Unlock the True Potential of your B2B Lead Generation Strategy

Posted by Arvind Sehtia on Aug 22, 2016 12:18:40 PM

During my B2B marketing consulting assignments, the first thing I make marketers do is ask the right kind of questions.

It's very important to question your B2B lead generation strategy. A B2B marketer should not try to create awareness and interest based only on the merits of his products or services.

Considering how your prospect might perceive the product or service from their own value set is a very important factor. 

Let's take a look at some of the questions which your B2B lead generation strategy should clearly answer.

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Topics: B2B lead generation

Targeted Lists for B2B Lead Generation, Why?

Posted by Arvind Sehtia on Aug 8, 2016 7:40:42 AM

We have a visitor.

Not really something I like to hear when home. As a CMO I would love to hear that about my website. Wouldn't I?

Getting visitors to your website is a great start, but even visitors aren’t a true “win” from a marketer's perspective. It's all about leads and their conversions. 

Moreover, the B2B sector has named lead generation their most difficult task and their utmost priority. This makes targeted lead database a very important part of B2B lead generation. 

Let's take a look how.

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Topics: B2B lead generation

Appointment Setting for better B2B Lead Generation?

Posted by Arvind Sehtia on Jul 25, 2016 9:00:00 AM

Any B2B company would benefit greatly from having a lot of sales leads. The question is, how exactly does one increase the number of prospects?

The age-old practice is to cold call prospective customers and sell your product or service.

This strategy works best when your product or service is new and needs to develop a market foothold. But with the right calling list, even established products and services could hit the right target.

What do you do?


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Topics: B2B lead generation

So you think you have Clean Data?

Posted by Arvind Sehtia on Jul 11, 2016 9:00:00 AM

Sigh. We've heard this many times before.

The question of whether your data is clean or not is actually simple to answer. It is unclean. Every organization has bad data. The question is, do you know the steps to take to fix it?

Do you know where the skeletons are hidden and the amount of work involved in discovering them?

How much effort is reasonable to eliminate them?

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Topics: B2B Data cleansing & Hygiene

Expanding the B2B Lead Generation Business

Posted by Arvind Sehtia on Jul 4, 2016 9:00:00 AM

For the past 3 months, there has been an unusual dip in organic traffic. 

I needed an answer and asked my marketing partner Inbound Mantra for reasons. 

There was a drop in search volume for most of the keywords we were ranking on.

How does one deal with such a situation?

Let's find out.


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Topics: B2B lead generation

Need More Bang For the Buck? Try Content Syndication Services

Posted by Arvind Sehtia on Jun 27, 2016 9:00:00 AM

‘Syndication’ is a common term heard on broadcast television. The objective behind syndication was to rerun a show that had mass appeal and still had the ability to generate revenues for the production house. These syndicated shows were then licensed to other networks in return for a fee.

Content Syndication likewise works on a similar principal. The shelf life of popular content that has mass appeal is extended by permitting other content publishers to publish this content on their own sites. Instead of asking for a fee, the author requests a link back to the source of the original content. This brings in greater quality of organic traffic to the original content and improves their visibility. 

The exact nature of the above arrangement would vary from link back to a fixed fee to a performance oriented model.

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Topics: B2B lead generation

How Internet of Things Is Making JD Edwards Clients More Powerful

Posted by Arvind Sehtia on Jun 21, 2016 10:47:41 PM

Intent marketing has been the buzzword lately amongst B2B marketers, mostly because technology today enables us to gather all that data.

The acquisition of JD Edwards (JDE) by Oracle in 2005 marked a major turning point in the evolution of the software industry. The buyout of the world's first ever ERP software and the ensuing announcement of the Fusions applications road-map by Oracle gave JDE a source code reboot to keep up with the trending shift to web-based client architecture.

JD Edwards just like SAP realized earlier on for the business need to tightly integrate accounts. They built their customer base on Small and Medium Businesses who unlike the top Fortune 500 companies, didn't require large scale software implementations.

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Topics: Technology Users or Install base Lists

Leveraging the Power of Intent Marketing?

Posted by Arvind Sehtia on Jun 13, 2016 9:00:00 AM

Intent marketing has been the buzzword lately amongst B2B marketers, mostly because technology today enables us to gather all that data.

Intent marketing revolves around intent data. Data that can indicate if a key decision maker in an organization is looking for a product or service that you have on offer and is willing to engage with you. The stronger the intent, the better your chances at receiving a response to your outreach.

Why has SalesInside suddenly started talking about Intent Marketing?

Let me tell you why.

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Statistics to Guide your B2B Lead Generation

Posted by Arvind Sehtia on Jun 6, 2016 9:00:00 AM

B2B lead generation has become so important that if you distill any average marketer's job description to three words, it might well be - "Get More Leads"

Most marketers struggle to land enough leads, and enough quality b2b marketing leads.

But they do have one advantage.

Because lead generation is so important, there is quite a bit of research that has been done around it. Analysts have created reports, lead generation statistics and data sheets that clearly point out the necessary tasks a marketer needs to do for generating more leads. 

Let's take a look at some of these important statistics.

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The Complete B2B Marketing Technology Stack for 2016

Posted by Arvind Sehtia on May 30, 2016 9:00:00 AM

Companies with extremely strong omnichannel customer engagement, retain on an average 89% of their customers, compared to 33% for companies with weak omnichannel customer engagement. - Aberdeen Group

Customers have moved to multiple channels for various needs, making it very difficult for marketers to attract them and have to prepare omni channel marketing strategies. Whether they are on desktop, mobile, in-store or talking to someone on your team. Your omni-channel marketing execution makes your brand memorable or it gets lost in the noise. 

A report by emarketer suggests that there will be around 31 million mobile internet users, 10 million laptop internet users and 227 million dual internet users in the United States by the end of 2016.  

As a marketer, how can you meet your customers’ expectations while the number of platforms and channels they communicate on multiply so quickly?

You need to have the right tools which will act as additional hands and empower your marketing efforts. 

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The Sales Insider Blog

The Sales Inside Inc blog is focused on impact B2B contact databases on lead generation and revenue growth. We cover best practices and insights on all aspects of databases including list building, list acquisition, data verification & cleansing, contact discovery, data enrichment etc. Please subscribe to our blog to stay abreast of industry news, trends and inside tips on these topics.