Lead generation for software vendors is not an exact science and sometimes trial and error is the only way to find the best practices you need to captivate the attention of your target audience. But generating leads should not be your end goal; it’s really just step one in the sales process.
ISVs have myriad options for how to spend marketing budget. For example, you can invest in your website, content marketing, and social media and social advertising. You may focus on email marketing, pay-per click (PPC), or print ads.
B2B software marketing is a world unto itself. Anyone who has worked in it can tell you that it’s not all it’s cracked up to be. Not only is it often difficult for marketers to create the right messaging without sounding too technical, but outreach needs to come in all shapes and forms (especially when you are targeting different job functions within an organization).
Keep these tactics in mind as you try to outsmart your competition.
Still not convinced about the value of embedding customer service into your business priorities? How about trying to treat it as an integral part of your marketing strategy?
Hyper-targeting your customers really works, and here are four practical tips to help you do that.
Importance of Creating LinkedIn Showcase Pages to Highlight Specific Products/Services for Your Business
Liz explains why showcase pages go beyond company pages, by letting you focus on your specialties and hyper-target niche markets.
Are you solely relying on LinkedIn to reach out to people? Liz explains why you should not.
If you’ve determined that your Software as a Service (SaaS) solution is ready to take to an enterprise market, prepare your team for a different sales process than consumer or small and medium-sized business (SMB) sales.
We have interviewed software vendors across Korea from small to large enterprises to understand their global footprint and get their perspective on foreign software partnerships that can fuel their growth. We looked at the ambition for Korean ISVs to expand their business internationally and what challenges they experience in the process of doing so. In this infographic we present our findings on the attitude and expectations towards foreign OEM programs and software ecosystems of the Korean ISV industry
Liz provides tips on what (and what not) to do when doing e-mail outreach so you don’t appear like spam.
We’ve looked at retrospective Q4 2018 data and projections for 2019, according to respected research firms and industry experts. Here are some interesting findings we’ve gathered about market share, cloud adoption trends and challenges, and industry predictions for the rest of the year.
Here is a step-by-step workflow to keep in mind when using outbound telemarketing to generate top-of-the-funnel leads.
You should always have a sales-and-tech-savvy “human” inbound help desk to answer inquiries from prospects and technical concerns from existing customers.
Some ISVs adopt an indirect sales model to take their products to market. This enables a channel of value-added resellers (VARs) to offer your application to their customers, assist with implementation, and possibly provide complementary software, hardware and infrastructure to build a total solution.
Telemarketing as an outreach strategy often gets a bad rap. It has the tendency to be associated with under-educated people sitting in gigantic call-centers in faraway lands offshore, who are programed (like robots) to read a script over and over, day after day, to hundreds of prospects an hour, pushing products that have little to no value to the person on the other end of the line.
Choosing an agency can be time-consuming and comes with a lot of pressure. The decision could have a large impact on the growth of your company or the program that you are managing.
Learn how telemarketing can help you educate your prospects and convert them down the sales funnel to get qualified business opportunities.
Tip: Listen to the podcast recording this article is based on.
Liz emphasizes the importance of doing your homework and customizing your messages before reaching out to prospects, especially via e-mail.
Having inbound customer support for your software product is a must. Not only does it reassure clients because they can get the answers to their questions immediately, but it is essential in order to escalate glitches so that they can be resolved quickly. The trend today is to provide inbound support through online chat, but is that really enough?
Liz interviews win-loss program expert Ryan Sorley about the value of understanding how your customers are won or lost, and how it helps improve your sales process.
Back in the ‘80’s, there was a television ad that pictured a woman preparing for the job interview of her life. She was nervous. She was sweating. In comes Secret deodorant with the now-famous slogan, “You never get a second chance to make a first impression.”
Liz cautions us on what turns off prospects, and what you can do instead to win past your initial outreach.
Independent software vendors and big names alike are striving to get the buyer’s attention. Using social media could be an option, but it isn’t that straightforward. Read on how you can develop a social selling strategy that works.