About Nexsales

Founded in 2008 a B2B Marketing and Sales Solution provider, Nexsales is an expert in contact data management and lead generation. We work as your partner to provide you with accurate inside information and prospect intelligence that help you define your challenges better. We craft B2B marketing programs and combine targeted list building, telephone-based outreach, with brand strategy, social media, and innovations in technology and analytics.

Our Leadership Team

Milap Shah,

Executive Chairman & Founder

Milap Shah spearheads the company’s vision and growth initiatives.Leveraging his extensive management consulting experience in over 20 countries at the C-level, Milap builds strategic client relationships and leads full-scale solutions initiatives.

Prior to founding Nexsales, Milap headed the Asia Operations for Global eProcure, where he profitably grew the operations from early start-up stage to three delivery centers across the world; and developed a high caliber leadership team. As a Manager with Accenture’s management consulting practice, he led strategy, supply chain, global outsourcing and IT engagements for Fortune 500 companies like Deutsche Bank, Shell and SABIC. Milap was also named to the prestigious 2007 “Pros To Know” list, by the US-based Supply & Demand Chain Executive for his leadership in influencing decision making at the Board level and for his expertise in the supply chain and outsourcing fields.

Jay Kamdar,

CEO & Co-Founder

Jay Kamdar is the CEO with 30 years of management, sales, marketing and engineering experience.  Jay has led number of break-through technology startups from conceptualization to commercialization stages.

Most recently at MagSil Corporation, Jay led the commercialization of IP Portfolio generating tens of millions of dollars in licensing revenue. At  MoSys Inc as the head of Asia Sales he successfully drove multi-million dollar business engagements with global OEMs in Japan and Korea. Jay  was a Co-founder, COO and later CEO of Nazomi Communications, a pioneer in Java Acceleration Technology and a provider of multimedia & Java application processors. He drove Nazomi’s technology and chip products into cell phones made by world’s leading phone makers such as Samsung, SK Telecom, Sony and Sharp. At Sun Microsystems he was a senior group marketing manager responsible for Java processor products for Internet Appliances such as mobile, smart card, set-top boxes and Internet TV markets. Jay spent early years of his career with National Semiconductor in a number of positions, including Sr. Product Marketing Director for a $500M+ division.

John Pinto,

VP Operations

John Pinto is the Vice President of Operations. He plays a key role in leading the execution right from inception, overall campaign management and delivery for strategic client engagements.

John leverages his extensive experience in B2B lead generation and data strategies across verticals to help Global Fortune clients in the areas of B2B market mapping, market segmentation, tailoring their pitch to specific markets, and in successfully executing high ROI outreach programs. John has conducted and regularly conducts coaching clinics helping B2B Marketers with best practices in the areas of CRM data optimization, cleansing and appending strategies.

John has close to 13 years’ experience in managing key accounts in Logistics, Banking, High Tech and Telecom industries across Asia, North America and United Kingdom. John has helped clients like AOL, Vonage, and Barclays in driving sales and improving customer satisfaction levels.

 

Careers

 

How We Work:

We are polyglots…

We believe in using the best resources and processes for the job depending on the business need while maintaining a slight bias toward the tools the team knows the best.
What is more important is getting the job done and well!

We are innovators…

We believe that to be in front of the game you cannot walk the treaded path. We have developed innovative technology and processes such as our latest path breaking patent pending technology, FastSwitch™, is a live call automation system that enables our clients to directly have relevant conversations with the targeted prospects with access to in-depth prospect profile.

We are agile…

Agile methodologies mean different things to different people. For us, the most important part of Agile is doing what works best for the team, focusing on quick ROI and alignment to the business need. We are truly a global company. We have people in Seattle, California, Michigan, Florida and Mumbai. We’re pragmatic, not dogmatic. We’re never afraid to try to new things to see if they work and reconsider our positions if the situation warrants it.

We value our people…

We spend time regularly working on whatever we’re interested in. You will have ready access to Executive Management. Salaries are generous and ample vacation time. We work hard, We play hard!

Interested?

We’re looking for people who are interested in getting in on the ground floor of an incredible opportunity to build amazing software. Think you’ve got something to contribute to our exceptional team? We’d like to hear from you!You can mail us at career@nexsales.com

Contact Us

Corporate Headquarters: Silicon Valley

Nexsales Corporation
20660 Stevens Creek Blvd., #129
Cupertino, CA 95014 USA

Telephone: +1-408-831-3800
Fax: +1-408-831-3700

Asia Operations

Delivery Center 1
Plot 34 (Part), SEEPZ (SEZ),
Andheri (E),
Mumbai 400 096 India

Telephone:(+91)-22-2829-2381

 

Delivery Center 2
201, Wadala Udyog Bhavan,
Naigaum Cross Road,
Mumbai – 400 031 India

 

Delivery Center 3
First Floor, Unit No. E-3,
Western Industrial Co-operative Estate Limited, MIDC Marol
Opposite SEEPZ Gate No.1, Andheri(E)
Mumbai – 400 093 India

Sales Capacity and Pipeline Velocity

Scaling Sales Capacity and Pipeline Velocity

If you think of each sales representative like a manufacturing plant, then each person on your team has a measurable capacity.  A sales rep can “manufacture” X number of phone calls, leave X number of voicemails, send X number of emails, have X number of conversations, and so on.

Likewise, each sales opportunity has a sequence of such activities. Some sequences work better than others.  In some cases, an activity itself is missing, unnecessary, or inadequate.

Obviously, sales people attempt to reach many prospects who do not buy from your organization.  So, by definition, those sequences don’t work.  Then there are those sequences that take longer and/or result in less revenue than you generate from your best customers. In some cases, in fact most cases, the starting point was wrong. That is, the sales person engaged an account that was unlikely to buy or that was going to take more work to sell.  In other cases, the sales rep used the wrong sequence of activities or has sub-optimal activities within the sequence.  The rep talked when he or she should have listened.  He or she didn’t ask what she should have asked.  He or she used the wrong language.  He or she invested too much time with the wrong people in the account.  And so on.

Yes, reps have different skill sets and different talents, but can we all agree there is an optimal sequence of the right activities for each solution and segment? If sales leaders took the time to map out a hypothesis of the right activities in the right sequence, then sales could run experiments to test alternatives and gradually optimize sales production.

Optimizing the Top of the Sales Funnel

One such area ripe for experimentation is the front of the sales process.  This activity is time consuming and the yield is low.  An eight-hour day of dialing typically results in just a few phone conversations. Unlike manufacturing plant, the capacity and yields of sales people are not constant. Minor improvements in this resource-intensive, low-yield activity can have significant benefits on revenue production.

Sales leaders who looked at this activity in the high-tech industry designed numerous experiments using new technologies and divisions of labor.  In essence, one group of reps was optimized for finding opportunities and another group was optimized for closing them.  The benefits were enormous: time to revenue, lower expense to revenue ratios, better market coverage and therefore more rapid revenue growth, and, in the best companies, a deep bench of talent ready to step into opportunity harvesting roles.

The Looming Power of Big Data on Sales Production

Such experiments began over twenty-five years ago at high-tech leaders like Oracle and have been refined and improved many, many times by numerous companies.  Now, the next wave of sales innovation is coming.  Forward looking sales leaders are marrying big data to improve targeting and relevance on the front end with the use of technology and low-cost labor to unleash unprecedented levels of sales production.

Big data is removing many of the time-consuming burden of researching accounts and buyers.  The new possibilities with social media while promising can also be overwhelming for individual reps and very time consuming. Big data is now harvesting that unstructured data and looking for patterns to help sales and marketing target their efforts on the most likely buyers and use messages that are more likely to resonate.  At the same time, technology and low-cost labor is reducing the cost of dialing phone numbers, navigating IVRs, talking to receptionists, leaving voicemails, sending emails.  The result, instead of talking to four to eight prospects in a day, a sales person can now talk to that many people in an hour.  When I think of these two powerful forces coming together, one phrase comes to mind: pipeline velocity.

Tell me about experiments that you have done in this area.

Reinventing Telemarketing Through Innovation

Telemarketing is increasingly being frowned upon with lesser and lesser budgets being allocated to it. This is in spite of the fact that it is telemarketing is one of the most effective tools with higher conversion rates (about 27%). The problem – Telemarketing is Expensive! 62% of B2B marketers complained that lack of resources, staffing and budgets is top barrier to marketing success.

Why is telemarketing expensive?

Accuracy & Quality of Data:

According to a recent study by Brian Carroll and Nicolette Dease, it can take up to 240 dials to a sales ready lead using web generated leads because of low accuracy and lack of lead qualification. Only 9% of Telesales reported that they were supported by accurate data. The situation is worse in cases where marketers pass leads directly to Sales, which is detrimental to Sales success and lead to lower conversions because of the following reasons–

(a) too early in decision-making cycle to talk with Sales,

(b) not a decision maker or influencer – just gathering data or

(c) not sufficient budget

The Elusive prospect:

According to our research, on an average 84% of B2B telemarketing calls reach the voice mail. Only about 8% of the calls actually directly reach the prospect (assuming a highly accurate prospect database). If voice mails aren’t enough the inside sales representative constantly faces hurdles such as IVRs, Phone Trees and Executive Assistants. On a regular day, if the inside sales rep made 100 calls, he/she would get in touch with only 8 prospects, i.e. only one conversation every hour.

Hence, our telemarketers are spending a lot of time on the phone but are not able to achieve the required ROI because (a) they are being supported by bad data and end up reaching out to prospects who have left the company, not the appropriate role or not interested and (b) when they finally have the correct contact information, they find it extremely hard to get the prospect on the phone

LinkStreak – Relevant Conversations. Real Time, Every Time

Finding the fine balance between generating high-quality leads and generating a high volume of leads is the top concern of B2B marketers. We created LinkStreak with three objectives in mind:

(a) Overcome the telemarketing gap of not being able to reach the elusive prospect

(b) Increase the volume of leads as a result of telemarketing to levels comparable to other lead generation techniques

(c) Provide the necessary sales intelligence to improve the sales conversation and increase conversions

What is Linkstreak ?

LinkStreak is an innovative telemarketing solution that helps inside sales representatives engage in more than 8 relevant conversations every hour directly with decision makers. Powered by a patent pending FastSwitch™ technology and targeted 95% prospect data, it is a black box that finds hard-to-find influencers and decision makers and seamlessly connects them to you in a telephone conversation.

For more details, go to http://www.linkstreak.com/how-it-works/

Does it work?

A fast-paced technology startup achieved 6-month lead gen target within 1 month, by powering inside sales team to 330 live prospect conversations using LinkStreak.

“LinkStreak successfully delivered to it’s promise of teeing up relevant sales conversations. My inside sales reps now complete more conversations in 3 hours, than they did in 3 days.  Productivity aside, my team is focused on doing what they do best- having good conversations – not just hitting voice mails and gatekeepers. Phenomenal!”

President, Lead Generation Market Leader

8 Reasons to step into Direct Marketing, if you haven’t already

Direct Marketing enables communication with targeted groups of consumers and it helps you build profitable customer relationships.  Here are 8 objectives Direct Marketing will help you achieve. These are also all the reasons you should use DM as a tool to improvise business functioning, especially in B2B Marketing:

  1. Generate new business leads and sales
  2. Increase sales from existing customers
  3. Re-establish relationships with dormant customers
  4. Increase customer loyalty
  5. Focus your resources where they are likely to generate the best results
  6. Speak directly to current and potential customers
  7. Track and measure how successful your marketing campaigns are
  8. Test your marketing campaigns to see which ones work best

The most common form of direct marketing is direct mail– sending letters to targeted consumer groups through the post.  Direct mail is used by all types of businesses, to acquire and retain customers and encourage sales.  If you understand your customers and target your mailing effectively, direct mail can be a highly personal, highly successful form of marketing.

Another popular form of direct marketing is telemarketing– contacting targeted consumers directly by telephone.  Telemarketing does have some significant advantages over direct mail such as:

  • You can gauge the customers interest immediately
  • You can overcome objections more easily
  • You can explain complex messages more effectively

 

Telemarketing is particularly useful in business-to-business (B2B) marketing as people are more accepting of marketing calls interrupting them at work. Email Marketing is one of the newest forms of direct marketing and it is continuing to grow in popularity. According to figures from the Direct Marketing Association (DMA), email marketing has now overtaken direct mail in terms of volume.  Advantages of email marketing are that it is often much quicker and cheaper to produce an email marketing campaign than a direct mail campaign.

Whatever method of direct marketing you use, you must bear in mind that the success of your campaign depends on good planning, targeting and accurate, up to date data, because of the large amount of direct marketing sent, you have to work hard to make sure your investment doesn’t end up in the bin.

Steal ideas, not content

Plagiarism, content duplication and newer Google algorithms that promise numerical weightings to content owners have fought the long war of providing us with Faster results vs Original results. That, we believe, is what gives makes social media its reputation of being unreliable this often. Blaming journalistic ethics, intended readership or even Google for this could be a huge mistake we make for Internet is yet to be an established communication tool; too virtual to be true.

Most blogs repost borrowed and unaccredited parts of others work because being interesting on Social Media is not just about having something to say. It’s more like screaming in a room full of noisy people to draw their attention to one’s product/service. Conventional approaches to advertising may find it a piece of cake but it isn’t quite so. Being fully aware of the consequences of pirating content is one thing and creating interesting bits of information every day, with a newer, more promising one is another.

Most blogs and its contributors would suggest against stealing; so do we. Although this much is true, we do encourage stealing ideas over content and strategies over credit. A case-study is so called because we can analyse the past applications and better our campaigns with improvised new-fangled data. For this very reason, we go ahead and steal the best content strategy ideas that have worked miraculously for most successful social presence endeavours. All you can eat:

  1. Write and ebook
  2. Use the hottest trend in Visual Content: Infographics
  3. If your content is contagious, it ought to go viral
  4. Include images and photos (interesting ones like this)
  5. Rewrite old posts for guest posts
  6. Establish a post exchange with other bloggers
  7. Use old posts as broadcast content for your email marketing campaigns (multi-channel approach)
  8. Answer questions from prospects and consumers on your blog
  9. Respond to a blogpost with a blogpost
  10. Create discount vouchers and share it on your blog
  11. Write an A-Z about your field of expertise
  12. Get other Industry experts on board
  13. Repurpose old data into YouTube Videos
  14. Compile your top most commented/trafficked blogposts and offer a free download
  15. If you must, steal ideas not content

3 Effortless ways to build a list yourself

List Building is not just about earning an income using the Internet. It is also about having a list of active subscribers, converting them into prospects and giving something back to your business.  The key to making sure you succeed is to have reliable marketing tools and quality content to provide your customers and prospects.  What is holding you back from building a list of active subscribers?  Here are 3 list building tips powerful enough to get you started:

 

 

 

 

 

 

 

 

 

1. Marketing Tools — investing in a quality autoresponder service or such other marketing tools is the foundation to building your list.  Having the ability to create unlimited autoresponders, making sure your emails get through, and being able to create lead capture pages including other tools to enhance your emails is key. For beginners, thorough research could lead to a variety of choices that may just fit your budget.

2. Content -  building a list takes effort but the wonderful aspect of building one is how easy it becomes when you are able to schedule messages ahead of time or contacting multiple list of subscribers simultaneously.  A tool allows you to do that but more importantly the information you are putting in these messages are crucial to the stability of your lists. The kiss of death to any email marketing campaign is to overwhelmingly hit your subscribers over the head with constant sales pitches.  Most people hate to be sold to and those that don’t mind it still expect some quality information to go along with it.  Educating your prospects with some quality content and giving them information that will better their lives in business or personally is a huge part of success when list building.

3. Relationships — the ultimate path to building an active list of subscribers is creating long-term relationships with them.  If you approach your list with care and respect you can develop a strong relationship with most of them. Approach the messages in your emails sent from your autoresponders as if you are contacting someone you know personally. If you belong to any social marketing networks such as Facebook, LinkedIn or Twitter it is impossible not to realize the power of how getting to know one another can be to a business.  Take a hard look at the interactions at these sites and take some of what you learn and apply it to your email marketing campaigns.

 

Social media and email marketing in perfect harmony: Ideas to integrate your efforts

While many companies utilize both social media and email marketing most companies are missing out on the substantial benefits of integrating the two methods. With integration between your social media and email marketing efforts you can obtain results and discover data that you could have only dreamt about in the past. Here are a few extra things you could do to integrate your social media and email marketing efforts.

Social Segmentation:

Once you send a campaign you will start to have access to a wealth of social reaction data. You can then segment future campaigns based on that data. You could send a campaign to subscribers who shared a specific campaign on Twitter. Or maybe you wish to send a campaign to subscribers who have not liked any past campaign on Facebook. The data is yours to segment and work with.

Automated social reactions:

While social media marketing cannot be automated entirely – you can setup automated social reactions. You could subscribe a subscriber to a new list if they Like a campaign on facebook, send a follow up campaign if they post on Twitter about a campaign, update subscriber fields when they take a specific social action, and more. Automated email marketing with a social twist!

Facebook Like button:

Easily include a familiar Facebook Like button within your emails. All “Likes” are included in your reports and can be used to segment or created automated actions.

Facebook subscription forms:

Generate a custom subscription form and integrate it with your Facebook Page. You can even have them redirected back to your page upon subscription.

Social media auto-posting:

When sending a campaign you can choose to auto-post the campaign to your Twitter and/or Facebook accounts. This syncs your incoming data and reaches out to all audiences who may have missed a platform or two.

Social sharing in your emails:

Easily add social sharing icons for Facebook, Twitter, Digg, Reddit, StumbleUpon, and more with the help of an inhouse designer. Clicks are tracked and results from Facebook & Twitter are thereby tracked.

Blogs and Banter in the world of brands: 8 Things you ought to know about blogging

1) Blogs are not about the media, but about democracy

Everyone is a reporter, you know. As a representative of the communications department, one can’t help but agree with it. Imagine a world where everyone had a secret diary which everyone else could read. It is nearly that bad.

2) Blogs are not about recall — they are about reputation

“Recall” is a 20th Century expression, smugly portrayed by ad men and monopolistic publishers and broadcasters. People will remember your brand, but HOW THEY FEEL depends on what/how bloggers think of you to be. Think about it.

3) Blogs wear pyjamas

Whatever blogs are, they tend to be informal in general, and defy stereotypes. Media persons and professional corporates blog, but so do NRI moms and housewives, and guess what? Everyone mentions brands, somewhere, somehow. Go figure.

4) It ain’t just about blogs; instruments abound in the world of social media

E-mails are part of it all– if someone forwards them (they do!). Chats, RSS Feeds, widgets, Twitter, social networking pages, random remarks, discussion forums, message boards. Sounds complex? It is simple, really–instruments have multiplied, like TV channels and mushrooming PR agencies.

5) Influence the influencers

Does it matter if it is a certain Mr Smith, the most glamorous content writer on the block curating your content? Things are getting there, sooner or later. If you don’t post it, someone else will. Special correspondents are passé.

6) Kill the press release, make corporate blogs happen

Tell your clients to type. Ghost-write, if they insist. I see a future in which the informality of the medium must be matched by counter-informality. Google has already done it with its blogs. We are told that the world follows Google these days. Even Bill Gates does.

7) It is not about relationships. It is about Truth, Transparency and Tact

Some say that the PR professionals must now stop behaving like lawyers. It is either that or something about industry jargon and praising oneself and their own products may have put many a readers off corporate blogs. One must face the truth and tell it like it is. It was always this way, but now social media leaves no place to hide. Some quantity of spin may just be allowed though.

8) Mix now, fix later

Be yourself. That point number seven about relationships isn’t all over but relations only help you take the message forward, not fudge the message.

A good time to invest in Social Media, or not: Find out what’s best for your business

As of mid 2011, 44-percent of Fortune 500 companies didn’t have a Facebook account and another 40-percent don’t have a Twitter presence. These companies –with a vastness of resources haven’t taken the time to ask their in-house IT guys to set up a simple Facebook page? With online communities blooming, we have had to fight, tooth-and-nail, to get a serious audience for the question “why?” Why post 5 times a day on Facebook? Why tweet 100 times a month? Why open a seventh branded twitter account? Why get your space carved out on Google+, Foursquare, or the like?

Each company needs a social landing page. While some do just well with a website, some require a multi-channel approach .It is important for all companies to understand WHY their company should invest in social media and whether they should or not. Here some such concerning factors that will help you understand whether or not and how social media can help you:

When it Makes Sense:

There are plenty of instances where Facebook and Twitter make a great deal of sense. If your business is reliant on regular interaction with the consumer or the perception of an authoritative voice on something, Twitter needs you. If you’re a news-maker without a Facebook, that’s a problem.

Regularly Returning Customers:

If your business/organization has regularly returning customers (say at least once a month) the sort of instant mass-contact you get from Facebook brings a great deal of benefits. A Facebook post might be the best and cheapest weapon in the advertising arsenal for a beauty salon trying to drum up business around prom time, or a coffee shop trying to get rid of those scones before they expire.

Now, if you don’t fit into one of those categories, its time to start asking yourself: “Self, why do I need to devote business hours to updating social media?” Well, you don’t.

Your Audience:

Companies spend time urging customers to like them. Begging, “Help us get to 1000 fans by tomorrow night!” New York Times blogger MP Mueller rightly puts these practices in perspective. “It feels a little like a kid on the playground begging to be picked for a team,” he writes. “It makes me feel uncomfortable for that company and question why I would consider a relationship with them.” And the reward that consumers get for giving in? Giving up vital wall-space to self-promoting advertisers. Folks don’t want to see business spam on Facebook, this is their space.

Beyond the desires of your consumers, we have to ask, “Are these people even my consumers?” In 2011, 77-percent of Facebook users were 33 years old and younger. The U.S. census data reveals that only 12.7-percent of business owners, leaders, and CEOs are in that same age range. If you’re targeting businesses, Facebook is not your tool.

Time Investment:

A 2011 infographic from Social Times illustrates the “Real Cost of Social Media.” They find that the average social media campaign (year-long) costs just over $200,000 in time and expense. So much for free advertising, right?

Another study looked closely at the potential return on investment a company gets from Twitter. The findings were a bit worrisome for the “gurus” of the world. The average company on Twitter invests $2,382 a month and sees a return of $1,667 (ROI: 43%). This situation screams strategy and time management.

Reputation Management:

An easy response to defend the use of social media (albeit not especially compelling) is the “What harm can it do? Its free!” response. In early 2010, food-giant Nestle found themselves in quite the Facebook quandary. Thousands upon thousands of comments flooded their wall. “Why is there no ‘I want to register my disgust button’?” was one such comment. A few rumors and a viral video turned Nestle’s Facebook page from a non-destination into the worst PR move in company history. And if that story isn’t enough Google the Southwest Airlines twitter fiasco are one of the many instances where media has gone wrong.

The take home point here isn’t that your business should close down every social media outlet you’ve opened. In fact, giving your consumers the ability to “like” or “mention” you is perfectly good practice. Spending work hours on twitter of Facebook hoping to drum up business, on the other hand, likely has the worst ROI of any marketing effort if not done aptly.

5 Things to keep in mind before creating a content strategy for your B2B Blog

If your business has decided to jump on the blogwagon, it’s essential to understand exactly what it is that you’re setting out to achieve. Here are 8 great steps for you to follow building your blog strategy:

1. Who Is Your Target Audience?

First, who are you writing your blog for? Do your target audience necessarily understand the technicalities that you want to highlight through your blog? Specialists within any industry have a tendency to speak in jargon rather than in ‘real world’ speak. Decode this language for your readers if you ever wish to gain readership.

2. How Are You Going to Promote Your Blog?

It’s all well and good having great workable content, the key is to attract new and repeat visitors to your blog. Think about your business partners who may see it as an opportune link to place on their own website. Are you highlighting your business blog from your company’s email signatures? Your LinkedIn account? Simple word of mouth techniques will assist greatly if your content is valid and worthwhile

3. How Do You Entice Repeat Visitors?

In all likelihood, a visitor may read one of your blog entries, think “Great idea!” and go off to put some of your thoughts into practice, or research further what you wrote about. To ensure repeat communication with this visitor the construction of your blog is a key ingredient in building a successful blog campaign. Make sure your designers are equipped with the knowledge that links to RSS feeds, email subscriber boxes and downloadable promotions are all within eyeshot of the first-time visitor

4. Don’t Deviate From The Reason Your Blog Exists

Don’t be afraid to, in a subtle manner of course, pitch your business to your blog reader. Whether you’re in a mass market or niche industry, as soon as you’ve captured that readers attention, for all intents and purposes, they’re involved in a sales path. It’s all well and good to provide a resource for your industry, but don’t forget the key reason why your blog exists, to develop sales communication

5. Monitor Your Blog Use

Simple analytic tools will allow you to build a quick picture of which areas of content are proving to be the most interesting to your visitors. If particular articles are getting greater readership, try to understand why, and look at how best to mix your article promotion. Keep note of which of your articles are being commented on the most – people love a good debate and whilst articles carry 5-10 comments initially, users will have a greater ease adding their own commentary

Your blog, as an extension of your business website, gives you a fantastic platform to provide your potential customers with topical relevant information. This information, in turn, will turn your visitors into your customers using a sound and sensible blog strategy. Before jumping in head first, keep the 8 techniques listed above in mind and you’ll soon be seeing the fruits of your blog labour!

How Internet influences buying decisions and what you should do about it

There was a time when consumers looked out to relatives, friends and/or neighbours while making purchase related decisions. With the ever-emerging Internet, even strangers sharing common ideas have become influencers, says new wisdom on changing market practices. There are many tools to do this, such as a Website recommendation, a voting button, a favourite list. You name it, the internet has it.

With economic downturn affecting advertisers, promoting brands through conventional advertising is being re-examined by spenders in a new light amid the rise of new Internet habits.

A global study of 17,000 active Internet users across 29 countries conducted by Lodestar Universal, reveals that the rise of social media – which includes social networking sites like Orkut and Facebook and blogs – ‘digital friends’ (like pen pals of yesteryears) and proliferation of Internet channels like photo and video sharing sites are changing the landscape altogether.

Globally, actively influenced categories include consumer electronics, cellphone services, travel options and cinema. Realty is increasing its influence steadily.

Creating an understanding on how brands and marketers should respond to the new changes in technology and the resultant consumer behaviour is essential to keep us ahead of the curve. Just tracking online behaviour is not going to help. As marketers, we have to be able to compare the yield of both platforms to imply appropriate strategies. According to the Internet Innovation Alliance, published content on the Internet has grown 8,760 times since the year 2005. With the content explosion, celebrities endorsing products have gotten increasingly pale in comparison. Problem TVCs?

Despite understanding the benefits of continuing advertising, marketers feel the need to be absent from mass media when overbearing budgets fail. Consumers respond to sentiments and moods rather than factual information. If marketers can understand how to interact with and impact the influence economy so that sentiment and emotions are based on factual information, they can benefit a lot. Social Media is a decision making hub because it is a two-way communication streak where consumers are getting smarter and they feel talking to a cohort is quiet more reliable than watching commercials. So find out what moves your TG and start a conversation today!

 

Why ‘Permission’ is the most important aspect of Email Marketing

Interactive aspects of marketing are becoming a larger part of the marketing mix by the day. A certain Forrester report estimates that by 2016, online advertising spend will be equivalent to television spend today. This means marketers will spend $77 billion on interactive marketing alone by 2016.

The benefits of professional email marketing have been very strong and clear from the beginning. It was the very first platform many of us have used positively to build our business database. It has experienced quite resurgence ever since, as we all can attest to the massive email marketing we get daily, many of which we did not subscribe to.

When someone voluntarily signs up to become a part of your email marketing database, they are committing to you as a professional and are giving you “permission” to send them timely, helpful and relevant resources and information. This is the greatest way to grow and build trust. It is also a very targeted and effective way to ‘ask people for their attention’. There is great power and responsibility in permission based marketing, as long as you are using it appropriately and respecting your community.

Deborah Shane, a popular media host and a contributing author to SmallBizTrends speaks of 5 ways to grow and build trust using email marketing to grow your business while keeping in mind the importance of ‘Permission’:

  1. Create a monthly Newsletter with specific themes and content that is thoughtful and highly targeted to what your followers need and want from you. Get to know who is on your list and why they joined it in the first place.
  2. Be consistent with sending your message and campaign out monthly and find the best frequency and timing. Do not over kill your list with too many daily emails. More and more people are tuning out and unsubscribing to those that over email, regardless of how popular they are.
  3. Offer content especially for this community that other people do not have access too that are NOT on the list. Let your community know how exclusive they are to you and how much you want to serve their specific needs.
  4. Integrate your email marketing campaign into all your other platforms. Unify the message across your social media, blog, websites, podcasting, video and mobile. Make sure your visual logo, look and feel are consistent over all your platforms.
  5. “Serving is the New Selling’ should be your approach and mantra. Giving lots of FREE WHY, then SELLING the HOW is a perfect formula. We are in it to make money right? Yes, but earning the business by building strong relationships and using the trust to sell your products and services is why they choose you and ensures more longevity in customer retention.

New Year Resolutions for Marketers: What’s yours?

Resolutions are meant to be broken, not always, but they do hold a reputation for it. As every industry expert makes resolutions, lays them down and cares to share them with the world; we, at NexSales have taken the liberty to choose the best ones of the clan and present them before you. Even if you don’t follow each one of them till the end of time, they are sure to help you analyse your shortcomings. That, we believe, is a good place to start.

Here is a list of New Year Resolutions taken by various marketers around the globe in effort to adapt progressive field habits:

-          Spend more time getting to know people

-          Reduce, reuse, recycle: Content

-          Focus on traditional marketing but to think outside the confines of “traditional” PR

-          Listen to what my customers have to say

-          Try something new with every campaign

-          Try be a better writer; in 140 characters or less

-          Ensure to speak measurement upfront, not when asked by the client

-          Engage in SEO friendly idea

-          To slow it down and clean up my act when necessary

-          Improve website design

-          Approach technology and alternatives and adapt to them faster

If you think here is a resolution that matches your marketing needs, feel free to adapt. We also invite you to share your own resolutions below. Happy New Year!

 

8 Sales Lead Generation Methods by Shamus Brown

Shamus Brown, who offers Professional Sales Tips at Industrial Ego sales states that getting more sales leads is one of the most crucial yet difficult tasks. According to him, there are 8 methods of Sales Lead Gen and for a successful B2B brand it is important to know of each one.

Shamus further adds that in order to generate sales leads, one needs three things:

  • A written profile of the target prospect,
  • A list of suspects containing potential prospects,
  • A method of reaching the sales prospects.

Here are eight proven methods of Mr Shamus Brown where he claims they are of highest importance for reaching your sales prospects.

Complementary Partner Referrals

This sales lead generation method generates the highest quality sales leads. How? This depends on the market one is dealing in. There have been a lot of articles written about networking through chamber and association meetings. If we are selling business to business, we want to strike up relationships with sales reps from companies who call on the same businesses as we do. An example is if we sell an information technology consulting service, then partner with a few computer systems hardware vendors. These reps call on the same customers as we do and thus complement each other by sharing leads and information about customers and prospects.

Cold Calling

As much as nearly everyone dislikes this one, it is very effective for sales lead generation when executed properly. If one consistently prospects for leads by phone, they will consistently generate sales leads.

Live Seminars

Live seminars are a great sales lead generation technique because you are usually delivering your a pitch to a prospect very early in their buying process. The key to a successful seminar is offering a solution to a problem that your target market really wants to solve. You can give the pitch yourself, or get one of your company executives to do it (sometimes business “celebrity” can help pull more sales prospects in).

Live seminars can be done inexpensively. The costs for in-person seminars are comprised of room rental, refreshments, audio-visual equipment, and promotion. Teleseminars are the least expensive, with the only costs being conference phone line rental and promotion. Webinars are actually more expensive due to the hefty fees the online meeting services charge to use their services.

Trade Shows

Trade shows are a good way generate sales leads if you can find events highly targeted to your prospect audience. Often such events yield low-quality sales leads because they are attended by the recommenders and influencers and rather than the true decision-makers.

I rate this method lower on the list, yet it is a valuable one if your company has the budget and there are industry events well-targeted to your audience.

Mass Mailings

Sales letters are one of the more underused sales lead generation methods. There is an entire industry of people dedicated to selling this way called direct marketing. But most field sales reps and business professionals don’t know how to use this technique well.

Success with this method comes as a result of mailing a well-written letter to a good quality list of names (quality = targeted at your audience).

Two good primers on this are “The Ultimate Sales Letter” by Dan Kennedy and “Selling to VITO” by Anthony Parinello.

Advertising

This method can be highly effective when done right. You must find publications that are able to deliver your target audience. You must run ads that stimulate people to take action. To generate sales leads, you must avoid big-company style image ads.

I am no expert on advertising, but I do know that if you can’t do this one right don’t do it at all because you can blow through your marketing budget fast.

Internet Advertising

This one is very appropriate for small businesses and some independent professionals. With a well-designed website, you can generate sales leads through “ads” that the search engines create from your webpages. If you know what keywords your prospects are likely to search for you with, then you can generate very targeted and qualified leads.

This method is not for everyone though, as your prospects must be searching for something related to your products, services or the problems that you solve.

Email Publications

What you are reading right now is an example of an email publication that keeps my name and business in front of 9000 people every month. I collect all of my names through my website, but that isn’t the only way to do this.

A sales rep or business owner could create an email newsletter and mail it to sign-ups from an offer presented at a seminar, at a trade show, in a mass mailing, in an advertisement, or on a cold call.

If your a sales rep, why not create your own email newsletter? You could send out industry news and tips to suspects in your market. Eventually a few of them will become customers because you are on their mind more often than your competition.

Top 8 reasons why people Unfollow or Unlike a brand’s page: Social Media Marketing

When people don’t subscribe to your brand, it seems as though you don’t make enough conversations, But when these consumers click ‘unfollow’ or ‘Unlike’ on brand oages, it’s a call for concern and requires revaluating your campaign content or execution. We have noticed a fan/subscriber ‘Unliking’ or ‘Unfollowing’ a brand usually because of one of the following reasons:

  1. Being bombarded with too many messages
  2. ‘Spammed’ instead of being ‘Marketed’
  3. Turning irrelevant and against his likes
  4. Engaging content is against his strongest beliefs
  5. Poking fun at sensitive issues that might not be related to a fan but is related to someone who is a follower/friend of him and being a plain embarrassment to him just because he clicked the ‘Like’ button
  6. Cheesy/Boring/Flaunting/Repetitive content
  7. Looked fancy in the Facebook Ad but later activity was ‘shitty’
  8. Products/Services of the brand start being unattractive and might have even enraged the fan/follower

Besides there are plenty other reasons from a business perspective that might have repelled the customer/fan which could have made him ‘dislike’ the brand and hence ‘Unlike’ it!

Unique Ideas for List Building: Microsoft Caselet

Background:


One of the major IT clients, Microsoft India, wanted to develop database of software developers and IT architects in India. The client wanted to engage these experts through targeted marketing campaigns for promoting its new tool built on latest technologies. There was approximately 1.5million software professional in India working with IT and Non-IT companies then. This database of 250,000 professionals had to be built in the period of 6 months; the task of collection such a huge database in the permitted time posed a tough challenge in absence of any secondary source of information. Despite the high magnitude of the task it was achievable because the right approach was adopted with the right set of people.


The Solution:


Machwan Communications and Research was given the job of building the list. They identified engineering colleges that churn out majority of engineers across the country. A team of experts was sent to these colleges to identify and appoint students who were in their last semester of their degree course. That is how a team of around 300 freelancers was built in the first phase of the campaign. The responsibility of these freelancers was to provide them with details of their alumni from their respective placement cells. The team had to put the basic details of their alumni in an excel file and forward the details to Machwan in a specified time. Cyber cafes were booked for reporting of database from all parts of the country. Upon receiving the basic contact details the team of callers started contacting all the developers to profile the additional information required. In the first phase of the campaign the team gathered approx. database of 200,000 professionals.


In the second phase of the campaign, once the critical mass of database from the field was acquired, the telecalling team reached a good number of professionals through snow balling. In the second phase of the campaign Machwan reached around 400,000 professionals out which we successfully profiled database of 250,000 professionals. This exercise continued for four months till the time they achieved their target of 250,000 records.


The Result:


“The effort and dedication put by MCR in building database of such a high magnitude without any secondary source is truly an achievement. The task which looked impossible to achieve in the available time at one point was accomplished with so much ease. Moreover, the accuracy of database is beyond our expectation. This database made launch of our new tool successful beyond expectation.”- Microsoft India