Author Archives IT Focus

The consequences of ‘dirty’ data and what it means for your bottom line

What’s the worst that can happen if your B2B data list isn’t totally, spotlessly clean? A bounced email, or ending up in the spam folder? Actually, it can be a whole lot worse than that. Each inaccuracy can cost your business money, in some quite significant ways. This is why it’s worth putting the time into data cleansing. Here are just a handful of the worse-case things that can happen when you neglect to clean up your ‘dirty’ data: A potentially lucrative new client finds out about a cheaper deal you’re offering elsewhere How does this happen? Imagine you’ve spent […]

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BANT and beyond – exploring the ways leads can be qualified

Qualification is arguably the most important part of the whole lead generation process. Sales teams need to make good and profitable use of every second of their time, and your company simply can’t afford them to waste it on bad leads. Qualification sorts the ‘likely to buy’ and ‘will never buy’ leads from each other, handing the former over to the sales team ready to close the deal. According to statistics from Gleanster Research 2015, only a quarter of all leads are strong enough to be worth passing on to the sales team. But how do you determine which leads […]

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Lead nurturing: how to tell when it’s time to give up

Dedication, persistence and patience are all absolutely crucial to successful lead nurturing. You need to bide your time, make all the right moves and strike only when the timing is perfect. Unfortunately though, many leads turn out to be dead ends. You could be wasting your valuable time on leads who will never buy and will continue to string you along. Here are 5 tell-tale signs that a lead isn’t interested, and that you should give up and go home: The lead unsubscribes from your mailing list. This is a clear-cut, unmissable sign that a lead isn’t interested. They have […]

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The consequences of ‘dirty’ data and what it means for your bottom line

data_cleansing_img

What’s the worst that can happen if your B2B data list isn’t totally, spotlessly clean? A bounced email, or ending up in the spam folder? Actually, it can be a whole lot worse than that. Each inaccuracy can cost your business money, in some quite significant ways. This is why it’s worth putting the time into data cleansing. Here are just a handful of the worse-case things that can happen when you neglect to clean up your ‘dirty’ data: A potentially lucrative new client finds out about a cheaper deal you’re offering elsewhere How does this happen? Imagine you’ve spent […]

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Are you losing leads without even realising it?

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If your sales team is like many others, you could be regularly losing leads without even realising it. There are many reasons why this happens, but it often stems from your marketing, sales, account reps and lead gen team failing to work together effectively. Here are just 4 of the most common reasons why leads are lost, and what you can do about it: Failure to act on poor web traffic conversion rates If the conversion rate on your website is very low, you should be asking yourself – why, and what can I do about it? If it’s down […]

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Resuscitation marketing – how to bring dead leads back to life

Lead Generation

If you keep up with your lead generation news, you may have spotted a startling statistic from recent research that suggested that a massive 98% of marketing-qualified leads (MQLs) will never actually result in closed business. This can be very hard to take in, as the majority of your lead gen efforts end up feeling like a waste of time. However, the reason that many MQLs don’t turn into sales is often because leads are forgotten about. The lead may not have been ready to sign on the dotted line there and then, but this isn’t to say that they […]

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8 tips to generate and convert leads on social media

IT Focus - Specialists in IT, IT telemarketing, lead generation

Social media can be a powerful tool for lead generation. In fact, research has shown that businesses can boost revenue by up to 24% when they utilise social media for lead generation. However, so many companies simply don’t know how to use these platforms properly. To help you get started, here are 8 essential tips for adding social media to your arsenal of lead gen tools: Remember that lead gen is not the same thing as selling. Using social media for lead generation is not about direct selling. It’s about bringing people into your sales funnel, learning more about them […]

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Break Down of B2B Marketing Challenges

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Effective marketing is arguably the most significant aspect of a successful B2B strategy for any business in the IT field. Of course, without a strong internal sales team, it is near impossible to fulfil revenue expectations, much less increase profits. However, to make good use of sales professionals, you need to provide them with plenty of qualifying leads. Furthermore, if you can identify enough highly interested prospects, you can increase conversions for your team regardless of their current level of effectiveness. Looking into specialist telemarketing for IT and technology companies is probably your best solution but, provided you have ample […]

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Why Outsource Your Telemarketing

Outsourcing. Business Background.

Businesses are faced with numerous challenges when trying to manage a successful B2B telemarketing campaign. Finding staff members that are highly motivated, experienced and knowledgeable about the technology field is only half the battle. They also need to be driven to make sales with a personal approach, which is a rare skill and can even be considered somewhat of a talent. Finding employees with all of these qualities tends to be an extended headache, which is why outsourcing specialist telemarketing for IT and technology companies is your best option. With expert help you can take advantage of these benefits, among […]

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5 Ways to Increase B2B Sales Through Telemarketing

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With the rising popularity of mobile apps and social media, many technology companies neglect the most time-tested marketing strategy – specialised telemarketing. Though you can reach a wider audience online, only a small percentage of IT companies will follow-up on B2B offers they find on the Internet. Entrepreneurs need to be confident about their purchases and require a higher level of engagement than regular consumers. Here are 5 major benefits reaped from specialist telemarketing for IT and technology companies: Lead Generation Knowing that there are always new qualified leads to pursue is crucial for any technology-oriented business. You could be […]

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