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

Allocation of B2B Marketing Budgets: Marketing Sherpa Report

B2B Marketing budget allocations determine your marketing priorities and offer a challenge to use tactics that will provide maximum ROI in your limited budget. Jen Doyle, Senior Research Manager at Marketing Sherpa, surveyed more than 900 hundred marketers to study their responses and priorities towards managing their B2B firms.

According to Doyle,”Website design requires the specialized skill set of an experienced Web designer and optimization expert. Such services can be costly to an organization. Since this was also rated as the most effective tactic overall, it is apparent that organizations and prepared to invest in it.

A number of significant expenses are required when participating in trade shows, including travel, booth rental, marketing to drive booth traffic, etc., making this tactic a likely candidate to utilize a good portion of the marketing budgets of participating organizations.

Email marketing is commonly viewed as a cost effective marketing channel, however that should not imply that significant investments in this tactic are uncommon. Expenses in email marketing include list rental, email deployment programs, email deliverability services and list building initiatives, to name a few.”

Doyle further encourages us marketers to take a few minutes to evaluate your current situation. The report below speaks of industry averages for the most effective B2B marketing tactics, and the average allocation of B2B marketing budgets. While allowing comparison, it lets us evaluate the revenue performances of all of our marketing channels, leaving space for improvement.

What makes Email Marketing different?: A piece by Kaitlin Duck Sherwood

Email Marketing has taken off over the years. It has gained popularity and interest with technology and its inexpensive nature. But what makes email marketing different apart from this general differentiation? We couldn’t help but share this snippet of an opinion by Kaitlin Duck Sherwood from his essay, with complete rights, on Email Marketing and what makes it different from other marketing forms. Here’s what he has to say:

“Electronic communication, because of its speed and broadcasting ability, is fundamentally different from paper-based communication. Because the turnaround time can be so fast, email is more conversational than traditional paper-based media.

In a paper document, it is absolutely essential to make everything completely clear and unambiguous because your audience may not have a chance to ask for clarification. With email documents, your recipient can ask questions immediately. Email thus tends, like conversational speech, to be sloppier than communications on paper.

This is not always bad. It makes little sense to slave over a message for hours, making sure that your spelling is faultless, your words eloquent, and your grammar beyond reproach, if the point of the message is to tell your co-worker that you are ready to go to lunch.

However, your correspondent also won’t have normal status cues such as dress, diction, or dialect, so may make assumptions based on your name, address, and – above all – facility with language. You need to be aware of when you can be sloppy and when you have to be meticulous.

Email also does not convey emotions nearly as well as face-to-face or even telephone conversations. It lacks vocal inflection, gestures, and a shared environment. Your correspondent may have difficulty telling if you are serious or kidding, happy or sad, frustrated or euphoric. Sarcasm isparticularly dangerous to use in email.

Another difference between email and older media is that what the sender sees when composing a message might not look like what the reader sees. Your vocal cords make sound waves that are perceived basically the same by both your ears as your audience’s. The paper that you write your love note on is the same paper that the object of your affection sees. But with email, the software and hardware that you use for composing, sending, storing, downloading, and reading may be completely different from what your correspondent uses. Your message’s visual qualities may be quite different by the time it gets to someone else’s screen.

Thus your email compositions should be different from both your paper compositions and your speech. I wrote this document to show you how to tailor your message to this new medium.”

You can read his full paper HERE

3 Ways to ensure your Lead Generation efforts are not underutilized

You may put a lot of effort and energy into your Lead Gen campaign, but if you’re not doing it right, all efforts in vain. Even as conscious businesses here, we may have wasted lead generation measures creating a hole in our profitability. It is important that businesses be protected from the following harmful UU (UnderUtilizing) ways of Lead Generation.

Here are the 3 ways:

  1. Build it and they will come”- Social Media is all about mobilizing the correct group of people in a manner suitable to complement your online presence. Entice people, ensure results. It’s also important to have the reasonable tools to do so. Don’t put your prospects off by having a monotonous ‘Contact Form’. Use a range of new-age tools throughout your website to engage new visitors and to strengthen your online identity.
  2. “Leave leads in the lurch”– Are you missing the important step of Lead Nurturing? Strike a sale when your brand recall is high. Have a strong follow-up team to do this. Even a small courtesy call reinforces your brand recall. Still, it is one of the most ignored aspects of Lead Generation. Let’s face it, a lot of what come in as “leads” may be mere prospects or unqualified leads. You have to dig out the gold and it can’t be done without the men and machinery. A step by step guide for Lead Nurturing should be followed with high precision.
  3. “Whose job is it anyway?” Here’s the tricky part- Lead Generation is a specialized area based on faculties of marketing and sales. It is not uncommon to note that there is still no one single person responsible for sphere heading these activities in a company. The conventional goals of these departments engage the resources for more immediate activities. Thereby, leaving little resources and funds to carry out sincere lead generation activities. For mature organizations, it is crucial to engage an internal champion to execute and track key campaigns.

If every business ran the perfect lead generation mechanism, I guess it makes our jobs redundant! Hence, honestly speaking, lead generation does not require bags of money – the real investment is time; time to understand your target audience, their motivations and their needs.

At Nex-sales we take care of end-to-end demand generation needs for your company. Here’s a case study of how we helped a Risk Management and IT Security firm to boost sales by 35%Drop us a line to know how we can help you with your sales pipeline.

Email Marketing vs Social Media Marketing: Weighing B2B Priorities

Email Marketing and Social Media seem to have been debated upon for which one proves as a better platform to driving sales and marketing. Both of them have different approaches to B2B and B2C businesses and speaking of B2B, experts argue that Email Marketing wins over Social Media largely.

Social media, while still maintaining a somewhat broad presence, in that your “status” is always visible publicly to anyone, also allows you to reach out to specific individuals. There’s a sense of personal connection and a two-way dialogue. If you have a big company, you may even begin to see trends of a social media culture among your employees. This creates a new marketplace for your people. Social media also allows friends, followers and/or subscriber’s access to content that’s specific to them and can create an interactive environment if the proper tools are used.

Yet friends, followers or clicks alone do not induce sales, do they? With Social Media repeatedly specifying that ‘selling’ on it is taboo, Social insight, trends, feedback, opinion seeking is all the good it can offer. Try starting your sales spiel on social platforms and you won’t take much time to be blacklisted.

As B2B Marketers, Email Marketing gives you the ability to send a single message to a large group of people quickly and efficiently. This can be current clients, lost clients, harvested emails or even prospects acquired utilizing SIC codes for a particular campaign. This is great for generating name recognition via newsletters or specific advertising campaigns appealing to a certain target or niche group.

The problem with email marketing is that you’re playing a numbers game in terms of bounce rates, spam, ignored/ deleted etc.

Marketers are absolutely right regarding the fact that Email Marketing is ‘less immediate’ and a very different form of communication. But Email Marketing applies more specifically because; if not for social media, what approaches are taken if one’s target audience does not have a prominent social media presence? Especially in a B2B situation, many ‘prospects’ (actual purchasers or decision makers) in the market use facebook for personal reasons and, although they may have a Linkedin profile, their actual usage and participation is uncertain.

Both Social Media and Email Marketing have the definite ability, if utilized correctly, to help direct traffic directly to your website and help you drive sales; especially important if your website is utilized for sales or information gathering.

The never ending debate of Free Content vs. Paid Content: Who pays for your free content

Online publishing / digitization of content has changed the way publishing businesses are run. However, there are these two main things that have changed, evolved, or some say, developed with regards to the availability of content on the web and otherwise:

Availability of free content and its significant effect on the patterns of content consumption:

The shift of paradigm has probably been the fact that content production and diffusion is now virtually free. The media are free, and you find enough smart, reliable, educated content producers that do that as a hobby, to sustain your researches and needs. To top it all, plagiarising ‘User Generated Content’ is not being looked down upon half as much as we writers want it to; not morally nor punishably.

One example that I find extremely valuable to understand the shift in consumption habits, is newspapers in France. It’s been a few years that free newspapers have been available there. They are distributed freely at bus stations or subways entrance every morning, by specific teams. The newspaper format is smart: small pages (roughly A4), illustrations, concise articles, varied topics from politic to show-business. Basically what you want to read during a 20 min crowded ride.

I won’t explain their business model, it’s Google-like… you get it.

Now what are traditional newspapers doing differently to face this aggressive attack of their market? Of course they fight back on week-ends editions, with more and more quality content, specialized issues on big topics and so on. But essentially they fail: they are losing market-shares without really investing in new, better differentiated segments.

And clearly it’s about how they cope with digital technology. Free newspapers are ultra-formatted to take advantage of fast electronic text submissions and photos, with a cloud of pros, freelancers and bloggers to feed them. Paying newspapers have improved but are still stuck between two mindsets: paper vs. digital. The way for example the paper edition of any leading Indian Newspaper and the web edition are playing together illustrates this. They don’t play along so much. Different teams, different work.

You can’t tell ‘paid content’ from ‘free content’ in this digital age:

The problem begins with the way the question is presented-as many times happens. “Content? What do you mean?” -Anything that can be stored and delivered in paper, magnetic waves, electric impulses? Is ‘Content’ the Odyssey, a porn star’s interview, the Yellow Pages, a phone call, a classified ad, a recipe, images of man walking on the moon, Princess Diana’s dying photos, stock market last second information, Steve Jobs’ strategic plan for his company leaked by an insider, your therapist’s notes?

The real problem is that “content” is the way people into the entertainment and information business are calling what they produce and sell -and they are wrong. But the main problem of calling it content is because you transform something that is essentially a service into a product, bottle it up and sell it.

Hence us marketers are asked to be specific. Don’t ask your customers if they’re ready to pay for (bottled) content; instead, tell them if it is a great isles scotch, a drug for cancer or just plain water. And specify when and where: what need your content will fulfill. There will be occasions for high price water and a worthless whisky too…

As marketers, we should be vary and alert of the fact that, “free content is not really free, but someone is paying for it or rather for your time or attention.”

Intense Security measures by Google+ and its effect on brand competition

Few weeks ago, Christian Oestilen of Google daunted businesses for using Google+ with regular profiles. This was because business pages were facing some issues for having a pattern similar to user profiles. Oestilen mentioned in a prior press release that Google will shut down every such profile. However, he assured that by later this year, dedicated pages for businesses will be dished out and very shortly a testing phase will begin to leverage them for this interim period.

On July 15th he made a new announcement, which inaugurates this initial phase. In a post, Oestilen asked businesses to apply for being a part of the test phase. The post reads, “If you have not already, please be sure to submit your business for our test phase”. Oestilen asked businesses to hustle up in submitting their request stating, “To the thousands upon thousands of businesses that applied to be a part: THANK YOU! We won’t be able to accommodate everyone,”

It signifies that already different businesses began showing interest on Google+. Thus, it puts a challenge before Facebook, the social network that has a history of facilitating brands. Also, the announcement makes it competitive for businesses to get leveraged by Google+. Anybody can apply, but how Google will select the ones for initial test period, will remain strictly confidential. Perhaps, Google will run an algorithm to pick up few lucky ones. But what if we’d see that big brands (some of whom have already been mentioned in his last post) top the list?

The speculation will likely to get fueled then that Google+ will make easy ventures of recognized brands. If such a scenario takes place, Facebook will take a breath of relief, because their platform is mostly for self-serving. This is called keeping up the good work.

How to get started with building an Email List yourself: Email Marketing Tactics

Building your email list should be one of your top most critical marketing goals. Every goal needs planning and strategizing. Here are a few tips and best practices for the some of the businesses that still haven’t built an email list of subscribers that can help them with their long term marketing efforts.

So, here below are some of the key tactics that can help you build that valuable email list?

  • Understand your who you want to attract (target market) – Like every other marketing activity you plan to do, you must understand who you are trying to attract and why.
  • Use an email marketing service – There are two major reasons for this. First, you will get more subscribers if you indicate that you are using a service because it means they can unsubscribe safely when they want to.
  • Make sure your sign up form is very visible and on every page – Make your sign-up form easy to find by putting your sign up form at the top of your left or right sidebars. Don’t just have it on a separate page that I have to consciously find. Eg: WordPress makes it easy to do with widgets. Drop your form in a text widget and you are ready to roll.
  • Put your sign up form on your Facebook Business Page – Add your sign-up form to your landing tab on your Facebook Page to encourage new fans to sign up as well as like your Facebook page.
  • Make the form simple – If you’re trying to build an opt-in, permission based email list, you only need the email address. I like to personalize my emails, so I also ask for their first and last names, which I find most gladly provide. But don’t ask for what you don’t need. Less is more in email list building tactics.
  • Don’t be overly aggressive in how you encourage people to sign up – Pop up sign up forms do increase , but if you don’t like them, don’t thrust them onto your visitors.
  • Build trust with a visible privacy policy – If you collect personal information on your website, make sure you have a policy that tells people what you do with that information. Between a solid policy and an email service, you should gain your visitors’ trust.
  • Put your past email newsletters on your website – That valuable information that you provide in your monthly newsletter should be archived on your website to encourage new visitors to subscribe if they like what they see.
  • Create an offer they can’t refuse – Knowing your target market helps you develop the content you need to attract them to you and then provide you with a valuable asset: their email address.

    While the above clearly state the importance of appropriate strategizing but as marketers you should understand your market thoroughly and whether these techniques will work or hurt you more than help you.

When you have built an email list from the ground up with people who are interested in what you have to offer, you can then provide them with information, offers, events, news and other types of activities that they will find helpful. Remember that it is a privilege that they gave you something as valuable as their email address. Once you have their permission, do not abuse it.

Now that you have a qualified list, what do you do now? That’s for the next post. Watch this space as you build your email list simultaneously.

First Aid Guide for Your Ailing Email Marketing Plan: Tips and Best Practices

Get a database. Create a list based on certain criteria. Draft an email message with content from your brochure and send. If it works, send another batch of email. If it doesn’t work, send another batch of emails…

Is that how your email marketing has worked so far? Then let’s start with some quick first aid. Preserve life, Prevent Further Injury and Promote Recovery- the three P’s of basic treatment in First Aid are adapted below for your Email Marketing Plan:

  1. Preserve life  of list building- Finalize the detailed criteria for list building. Do not choose the filters based on what a team of people think would work. Instead, base your choice on analytics and objective data.  Periodically review the criteria based on which you are sorting the list. Be sure that learning from your past attempts has been incorporated in the new batch. Maintain documented records of the entire process so that it can be standardized for repeat use.
  2. Prevent further injury in execution- Don’t ever send mass mails without sending it to a test audience first. Follow-up with your test audience. Study results and only then proceed with another email blast. Considering that only a handful will reply, if you plan to send the email to thousands of people, please stop now. You will only be investing more resources in a less productive exercise.
  3. Promote recovery with preparation for success- One of the most important steps to expedite recovery is to be prepared for success. When you run a targeted email marketing campaign, you no longer can expect the same results as before. Even if you are sending fewer number of emails, you will still be hitting the nail on it’s head. This calls for your team to be more sales-ready. Success strikes only when opportunity is greeted by preparation. Don’t miss a chance only because you were used to the slow success of your old email marketing plan.

And finally you must consider that irrespective of your business shape or size, you must use all resources to build your mailing list. Actively use search engines. Visit social networks and top blogs from your industry. Go to niche forums and also join the chatter on Twitter. Find out other places where the crucial stakeholders of your email marketing plan are. Depending on the scope of your project, you could hire the services of a professional company specializing in List Building. Remember that you still need to go through a thorough check-up, even if you are back on your feet after first aid. A sustained follow-up and periodic check-ups are the best way to ensure a healthy email marketing plan.

 

The role of a Logo in your Branding Strategy: How and Why NexSales chose to rebrand!

When branding is spoken about its not uncommon for people to mistake their logo as their “branding”. Your logo is only one piece of your branding strategy, yet powerful. Your logo is a symbol that can provide consumers with instant and powerful brand recognition of your business and the services or products that you offer. They say, ‘A logo is like a small ad for your company’, and without the strategy behind it, a logo can put across the wrong message and in return weaken your brand awareness spread.

Here’s what happened with us:

  • The mission of our logo was to portray the values and goals of our company.
  • We were clear about the message our brand was to convey and wanted our logo to reflect that message. The strong association between the brand and logo needed to be established.
  • We wanted something that denoted professionalism and growth.
  • As opposed to the previous logo, we wanted a design that was more contemporary in nature, wasn’t outdated and could be used effectively year after year. The conclusion of the role your logo plays in your branding strategy can be summed up in the following statement.

OLD LOGO:


Confident branding and a strong branding strategy uses design to communicate a message that attracts the target audience that you want to attract – a message that creates confidence in your brand while differentiating between you and your competitors. Does your logo fulfill this mission? If your answer is no it may be time to consider strengthening your brand strategy and looking at a new logo to re-position your company, just like we did, and why..?

A new logo provides opportunity to signal change and send strategic messages to the world.

NEW LOGO:


The thought behind our new logo:

–       The Colours:

We continue to use blue; a colour that symbolises professionalism and gives an executive touch to the logo. Both the shades of blue are very different from our previous logo, but the core philosophy of being seen as a very professional company remains the same.

 

–       The Font:

The lower case font conveys a young, bold and “raring to go” attitude.


–       The Flag:

Fluid shapes like the orange and yellow flag above the logo imply dynamism. Orange and yellow depict energy! These coloursradiate light and along with the flag add this dimension to the logo.

And we also have don’t have the “dash” anymore between Nex & Sales. It’s just Nexsales!

Importance of Direct Mailing and tactics by David Ogilvy

With Email Marketing blooming and taking over traditional marketing techniques, many firms seem to have increased their budgets for modern mailing and marketing campaigns. For professionals like us, it is important to know that Direct Mailing is anything but a traditional marketing technique. Infact, it is a thoughtful yet contemporary strategy that marketers and advertisers over the years have come to use and benefit from it.

Just when we were all ready to presume the fall of Direct Marketing, we heard David Ogilvy speak of it with more passion than he has ever spoken of his agency. In this video attached below, Ogilvy speaks of how Direct Mailing helped him grow his company faster than his counterparts with nothing more than a thoughtful strategy. Hear the words of wisdom for yourself:

 

Here are five Direct Marketing tactics that will help you improve your campaign:

– Who’s mailing what?

Find out what your counterparts are mailing and come up with a unique product, sample or handout that is higher in ranks or beneficiary than marketing. If you do this right, you convert your suspects into prospects with positive branding
– Don’t sell to your Suspects

With Suspects, find something of value you can give them in exchange for permission to market to them in the future. Trying to sell your services before you have built trust and confidence is futile

– Standout from the crowd

While there isn’t anything wrong with the old #10 envelope, you can stand out from the crowd by deploying the #12 envelope. What’s the difference? The #10 envelope is 4-1/8 x 9-1/2″ while the #12 is 4-3/4 x 11″. This slightly larger size will get more attention while still allowing you to use regular 1st class postage

– Track your results

Every piece of direct mail you send should have a way to track results. Remember, if you can’t measure it, don’t do it. This means that you must be very clear in your direct mail letter to define the action you want the recipient to take.

One of the many ways to monitor a response is to send people to a website for free product redemption. For example, if the goal of my direct mail letter is to get people to download a free report, you could create a unique web URL within my site and then use a service such as Google Analytics to help track activity on that page

– Test your Campaigns

Whenever you do a sizable mailing (500 pieces or more), come up with two different offers you feel are compelling and send half the list offer #1 and the second half offer #2. Track the response of each offer and see which one pulls the best response. During your next mailing, you can take your winning offer and test it against a new idea. In this way, you can eventually build a library of high-responding offers

Community Management: How to build a community around a website that hasn’t been launched?

You have a website in the making and you want to keep a ready base of customers, fans and passersby for your start-up enthusiastically. As a community manager would suggest, selling the vision of what you want to accomplish with the site, it would be ideal to collect email addresses so you can notify prospects that will be interested to know more about your business when it launches.

But that’s not all. Sharing your plans, designing a start page with links to where you want to build your community (e.g. Facebook fan page) are few other things you could work upon. Starting a teaser viral video or leaving people to wonder what’s next, helps create curiosity. For an inexpensive social media budget, it is ideal to urge your friends to spread the word or try gaining some buzz on Twitter, Quora, etc.

Here are a few tips and best practices for Community Management and how to build a community around a website that hasn’t been launched yet.

First of all you need to make research about your visitor. Their geographic location matters most. If it’s some product/e-commerce site then you need to check the trend of users who are doing activity on your site. If there is a reasonable activity going on and people are staying on your site then you can do one or any of the following for an online community:

  • Give your user an option to get registered. In this way you are opening doors to explore your site
  • Provide the option of login by using OpenID or facebook connect. In this way people will not have to get pissed off by filling out lengthy forms
  • Enable Activity streams: By that mean you will be providing a way to let others know what users are doing. For instance if you are running a forum then you can show activities. Activities not only keep your users engaged but can also be helpful to boost up your traffic as well as knowing your users’ trend
  • Invite Friends option to let users invite their friends. The success of a community lies in how much you empower your users
  • Enable the integration of Twitter/Facebook. Let your users send tweets; a free of cost marketing

These are few things which you can implement on your site as well as your community platform and prepare your website for a successful and overwhelming launch.

 

Why B2B Marketing is similar to ‘Barter System’ and its Marketing takeaway

When marketing is discussed, types and methods of marketing are laid down and pondered upon. Whether it is Direct Marketing, Social Media Marketing, Telemarketing or plain blogging, what matters most is what you provide and how your consumers and prospects can make the most of it. In all precision, Marketing is more about what your consumers take back home and what they do with it.

You own Apple and you have an upcoming product update release; just talking about your product and its features is enough to generate hoolah in the market. But not every company is Apple and not every product is an iPhone. When it comes to B2B Marketing, there is a heavy necessity for relevance of content or as we call it, ‘Marketing Takeaways’.

This post in particular talks about ‘Marketing Takeaways’ and the process of traditional selling.

Before money was every invented, Barter System was the marketing tactic. People offered promises of something relevant and crucial in exchange for a product or commodity they desired. Here are a few similarities between Barter System and B2B Marketing:

–          In barter system the value of goods to be exchanged was often based on mutual consent

–          If you were the one to approach first, you would try to sell your point, product or service in the unique way putting more efforts into it

–          In barter system, there is no Buyer-Seller relationship; its Buyer-2-Buyer

–          Barter system may not earn you cash credits or immediate results but accumulates ‘trade credits’ or as I’d like to call it, ‘Branding’ or a positive reputation

–          With the absence of a common measure of value, barter lets you re-evaluate your products and convince the buyer to give you something equally appealing in return

While above are just mere theoretical assumptions of our belief in parallel marketing techniques between barter system and b2b marketing, the key is to have a takeaway from everything you provide and receive.

Since blogging is what I do best, here are 4 questions to ask yourself before you generate content for your marketing campaign. These questions are based on the theory of ‘Marketing Takeaways’:

  • What information can you offer that isn’t available elsewhere?
  • How can you make the subject easy to understand and accessible?
  • What research should you include?
  • What experts will provide the best insights?

Lead Generation Tips: Driving quality, technology and effort into a positive Lead Gen Campaign

Is your sales team facing an Information Overload? Are they apparently working on a big bag of leads sent to them from the Marketing team? It seems like you have enough to keep your sales people busy; but is it enough to create the desired business?

In most companies, it’s a standard procedure for the marketing team to employ a mix of social media, list building, email marketing, cold calling, database services  and so on to compile a list of so-called ‘leads’. This is then passed on to the Sales team to process and convert into ‘sales’. Considering the time and efforts invested in this process and after evaluating the ratio of lead conversion, you realize that the so-called leads were indeed ‘prospects’ which had to be further converted to leads.

This is a common challenge faced by in-house lead generation efforts. There still remains a lot of confusion over leads and prospects and what separates the two. Here are 3 ways to simplify the critical success factors for lead generation-

1. Qualification criteria- The marked difference between leads and prospects is that the first one meets the criteria, while the other is only expected to meet the criteria. Hence, qualification criteria are a key element here. Importance of asking right questions in your forms and other communication cannot be undermined. In addition to this, lead scoring should also be adopted by assigning a numeric score to each lead. This objectivity helps in ascertaining the quality of the leads and the Sales team can prioritize and allocate resources accordingly.

2.  Support Systems- Till when can you track your lead generation process in MS Office? Even the most meticulous manual efforts in tracking your leads cannot match the effectiveness of an automated monitoring process. Invest in a trusted CRM which can help maintain your focus on the big picture while you don’t get lost in the details.

3. Lead Nurturing- Your prospects may not be a lead today but it doesn’t imply that they will not become one in the future as well. With lead nurturing, you can continue to have conversations with them until they meet the qualification criteria. You can customize the communication and action plan depending on the nature of lead and how far they are from sales. When they turn into sales ready leads, they’ll take fewer efforts for conversion because with communication over a period of time you have already earned their trust.

These simple measures not only create clarity in the business process but also streamline the efforts of your sales team and keep them productive. While your sales team may prefer to keep the sales pipeline busy, please have a check on the quality of those leads. You may be surprised to find that you can close more deals by focussing on fewer leads than dispersing your efforts on every lead. This is a common challenge faced by most lead generation efforts.

Using Facebook for B2B Social Media Marketing: Success Stories

Many B2B marketers approach Facebook with the knowledge of how to maintain a personal profile, but still shake their heads at how to get results from a Business Page for their B2B Company.  According to Jeffery L Cohen, “There are two basic things you need to know about managing a Facebook Page for a B2B company. The first is that you must post compelling content that people who like the Page will engage with. This is especially true since Facebook introduced the EdgeRank algorithm, which only shows popular content in the newsfeed. The second thing to know is that you need to include calls to action, both on the Page and ones that drive traffic back to your company website.”

There are certain mandatory areas one must pay keen attention to for the success of the B2B Marketing Campaign when using Facebook:

–       Getting people to ‘Like’ the page

–       Relevance of the content

–       Analysis and Optimization of the content

–       Certain calls-to-action

–       Tabs and Landing pages

–       Post frequency and how to post

–       Knowing your Target Audience

–       Interaction off Facebook page

–       Optimizing your Facebook Page for search friendly results

–       Resources to keep your fanpage running

–       Assessing the business value of your fanpage

–       Avoiding the belief that ‘Facebook’ is not for B2B

When a blogger gives theoretical knowledge, readers often think “easy for you to say”.

But to support these pointers, we share with you an excellent compilation of 15 B2B Marketing Facebook Success stories.

Marketing Comic Strips

Just as we do every week, this week yet again, we bring to you 2 comic strips so you can welcome the weekend.

Difference Between Optimism, Pessimism and Marketing:

Marketing Morals: