B2B Inside Sales often termed as Virtual Sales or Tele-Sales, is the sales model for B2B companies to promote and sell their products or services remotely – mostly over email and phone. The core objective of inside sales is to promote product/services, develop prospect database marketing, follow-up on campaigns and generate quality leads for the sales team through various nurturing techniques.
List-to-Lead is a radical inside sales offering designed to cater to B2B companies looking for ways to increase lead flow and boost revenue. If you are facing any of the following challenges, then List-to-Lead is the apt solution for you:
- Unproductive inside sales
- Dirty database marketing – prospect and customer databases
- Poor campaign results
Evolving Database Marketing Trends and Lead Management
There has been a shift in the way companies now market themselves and their offerings. We have moved from traditional marketing to targeted integrated marketing. Technology has introduced many sales and marketing tools like CRM, content management, marketing automation, and other real-time business intelligence solutions, which has made one-to-one marketing (personalization) a reality. Aligning inside sales with personalized integrated marketing can not only accelerate sales but also increase prospect engagement.
Why develop custom email database marketing?
All your database marketing and inside sales campaigns rely on database quality. A large unhygienic database bought/rented from email vendors can never produce the desired results. A custom email database can help in:
- Targeted database marketing
- Increasing tele-sales productivity
- Shortening sales cycle
Other than database management, marketers face major issues with lead management when implementing multichannel integrated marketing. Here are some statistics that reveal the importance of lead management:
- Only 25% of total leads are legitimate and could advance to sales. (Source: Gleanster Research)
- 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa)
- Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research)
- 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads. (Source: Forrester Research)
Our List-to-Lead Solution:
Markable Solutions develops customized lists and executes high impact email campaigns followed by targeted tele-calling campaigns to generate marketing qualified leads (MQLs) for your sales pipeline. Our list-to-Lead solution includes the following major offerings:
- Prospect List Development
- Database Validation
- B2B Lead Generation
- Lead Scoring and Nurturing – Lead Management
- Event Marketing
A precise list of prospects becomes a critical element in effective marketing and sales strategies. Markable solutions lets you match your target market with your budget and develop a custom prospect database with verified mailing addresses, phone numbers and email ids.
A clean and verified database is worth the effort. Markable Solutions helps you validate your existing database by replacing incorrect or missing contacts details, conducting phone verification and ensuring uniform data format to make sure your database is up-to-date.
Your sales pipeline is primarily dependent on how efficiently you can kindle and capture the interest of your prospects for your offerings. Markable Solutions’ B2B Lead generation service ensures a consistent flow of (hot) sales-ready leads for your salesforce using an integrated marketing approach. Our leads are of very high-quality with more than a 50% conversion rate.
Markable Solutions is adept at managing your lead lifecycle right from finding new prospects, educating prospects, capturing inquiries, scoring, nurturing not-ready-for-sales leads, discarding unwanted inquiries, generating sales-ready leads and updating CRM.
A successful event marketing campaign not only provides value to attendees through educational content but also stimulates interest. Markable Solutions’ experience in event marketing ensures that you generate quality event leads by offering event promotion services such as online event planning, database development, digital marketing, registrations, reminders and post-event follow-ups.
Content Syndication and Search Engine Marketing (SEM), classified under our key offering are also an important part of our List-to-Lead Approach.
Our integrated marketing campaigns are strictly results driven, aimed at generating quality leads. Our offshore team develops custom, high-quality email databases, nurtures cold leads, & generates sales-ready leads. These time-intensive tasks are beyond the scope of onshore list developers; costs & processes would be prohibitive.
Our List to Lead Database Services team includes:
- Researchers who are skilled & experienced in both primary & secondary research to develop & validate databases.
- Tele-callers who can work on contact/email validation & phone verification.
- Business development executives who can follow-up on all your inbound & outbound leads, set-up appointments & generate leads through cold calling.
- CRM, Marketing Automation & Database administrators who can manage your marketing & sales tools.
- Campaign managers who can effectively manage all your marketing campaigns such as email, social media, PPC, & cold calling campaigns.
- Project managers to manager your entire List to Lead process.
Database Marketing Case Study
Client: Leading technology-focused media company looking for event marketing services.
Our role and deliverables: For this ongoing project, our primary objective is to manage huge databases for multiple events (executed every month) and recruiting event participants. Despite the immensity of the project, we have had excellent results in engaging thousands of event participants and successfully managing the ever-growing database marketing volume.