that realize the potential of data. Others recognize its potential, but cannot undergo cultural change or engage in information management and the advanced analytical and technological investment skills necessary to realize this potential.

A company’s readiness to contest in the emerging digital economy requires faster and more forward-looking decisions. Data must be reflected in strategic business planning to ensure that data and analytical skills are well integrated into business plans.

Data helps you surmise and focus on sales ready leads, saving you time and money. Every business goes through the conclusions of loss, which is caused due to misleading data. It drains raw materials, time loss, and, finally, has an impact on results. This also assist in an effective business contact list building.

For example, poor advertising decisions can be one of the most significant wastes of resources in a business. But with data that shows the performance of different marketing channels, you can see and focus on those that offer the best return on investment. Or maybe you will find out why the other channels don’t work as well and improve their performance. This allows you to budget to B2B Lead Generation without increasing ad spends.

In a nutshell,

Selecting a competent b2b list building company would clear your path towards building effective and profitable business ventures. Kia Business solutions is a pioneering B2B data research company, leveraging businesses to take prolific decisions and plan their future endeavors.

In case you need high quality data, write to us at info@kiabiz.com and we can build a free sample list for you.

Tips for effective B2B Demand generation and Lead generation

An organization has to have effective and updated strategies to boost sales and bring in more business whenever it comes to B2B demand generation and B2B lead generation. Demand generation creates the required awareness and builds a base for healthy b2b marketing, while lead generation helps in converting the interested target into leads.

However, the organization has to have a well-analyzed strategy leading demand and lead generation processes. Here are a few tips for effective demand generation and lead generation:

Before you start implementing different tactics and tools to boost B2B leads, here are a few tips you should consider:

  • Setting goals.
  • Deciding the target audience.
  • Don’t force the target; simply track the individual process.
  • Be there whenever the target raises queries.
  • Feed the right data/solution.

Content marketing:

One of the trending and effective factors boosting online demand and sales is content marketing. Compelling content and well build content marketing strategy would support boost marketing efforts. Well, planned content marketing strategies will save the organization from loss of productivity and poor results.

E-mail Marketing:

Well, planned e-mail marketing would help the business in earning more clicks to the pages. With an updated database, well-written content, subject line, and call to action, you stand a high chance of inviting the reader to the expected website page/image, or document. Professional B2B demand generation services can assist you in conducting an effective e-mail marketing campaign.

On organization can share whitepapers, blogs, webinars, videos, direct mail, case studies, social posts, infographics, e-books/-newsletters, etc.

CRM:

Effective demand generation would provide you with reliable marketing ready leads. However, the marketing team has to have an error-free solution to convert these leads into sales-ready leads. To make this conversion process error-free and smooth, use a CRM solution. CRM also helps in building a customized approach.

Apart from the tips mentioned above, an organization can also think of the following tips to increase demand generation:  

  • Giving away samples of what you offer the best.
  • Providing free tools or resources.
  • Implementing lead scoring solution.
  • Join hands with leading industry players to sponsor event/webinar, etc.
  • Display campaigns using managed placements.
  • Invest in brand building (online & offline), etc.

Here are a few tips for growth in B2B leads:

  • Using correct data.
  • Grading the prospects.
  • Keeping an eye on your competitors.
  • Use of social media (Social media can be used throughout the sales & marketing funnel; it is a very effective tool in today’s age), etc.

In case of any doubts, it is always better to reach a professional company to outsource demand generation or lead generation responsibilities. These companies hold enough experience to maximize the output. KIA Business Solutions is one of the leading b2b marketing companies in the market with expertise in demand generation and lead generation practices.

Contact Discovery Services – B2B List Building Services – KIA Biz

Contact Discovery Services - B2B List Building Services

Almost every business organization is after shortening the sales cycle! They are in search of a magic wind that would make their sales cycle perfect, and it will function smoothly, faster, and complete!

However, there are many factors and hurdles that slow down sales cycles and make it impossible to build a fail-proof model. However, if the company pays attention to the causes of sluggish sales cycle, it will find out the significant roles of contact discovery and B2B list building in any sales process.

If you are new to these concepts, you better outsource reliable contact discovery services or hire any agency providing end-to-end B2B list building services.

Let us know how effective list building could help shorten your sales cycle:

How could contact discovery help?

Have you seen your team spending more and more time on finding the accurate details of your target customers? Well, one of the reasons this is happening is because the data your team is using is most probably outdated. You are not only risking the productivity of your team but also losing a lot of money. With each irrelevant or outdated piece of information, you are missing leads. Emails from getting bounced or unanswered!

Updated data would arm your team with the right business contact database, and Contact Discovery will be done accurately.

List building:

Another way of shortening the sales cycle is list building. Effective list building would drive your sales team’s efforts in the right direction. Key elements of every effective list building process are:

Clear goals:

Before you start list building, you must know your objective.

Do you want the target customer to subscribe, purchase, set an appointment, etc.?

Know your customer well:

Make a company contact list. See where these targeted companies are operating and the industry of operations too.

Company size:

You do not want to miss details like company size to make sure you are targeting the company as per the set goals.

Client representative:

Once this is done, know the person who would be representing the client, his/her designation in the respective company, and the department. This would help you to draft a personalized email or tailor-made your sales approach.

Pain points:

One of the ways of making a list building more effective is to research the pain points of the targeted company and understand how your solution would help them.

  • Repeat all the steps mentioned above for every company from the company contact list.
  • Now focus on each company and start making lists of the departments that concern your services and their respective decision-makers.
  • Find the contact details of those decision-makers and list them.
  • Before you use these contact details for sales, validate them. Check their authenticity, remove the details which are wrong, update the new information.
  • Once you are sure of the quality, the list is ready to get used by the sales team.

What is meant by Data Cleansing and Data Verification?

In this digital age, irrespective of the size of the company, everything runs on data. No matter which sector you deal in, what you offer, or which geographical area you target, business contact database or data is important. If you are a business that wants to thrive faster and smarter, accumulating quality data is a must. And undoubtedly, your data is one of the best assets.

As one of the most critical assets, your data should be as accurate and updated as possible. On average, 20 to 22 percent of your data gradually decays in a year. And rather than piling on more data every year, which can decrease the quality of your database (Plus, it is of no use), B2Bdata cleansing services, and data verification services help. They keep your data sorted, accurate, and updated.

What is Data Cleansing?

Data cleansing is a simple process of removing unwanted or decayed data from your database. Every year some parts of your data turn into decayed data due to a change in job, location, or position. Along with that, there are always some incorrect, duplicate, or corrupt data which adds to the unwanted data. Adding to the poor quality of your data is the missing information. A name without a number is as useless as a number without a name. In order to increase the quality of your database and keep your database free from all these, you need data cleansing.

What is Data Verification?

Data verification is another tool to solidify your company contact lists or database and increase the quality. Data verification is as important as cleaning the unwanted data. Data verification is the process of verifying your existing data and validating it. One of the biggest culprits of losing your data quality and failing in marketing campaigns is invalid data. There are times when you roll out an email campaign, and most of the emails get bounced back, or your sales team dial-up number and realize that the number is incorrect or changed. Or there are times when the person you are expecting in a specific position is changed. To avoid such scenarios, you need high-quality data that is verified thoroughly. Through data verification, you can not only increase the quality of your database, but it can also guarantee you the desired results.

Importance of data cleansing and data verification:

  • Data cleansing and data verification leads to sorted, validated, and high-quality data.
  • It removes inaccuracies, typos, missing information, or outdated information from your database.
  • Eventually, a high-quality database leads to more successful marketing campaigns.
  • You not only get desired results from a clean and verified database, but it also saves your time from being wasted on unnecessary hassles.
  • A high-quality, verified, and clean database yields better business results.

With an ever changing database, keeping your data intact and accurate is very important. Services like Data verification Services, Data cleansing services, List building services and Contact Discovery Services helps you run your business more smoothly.

Improve business revenue and explore global markets with Appending Service

Every marketing activity in every organization begins with identifying the right target audience. Thus, a list needs to be built of all these potential customers. To reach out to each customer, their contact details such as e-mail IDs, phone numbers etc are required. This research takes a lot of time. So, how can you save your time from building these lists of potential customers? You can certainly partner with a B2B Contact Discovery and Data Appending Service provider like KIA Biz.

Why Choose B2B Data Appending Service Provider

In today’s world, it is very difficult to retain customers’ contact details for long time as people tend to change jobs more frequently. Thus, their phone numbers, e-mail IDs become irrelevant. Now, if you wish to connect with these customers, you are not sure if the existing customers’ database you have is still valid or has become obsolete. Researching this data is a time consuming process. You can use your own staff to do this activity or you can partner with an expert on Data Appending. Thus, your staff will be free to focus on closures.

With appended data it is easier for marketers to make effective communication with the right target audience regarding lead generation, business expansion, and customer acquisition

Partner with us for our Data Appending Service

KIA Biz offers a set of B2B List Building and Data Appending services to make any database more effective for you. We have the capability for making data appending faster and quicker for your team. We provide the most relevant leads to help you reap maximum returns from your investments.

Different types of appending services we provide

  • Phone Appending Service:- Along with switch board numbers it is important to add direct phone numbers to your business list
  • Email Appending Service:- Customers data such as first name, last name, postal address is matched against vendors’ database to get email addresses
  • Postal Address Appending Service:- Adding accurate and up to date postal address is important for successful direct mail efforts

What are the Benefits of B2B Data Appending Services

  • It helps in making your marketing efforts highly effective
  • It makes it easier to identify the right audiences for a particular product or service
  • It ensures that all market efforts are headed in the right direction in the first go itself.
  • It ensure higher ROI on marketing spends
  • Your staff can focus on activities such as closures.
  • Since the right people are targeted, sales cycles are shortened.

Contact Us for B2B Data Appending Services

At KIA Biz, we offer customized contact Discovery services along with Data Appending Services. We are not data resellers. We build custom data for each and every project. The quality of our data is absolutely unmatched in the industry. We work on all geographies including Africa, South America, North America, Middle East, South East Asia, Australia etc. We always go the extra mile to fetch as many direct numbers as possible. For high quality lists and data appending services, get in touch with us at info@kiabiz.com

What are different ways of generating Sales Ready Leads?

Opportunities have grown exponentially for salespeople, driven by digital innovations, more systematic request for proposals, and extensive use of internal sales to generate leads. And on these grounds, having qualified leads at your side is half the battle. No matter where it comes from; sales or marketing, it most of the time takes you closer to the final closure.

Sales-ready leads in real

SQL (Sales qualified leads also termed as sales-ready leads) often indicate immediate interest in a company’s products or services. For example, it is recommended that sales staff acts on SQL within 24 hours of generation.

However, if you have large volumes of leads entering the funnel, you are likely to flood your sales team with huge database of low-quality leads that will end up wasting time with zero productivity. Executions of various marketing strategies pull out large number of leads, but probability of those marketing qualified leads; turning out to be potential customers is believed to be non reliable.

So, if you come across a lead generation dry spell more often, there are some effective ways to mitigate the concern and create a productive b2b sales lead database that is result-driven.

Organize aunified customer experience

Whether through marketing emails, search for products online, or use mobile devices to find the best deal, today’s customers are in constant touch with brands as they incline towards finalizing on purchasing decisions. Digital channels can bring this experience together and prevent missed opportunities.

This represents the cumulative effect of driving increased online traffic, effective consumer participation, increased sales conversion rates, and deepening branded sales connections.

Connecting with lead generation companies

This scenario majorly comes into picture when you don’t have effective database or the lack of qualified sales leads in you CRM. However, in the phase of swift advancement in technologies, lead generation companies can give you a saving hand with most refined sales-ready leads.

Outbound calling

No one is needed to explain of how it works and where an efficient outbound calling process might take you. Though the business world is crawling aggressively in World Wide Web, there is always a need to make a call for better clarity; human way of connecting we can say. However, before dialing up your potential client, your call strategy should be defined. An effective outbound campaign is directly proportional to superior call strategy and preparedness.

Emphasizing on enterprise personas

Analyzing the key categories that clearly explain the enterprise personas such as firmographic, technographic, psychographic, business situation, business operating model, and resources. As trust and credibility are two critical ingredients in the process of B2B Lead Generation, staying around your customers would take you closer to qualified customer that is ready for a sales pitch.

Everyone is online

A recent study suggests that around 90% of businesses prefer online research before coming onto a purchasing decision. That’s exactly where we can engage the businesses; right at start of the buying procedure. SEO and digital marketing tactics are creating phenomenal prospects in terms of finding the correct client, with clear details of what exactly is needed.

BANT (Budget, Authority, Need, Timing)

This theory of recognizing the lead has been in the picture since long time now. Though somehow its applicability has been reduced due to drastic changes in sales process. Today’s lead generation process are majorly inclined towards quick result and gaining counts on the board. However, BANT strategy is more relevant when authorized spokesperson or client himself/herself is looking for a solution with a set budget to spend on, and timeline. BANT procedure brings more transparency between you and client.

Automate the marketing

Newsletters are making a huge effect, as they land in inboxes directly. Deploying a dedicated tool for marketing automation bridges you with your clients through multiple promotional medium such as email campaigns, social messages, forms, and many more.

An effective lead generation, whether used for creating marketing qualified leads or sales-ready leads is a well-calculated fusion of offline and online strategies. Trying new things every time and staying in sync with the latest trends is also equally crucial. Just don’t over-optimize your strategies.

How crucial is high-quality data for better sales revenues?

Companies strive for success with their new technologies and methods until closing the deal. However, the ability that sets them apart in these spaces relies on the dexterity of obtaining result-driven sales data.

New research from Experian Data Quality states that 88% of companies have a direct impact on their results due to inaccurate data, while an average company loses 12% of its revenue just because they fall short in B2B lead generation. And what keeps them away from generating high-quality leads is the crucial quality data. After all, it’s not just about raising the conversions counts; it is about protecting a business from the risk that may arise due to communication with incorrect contact information. Those who lead their organization to accurately manage data and understand its inherent value will reap the benefit.

Quality data has several beneficial effects on organizations

The better the data quality, the more confidence users will have in the results they produce, reducing the risks of the outcomes, and increasing efficiency. And when results are reliable, uncertainties and risks in decision making can be limited.

Employees can be more productive with quality data. Instead of spending time validating and repairing data errors, they can focus on their core mission. Better data direct to more precise contact discovery and communication, especially in omnichannel environments driven by many organizations.

Incorrect data can, in many ways result in lost revenue in communication that cannot be converted to sales, for example, if the primary customer data is indecent. If your competitors get more information than you, they have the information which you might have missed. This could mean that a company loses a significant chance of developing new products or the need for a customer who can exploit a competitor with a more mature understanding of the data. Companies must view and manage data as a business asset to maintain quality and gain information that can provide a competitive advantage.

Return on equity, the term which entities keep rendering around is an important indicator of a company’s growth capacity and is positively influenced by data quality and sales mobility. As sales forces become more mobile, competitiveness demands high-quality data and efficient b2b List building systems that enable rich customer interactions.

Data cleansing can be a savior to allay the issue of coarse, inaccurate, incomplete, or outdated data. There are five pointers that define quality data: completeness, accuracy, consistency, validity, and timelines. If these parameters are followed, the probability of your sales team reaching the correct potential client peaks. A sacred rule to run your sales strategies prolifically is cleaner and more refined is the data, high the revenue goes.