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

Lead Generation on LinkedIn made simple: 7 best practices

Having a LinkedIn profile provides you with countless job opportunities at your disposal and the ability to keep in touch with the industry leaders. Having a LinkedIn profile is like having a website that has your resume integrated with it. Your LinkedIn profile is how you keep track of yourself and enables you to decide how people you want the industry professionals to have their first impression of you.

Many individual users and companies are using LinkedIn to the best of their benefit today. But there is a structure you need to follow, a strategy you need to carve out to make the most of it.

Here are – things you need to remember while using LinkedIn as a platform for Lead Generation shared by Ron Yi at LinkedIn in a post shared by Corey Mull in The Sales Challenger:

1. Manage your profile:

It starts with you. Make sure your profile is complete and up to date.  Whenever you reach out to a lead you can be sure they’ll be checking out your profile.  So making sure you’ve designed your profile how you want your lead to picture you and adding your professional details is important. Adding a professional photograph of you helps improve it.

2. Grow your network:

Increasing your number of connections improves your chances of finding sales leads on LinkedIn because it drastically increases your number of 2nd and 3rd degree connections. Identifying that a potential lead is a 2nd or 3rd degree connection allows you to utilize your own network to secure warm introductions, and it also ensures you’re seeing full profiles of more of your leads.  The quickest way to grow your network is to import contacts from your email account, or to check out People You May Know.

3. Use Company Pages:

Company Pages on LinkedIn is a great resource for getting information on your target companies.  Along with vital company information, you’ll also be able to see which of your connections are already at a company that you can use to secure warm introductions.

4. Visit Who’s Viewed My Profile:

Who’s Viewed My Profile is a great way to generate sales leads. Keeping a check on who viewed you is a great way to measure interest in what you have to offer.  With your updated profile you’ll attract more and more people, and from there you can create leads from the people that are actively seeking you out.

5. Upgrade to LinkedIn Premium:

LinkedIn Premium account enables you to quickly find and contact leads with tools like Premium Search and InMail.  You’ll also get access to full profiles of people out of your network, along with a ton of other features that give you an edge over your competition. While you’re using LinkedIn to increase your sales effectiveness, it’s important to keep in mind 2 best practices:

6. Respect the community:

Let’s face it; some people don’t want to receive sales communications.  It is advisable to respect the community by ensuring you’re only reaching out to leads that are perfect matches for what you have to offer. And if you don’t receive a response, move on to the next lead.

7. Only connect with people you know:

Your professional network should be just that – a professional way to connect with people you know or have an established professional relationship with. We hear from customers all the time that receive Invitations to ‘Connect’ that are really sales solicitations, and they hate it!  So doing that will do more harm than good for your lead generation efforts.

6 Reasons Why Attendees Bail Out Of Your Webinars

Considering webinars to communicate with your clients and customers in a more effective way is undoubtedly useful since large, scattered groups around the world attend your presentations right on their computers. You are thus saving time and money on organizing events and travelling. Webinars are also the most interactive and mobile of all events, not to forget, cost efficient too.

Due to these advantages, webinars have come to be a mainstay of many marketing programs. This dynamic platform explains your offerings; establishes thought leadership and grows house lists. As a company, if you see visitors return to your webinars, despite increased competition, you’re doing a good job of addressing the needs of your attendees.

Keeping your visitors happy and content is an art, a widely practiced tactic. But to inculcate these tricks, it is important for a company to know the minute details and reasons why visitors at webinars are put-off. We present to you a research report by our partners, Marketing Sherpa, which talks about causes for webinar attendees to bail. This report, apart from being insightful, is also exclusive.

How ‘Custom Built Lists’ result in stronger ROI and a larger outreach: Case Study

Whether you call it a case study, a success story, or something else, these little action-packed workhorses go a long way towards helping marketers and sales personnel learn, improvise and direct their campaigns and strategies accordingly .

Nex-sales Solutions being a Demand Generation and Social Media Marketing company, remains focused on end-to-end demand generation services providing custom prospect database solutions, lead generation solutions and digital marketing consulting services.

Today’s post re-aligns a case in the Problem-Solution-Results format of a client seeking Database Services at Nex-sales:


The key takeaway of this caselet is using custom built lists instead of off the shelf data and it is not Nex-sales alone that stresses on the importance of its inculcation.

Marketing principles dictate that you must first identify your target prospects before you start offering your products and services. If you had to send out promotions to people who may not be your prospects, you might as well not do it. This is because sending information to people who have no need or means to do business with you is a one way ticket to failure.

This is where Nex-sales steps in. We build a list from scratch based on your specific criteria, or we can help you maintain and improve your existing database. Engaging with us, you will find that we offer an excellent service in ensuring you work with the very best information that is available via custom list building.

World Environment Day: Digital Marketing doesn’t ‘hug trees’ but helps saves them

“Average worldwide annual paper consumption is 48 kg per person with North America accounting for over 1/3.” – International Institute for Environment and Development (IIED)

Paper and energy consumption is ever increasing with the population rising by the minute. With every business, NGO, consultant and even consumers stressing on green alternatives, we decided to examine an existing albeit underrated solution; Digital Marketing.

Digital Marketing or Internet Marketing for eco-sustenance is a marketing strategy that reduces dependence upon eco-hazardous marketing and exploitation of scarce valuable energy resources. All of this occurs without making an extra effort to promote the eco-friendly advantages of it.

Internet Marketing or integrated social media solutions could replace:

–          Visiting cards, promotional brochures and pamphlets with QR codes

–          Newspapers, newsletters, magazines with blogs

–          Books, publication material with ebook readers, iPads, Kindles etc

–          Printed resumes with LinkedIn profiles

–          Billboards and banners with Facebook, Website, Google Ads, pop-up widgets

These are just few of the replacements or alternatives. Digital Marketing is widespread and all the users are gathered at one place, ‘the internet’, where marketers don’t have to run around searching for their consumers. With digital marketing taking precedence over most other traditional marketing platforms, every company investing in social media is taking a green turn; knowingly or unknowingly.

With Digital Marketing, you are:

–          Saving space

–          Lessening the load on energy consumption

–          Reducing carbon-footprints by making online purchases

–          Cutting back on your traveling expenses and fuel consumption

–          Reducing sound pollution

With digital marketing, you’ve stepped into a world of eco-friendly choices. To contribute to the ‘World Environment Day’ this year, all you have to do is go back to the basics; namely, take the public transport, check your taps for leakage, hug a tree and remember to not print this article, subscribe instead. Pat yourself on the back for being an active part of this ‘Eco-friendly Digital Marketing Revolution’.

Database Marketing: 10 questions to answer before you choose a list of contacts for your marketing campaign

“A great campaign sent to a lousy list will not do as well as a lousy campaign sent to a great list” 

– Old B2B axiom

You have a well versed marketing campaign ready, backed by internal-external research and surveys. You can’t wait to execute your marketing plan and create brand awareness of your product or services. All that you are waiting for is a database of contacts who will be interested. Now this is where the famous quote applies; ‘The money is in your list’.

You know that the money is in your list. As a marketer, you may, undoubtedly be aware of database selection and its effect on your marketing campaign. This is why B2B experts stress on finding the right prospects for your marketing campaign. The success of your marketing campaign depends on 3 things: (a)Focus (b)Quality (c)Price

But before you narrow down on these things, as a marketer, you must answer some questions. These 10 questions will help you determine the type of a contact database that you will require to support your campaign and will help you build it:

 

  1. Who is my TG?
  2. What is the frequency of communication and number of times I will communicate with prospects?
  3. What is my key objective? Brand awareness, selling services or products, Social Media, PR?
  4. Will I be using multi-channel communication for the campaign?
  5. Will I require customized communication for each prospect?
  6. Do I want to track the prospects’ response pattern?
  7. Do I want to measure results and improve responses of the recipients personally and not with a tool?
  8. Do I want a long-term relationship with the prospects or is it just for this particular marketing campaign?
  9. Am I okay with letting a third party tool or agency do my measurement and prospect behavior study?
  10. Am I ready to invest in  long-term lead generation plans or am I happy with existing relationship

News Update: LinkedIn rumoured to introduce ‘One Click Job Application Plug-in!

A recent Mashable report states that, LinkedIn, the professional networking site, is soon to launch a ‘Job Application Button/Plug-in’ which would enable applicants to submit their LinkedIn profiles as their resume. Networking, job-seeking and the HR industry will hereby rejoice assuming your next job employer or employee will be just a click away.

According to GigaOm, LinkedIn earns 43% of its total revenue through their ‘hiring solutions’. This could turn out to be a smart move considering the way LinkedIn has been dominating the professional corner of social media all this while.

Here are the details of the ‘Job Application Button/Plug-in’ according to Mashable’s report:

–          Apart from this tool being on LinkedIn, it will also allow third party sites to integrate its services to it through plug-ins

–          The above mentioned plug-in will use applicants’ data to automatically sort candidates for the employer in a customized format

–          Employers will be allowed to ask for additional data in the form of a cover letter, ready templates and even allowed to custom create a question they wish to ask the job seekers

–          The above submissions will further be sent to an email address, a URL or a JavaScript callback, making it all the more user-friendly

With this move, LinkedIn has decided to give the HR industry a special precedence over the others; and we have no doubts about them being able to pull this off effortlessly. Yet, considering this isn’t a press release update and is an over-heard issue instead, we’d like to wait and confirm the other details going into execution of this tool.

There is one question though LinkedIn users are collectively seeking answers for: ‘Is the plug-in available to all users or just ‘pro’ accounts of LinkedIn?’

Email Marketing: Bullet Proof Delivery!

Email marketing gets tougher by the day. There are hurdles that marketers and consultants have to overcome before they reach a prospect. Customers marking the mails as spam, wrong email addresses, delay in follow up or just a pissed off prospect who deletes every mail you send.

Yet, we cannot deny the fact that email marketing is an effective way of reaching out to prospects. Only a month ago, we’d published two posts about ‘How to stop your recipients from hitting the Spam or Junk button’ and provided tips to create a ‘Winning B2B and B2C email marketing campaign’.

The above mentioned were mostly statistics and research related insights. This week, we thought of creating some light hearted post. Couldn’t think of anything more visually appealing, enjoy:

Email Marketing: Bullet Proof Delivery

Marketing Sherpa and Mashable’s study confirms the phenomenon of Social Media Revolution and its ever increasing budget spend!

Social Media and its ever increasing budget have been talked about for a while now. Surveys have confirmed the phenomenon too. According to our partners; Marketing Sherpa’s, recent research by Kaci Bower, budgets for online tactics continue to grow, with social media benefiting most from this continued shift to online spending.

MarketingSherpa found that for every one organization decreasing social marketing spending in 2011; more than 32 organizations would be increasing their allocated spending. This is clearly a positive indicator for marketers, mainly Social Media Marketers. Statistics below take a more specific look into these percentage changes in this week’s chart from more than 3,300 marketers in the industry.

Here is the key summary of the report:

–          Non-existent cutbacks on the spending of social media marketing budgets

–          More than two-thirds of organizations are increasing their social marketing expenditures in 2011

–          Significant increase of 20% in B2B marketing budgets as opposed to B2C, which is more participatory

–          The retail and e-commerce sector, software, professional services and the education industries are most likely to double their social media budgets this year

–          Retailers have started to depend heavily on the use of social media during the purchasing process, by influencing customers in their research and decisions and driving them to e-commerce sites for conversion

The chart above chart is best explained by the summary and Marketing Sherpa’s Social Media Marketing Benchmark Report.

Here are few more Statistic from Mashable’s study by Todd Wasserman regarding Most Social Media Marketers Increasing Social Media Spend this year.

–          Brands that were cited for “effectively getting their message across via social media” include Old Spice (chosen by 15%), Pepsi (8%), Starbucks (7%) and Ford (6%)

–          50% of respondents said they use a mix of in-house and agency to handle social media outreach

–          80% said they were planning iPad-based advertising and/or an iPad-based app this year, while 20% said they were “not planning much” of either

–          87% said social media was “important” or “very important” to achieving their biggest marketing goal this year

World No Tobacco Day- Key takeaways for marketers

It is an indisputable fact that cigarettes kill and to top it all, today marks the ‘World No Tobacco Day’. As marketers, we have been blamed to lack the strength of character to look beyond our own interests and campaign against an industry that doubtlessly supplies something unethical. Here are 3 tips marketers could use to promote and spread the noble message today.

1. Quit Smoking, if you haven’t already: For You

However preachy this sounds, ‘Quit Smoking’. Not because you have to connect to a cause to support it but simply because you have to live to support it. Health hazards are plenty; for you and your family. Whatever be the reason or motivator- saving money, saving the family from passive smoking, taking back the control of your life and stamina.. Start with the end in mind and do it.

2. Express yourself and share your opinion: For Others

If you are a social media marketer, you have a facebook account or a blog. Voice your opinion on it. Twitter is just fine. See how people are celebrating #NoTobaccoDay. Participate. If people can celebrate the death of a hazard called Osama Bin Laden, us marketers can sure help promote the prospect death of a potential hazard.

3. Integrate your message with the brand’s campaign: For Your Brand

Work a way out with your marketing head and create a one day campaign for ‘World No Tobacco Day’ integrating your assigned brand with the message. Convince your brand manager to head it for marketers go where the consumers are and most consumers are discussing ‘cigarettes’ right now. This will enable you to target your customers and add positive brand value too.

Global Campaigns:

Here is an interesting video we came across and found worth sharing: World No Tobacco Day Promotional Video

 

The second richest man in Indonesia, Budi Hartono is the owner of the giant cigarette company, Djarum. Yet it looks like the government there has taken charge. The Jakarta Post confirms that the government will no longer allow cigarette companies to continue targeting their youth and destroy social fabric.

“We can no longer use excuses such as the adverse impact on tax revenue or that tobacco farmers will lose their livelihood”, declares The Jakarta Globe’s Editorial as they announce their war against tobacco by banning Cigarette Commercials and Advertisements.

 

Top 10 Email Marketing Myths that Marketers should be wary of

The number of people who are currently using the Email Marketing strategy to bolster their business a living proof of the claim, ‘Email Marketing works’. However, it is important for marketers to understand that there are associated drawbacks and unavoidable pitfalls, which a business has to prepare for to survive in this business.

Survival is one thing and believing fictions myths about something just because someone told you about it is another. So here are 10 Email Marketing Myths we’ve compiled that marketers should be vary of:

1. Email marketing will not cost you.
2. Email marketing becomes easy with rented mailing lists
3. The subject line of your email must offer a discount
4. Bold fonts, bullets, and subheads equal easy to read and more clicks in a campaign
5. A little is good; so a lot is better! Sending more mails helps your campaign
6. I have got a great list, the message in the email is irrelevant, and the list produces!
7. A test to a very small number of subscribers will show the effectiveness of the message.
8. Personalization of emails does not matter as long as they have an offer in it
9. Email promotions damage the credibility of a brand
10. All traffic is good traffic, regardless of who I am targeting

Email Marketing is an objective specific marketing tactic. It is about educating your prospects and customers about you, your products and services, and how you can help them solve a problem. Emails should educate, inform, announce, enlighten and influence human behaviour.

All the ways you can think of to accomplish this for your company is a marketing activity. Designing email marketing campaigns is truly an investment in time, creativity, resources, and energy. The more you can invest the greater business success you will have.

You may also refer to Client Bridge’s post about Email Marketing Myths written by Scott Koegler. We found it worth sharing.

Boosting Telephonic Lead Generation Campaigns

Forrester Trends, in their recent report, state that Inside Sales is one of the most effective B2B tactic used by marketers. That explains why every business needs a sales team. This is where telemarketing steps in.

Personal feelings aside, one cannot deny that telemarketing is an essential aspect of a business. It helps companies maintain a customer base while expanding their market. If you do not have a telemarketing staff, you are missing out on a lot of other opportunities.

There are hurdles that tele-sales representatives have to overcome to reach a prospect for their lists. ‘Reaching Decision Makers’ is the single most difficult challenge according to Forrester. Not having a direct line or follow up base to the decision maker in the company makes your data all the more inaccurate and useless. It is like a selling a product to ‘you don’t know who’.

This is quiet the reason why most telemarketing campaigns are outsourced. They’re cheaper, more accurate and if customized, they turn out to be highly valuable in the long run.

Now according to Sirius Decisions’ report, “Following best practices in Data Quality can lead upto a 66% increase in the revenue”. Going by this statistic, more than half of your company’s revenue depends upon the telemarketers you outsource your work to.

We help you choose the right services. How? Read on.

[slideshare id=8107829&doc=boostingtelephonicleadgenerationcampaigns-110526034452-phpapp02]

Choosing your ‘List Vendor’ is as important as choosing your ‘Prospect’

You are almost ready to execute your marketing campaign for your new service, which is targeted at a new market for your business. As a final step, you need a database of contacts who will be interested in your product. From the many contact databases available, how do you pick the right ones?

This post talks about 3 key elements to consider before you choose a vendor.

1. Communication Plan:
Email communication is powerful and inexpensive. But it is only one communication channel. To move a prospect through your sales pipeline, you need multiple communication channels. How do you integrate direct mail and outbound telephone calls with email communication?

Without complete information in the contact database, you cannot run a direct mail follow-up to an email contact, and you certainly cannot do a telephone follow-up call to non-responders to determine if they got the email, and why they chose not to respond. Without complete information, you cannot execute an integrated communication plan.

2. Control and Measurement:
It is important to have a control over your list. How many emails were sent? How many bounced? How many recipients opted to unsubscribe? How many recipients opened the email, and when? Just as important, how did the list owner send the email? How was the sender’s information cloaked, if at all?

Few list owners provide this information and not being in control of your marketing plan, execution and measurement can be fatal to your campaign. This level of control is only available if you own the database and have the tools to track the recipient’s response at an individual level.

3. Cost:
Renting a list is cheaper, right? As with most of these questions, the answer is, “It depends.” If you believe you can achieve your marketing objective in a single connection with a prospect, then onetime rental may be appropriate.

However, most companies want to build a long-term relationship with their prospects and most outbound advertising is more effective with repeated contact. For a one-time usage, renting a list may be cost-effective, but most advertising campaigns have multiple repetitions, often 6-10 times over a year, so the appropriate financial comparison is purchase vs. multiple rentals.

Choose your prospect before you choose your list vendor:
Database selection can have a huge effect on the performance of your marketing campaign, and all databases are not created equal. An ideal database is the one that matches your communication campaign. Make sure you choose a flexible list based on the above criteria. Contact database selection maybe driven by how you develop and execute your marketing campaign. But you know how they say, ‘The Money is in Your List’.

Smart ways to use Videos for B2B Marketing

According to SmartBrief, ‘66.5% of businesses have adopted social media in the past 18 months’. Moreover, in the B2B space, online marketing channels are gaining a lot of traction because of their lower delivery costs and higher response rates, as well as the potential for greater ROI than can be seen in traditional mediums like print.

Research proves the usage of videos and how they’re shared:

In the online community, video is said to be one of the most important decision influencers in buying decisions. It’s also the fastest growing content channel the world has seen. And using videos in B2B marketing can be visual, innovative with immense potential for building brand awareness and allowing your TG to get a glimpse into your company’s B2B setting.

A video has an enormous reach and potential. Yet, marketers often contemplate using a video for b2b promotion fearing the lack of engaging content. Recently, Forrester revealed that a minute of video is worth 1.8 million words. While the traditional media landscape has fragmented across different devices and platforms, the good news for all brands is that the cost of producing high quality video content digitally has reduced significantly with little to no loss of quality.

Over the past few years video has moved from bedroom geeks to boardroom level and is used more often for corporate communications. A brand could use a video/s to reach a broader customer base and make video addresses throughout the campaign to reassure not only customers but business investors.

In a world where information flies at us at increasingly fast speeds, it’s important to put a voice and personality to an email, Facebook page, Twitter account, or even a company’s own site. Any kind of edge a brand can get in order to mark itself out from the competition is vital. A well made, self-owned video that can be embedded on multiple platforms should certainly be the way forward for brand

We came across this video for B2B Marketers that also impressively well made and keeps its viewers engaged. We couldn’t think of a better example:

Here are a few ideas from B2B Voices on what could make a good B2B video and how b2b marketers can use videos as a tool.

Marketers refuse to hire people without a LinkedIn profile

LinkedIn is powerful. LinkedIn is important. We’ve been told that often as B2B marketers. As social media marketers, we always end up overlooking our own profiles and put in more effort on the assigned brand’s account. It got us thinking when we read about a senior marketing consultant who was out there, and was refusing to hire people because they don’t have a LinkedIn Profile.

Melodie Tao, of MarketingMelodie.com, in his recent interview with San Diego Reader said, “I won’t consider hiring someone if they don’t have a LinkedIn profile.” When we dug further into this, Guy Kawasaki’s post that mentions these statistics below was what we found worth sharing:

  • The average number of LinkedIn connections for people who work at Google is forty-seven.
  • The average number for Harvard Business School grads is fifty-eight, so you could skip the MBA, work at Google, and probably get most of the connections you need. Later, you can hire Harvard MBAs to prepare your income taxes.
  • People with more than twenty connections are thirty-four times more likely to be approached with a job opportunity than people with less than five.
  • All 500 of the Fortune 500 are represented in LinkedIn. In fact, 499 of them are represented by director-level and above employees.

Knowing LinkedIn is powerful and acting on it, are two different things. So today, log into your LinkedIn profile and update it. Connect with your group members and see what they have to say about your shared interests and industry. You’ll be shocked to know how much insightful these forums can get.

And just in case you were wondering how, here’s what we found:

Make Your LinkedIn Profile Work For You

Lead Generation: The importance of nurturing your leads before you begin to lose value

If a certain Mr Smith is busy searching for a solution, you generate interest but fail to follow up. How long before you’ve blown your window? He might be real excited right now, but how long does it take for the lustre to wear off and your lead to go elsewhere and begin to lose value? In brief, have you ever considered the shelf life of your lead?

‘As Soon As Possible’ should ideally be your watch word. But ASAP is definitely not the answer if it means that the mismatch between sales process and buying process timing has resulted in a funnel leakage and some delay.

You don’t want your telesales representatives to cold call and start with, ‘Oh yes, Hello Mr Smith, I’m calling about the survey you filled in recently….” where the recently turns out to mean 2002, if at all.

Here is the check list you want to consider before you cast your lead off and beyond repair:

1. Stay engaged and keep your lead engaged for if not now, there’s always a tomorrow:

Assuming your initial follow-up is quick enough to make your prospects feel important, I think as long as you engage your lead throughout their buying process there isn’t necessarily an expiration date going forward- unless the lead is not ready to buy just yet.

2. Nurture and qualify your leads:

Lead nurturing and qualification process with speed and thoroughness is inarguably essential. Customers sense the rest of the iceberg by the experience they encounter early on in engagement.

3. Keep your leads interested, step in their shoes:

When a prospect takes the time to reach out proactively (i.e. filling out a contact form), they are likely to appreciate rapid follow up. If you’re that prospect and someone gets in touch with you quickly, say within 30 minutes, you’re likely to feel important and think highly of the company that got back to you quickly.

4. Follow up before your lead loses interest in you:

If it’s been a week since you filled out the contact form and you’re just now hearing from someone, you probably are feeling a little ignored and wouldn’t be as interested in the company as you would otherwise. Don’t make your lead go through it.

5. Be aware that sometimes it’s out of your control:

After gauging their interest level it’s important to stay in the game throughout the sales cycle. And yet, prospect’s timing isn’t something you can alter – if it’s not right yet, educate. The key is to stay engaged with your leads so that when their timing is right, they’ll already have good rapport with your company and be more inclined to buy from you versus another vendor.