4 Benefits of Webinars

4-benefits-of-webinars Webinars are a great interaction tool for any business. It is an efficient and sure way of getting your message out to customers directly, especially in the tech industry. Below are four (4) benefits of presenting webinars. 

Around the clock availability

Webinars are available live and can be visited later on if you are unavailable. This around the clock availability is extremely useful if you have clients that are constantly busy or do business internationally on different time zones than you. Also, having the availability of the webinar after it has gone live helps increase your reach through search engine optimization (SEO) when being searched for at a later date. This helps you stay relevant rather than hosting live seminars and losing the attention once it’s over.  

Easy way of delivering your message to your target

More often than not, those that watch your webinar have an interest or stake in what you are presenting. This means that your audience for the webinar is most likely who you are targeting or should try to target with your marketing efforts. Having your target market come to you rather than putting in extensive, and expensive, market research will simplify your job greatly.

Cost savings

Although you have to spend to create a webinar, you also save considerably from other sources. These include travel costs that your company would have endured in order to educate your customers on changes to the system; the cost of time that’s spent by your presenter while they could be working away at other tasks; and lastly the costs you would’ve undertook to hire a venue and all that comes with hosting a live event. You always want your customer to be educated, however, budgeting properly is should also be a top priority.

Easy way of generating qualified leads

If you ask any sales representative, they will say that generating leads is easy; however, generating QUALIFIED leads is a more difficult process. Relating back to the second benefit, those that are watching your webinar are probably interested in what you are presenting. You are now able to use the registration from the webinar to collect lead information such as contact methods and locations. This is also considered a form of market research as you can see what your demographics and geographics are. Lastly, by educating those watching your webinar you have already qualified them as leads since they are now aware of your products and services and there will be no need to re-qualify.

The 4 benefits mentioned above explain how webinars are a powerful tool if you are looking to increase brand awareness, minimize costs, and boost revenues in the simplest possible way.

How To Sell VoIP: A $140B Industry

How To Sell VoIP

“The VoIP market is expected to grow over 9% in the next 3 years,” and any telco service provider wants to be a part of that growth. In order to be a part of the $140B industry, it is imperative to know the right tactics that will make your product or service sell. Despite all of this promising news, many still don’t know that they need VoIP or are hesitant to switch.

The guide below will make your dive into VoIP a lot easier and enhance your experience with something that might seem very intimidating. It includes 5 key steps on how to: build your VoIP service, market your VoIP service, overcome VoIP selling challenges.

Download your copy here to cement your part in a $140 billion industry

Register for the webinar

How To Sell VoIP

The Top 3 Reasons why Trade Shows are Important to Attend

3-benefits-of-trade-shows (1)Trade shows are extremely important events to attend whether you are there as an exhibitioner or attendee. These conventions provide you with opportunities to grow, expose yourself, or even cement your position in an industry. Below you will find the top three reasons why you should definitely be at every trade show possible this year.

Branding and Networking Opportunities
There are many advantages to attending a trade show but by far the top advantage comes from the many branding and networking opportunities you are given. By just being on-site, you are able to increase awareness about you business and make yourself known.

Another major advantage to attending a trade show is having the chance to meet like-minded individuals. These individuals can come in the form of current customers and meeting with them for the first time, potential new customers, and suppliers that are interested in your product. Finally, there is huge press exposure that comes along with trade shows, that, if done right, can have a major positive impact on the company.

Assessment of Environment
The second reason why trade shows are important for your company is the opportunity they give you to assess the climate of your industry. This way you are able to know your options as either a supplier or reseller, you are able to get the best deal on whatever it is you may be looking for – as competition is a lot higher in trade show environments – and it simplifies the search in terms of needs fulfillment.

Positive Sales Environment
Lastly, trade shows are an instrument in creating a positive sales experience for both the exhibitor and attendee. The exhibitor is there in the hopes of creating a meaningful connection with the aim of positively selling whatever brand they are representing. This face-to-face interaction helps the exhibitor better gauge how their audience is reacting, allowing for the creation of better sales tactics. This is extremely helpful since those in attendance are currently in the “active search” mode, which means they are far more interested now than they will ever be again. As for the attendee, they avoid the trap that is direct sales, as the act of face-to-face selling is met with far less apprehension than other forms such as sales calls.

Exhibiting, or even just being an attendee, at a trade show is a fairly simple way to grow and improve your business. The three aforementioned benefits to trade shows should be utilized properly in order to reap maximum payoff.

Making the Next Sale: 8 Tips for Telecom Sales Teams

The average sales person makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment.
[Source: Ovation Sales Group]

One appointment, not one sale. As a job description, that is a bit depressing. In 2017 no one wants to spend nearly a full business day hard at work with little to no results. Or what about this one?

Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the first meeting. [Source: IDC]

Talk about constructive criticism. With that kind of success rate and feedback, this last one is no surprise:

Sales reps ignore 50% of marketing leads. [Source: The B2B Lead]

Despite these disheartening statistics, the sales profession is here to stay. Particularly in B2B situations, sales people are simply the best way to convert prospective customers into partners. So it is high time that we have a discussion about sales and support our sales teams in the valuable work that they do.

Today we have Sheila Belzil from our Sales Department sharing a few strategies to make telecoms selling easier.

Strategy tip #1: Know your stuff

Before you ever pick up the phone to make a sales call, you must know your product inside and out. Prospects are naturally going to ask questions before committing to your company, so you better have the answers ready. And not just the product, you need to know your company, your employees, your partners, and even the market in general. Leads will be more likely to trust and listen to you if you establish yourself as an industry expert.

Strategy tip #2: Stay ahead of the game

According to Accenture, 94% of B2B buyers do research online before making a decision. We are living in a buyer’s market and in the age of Google. Most prospects are going to know plenty about what is new in the industry and what your competitors are offering. As a sales person, you need to stay ahead and know what is new and what is coming so you are not caught off guard by questions. Again, that knowledge will make you more trustworthy.

Strategy tip #3: Attract consumers with content

This tip will be fulfilled by the marketing team, but sales reps that want to sell should be pushing for it. If 94% of your prospects are researching you online, what are they going to find? There better be plenty of interesting content for them to read and look at before something – or someone – else steals their attention. The sales team will know best what type of content interests their prospects, so they should be contributing to the conception of marketing ideas.

Strategy tip #4: Nurture your leads

Your marketing team put all that great content out there, prospects are finding and consuming it, but they are probably still not ready for you to swoop in with a sales pitch. Their interest is piqued, but they still need more information. Now is the time for engagement through targeted content. Modern softwares and technologies can track what exactly your leads are looking at so that know what to send them next.

Strategy tip #5: Listen before you speak

You are finally on a call with a lead and itching to delve into your sales pitch. But before you start talking all about your company and your products, ask about theirs and then really listen. Aside from validating the lead and making them feel valued, you will gain insight into the types of problems they face. Even if you do not win the sale, the information gained will make you a better sales person for the next one.

Strategy tip #6: Be organized

Any successful sales team knows the value of organizing leads. A good CRM is a must to get through the sales cycle as painlessly as possible (check out: 7 Features of CRM Integration That Your Sales & Marketing Teams Need). Aside from the obvious benefits of more efficient lead management, organization helps nurture leads through the buying process and makes automated personalization possible.

Strategy tip #7: Dedicate account managers

A smooth sales cycle takes a number of dedicated staff to keep the pieces moving. From the early stages of marketing to making a sale to a dedicated account manager, each person plays an important, and often personal role. Do not let any leads feel like just another pawn coming down an assembly line. A dedicated account manager will get to know each lead on a personal level and ensure individual satisfaction.

Strategy tip #8: Making the sale is just the beginning

You made it through the sales cycle: your prospect became a lead and then a customer. Take a moment to celebrate, but then get right back to work because this is only the beginning. Supporting your customer after the sale is every bit as important as making another sale. Stay in touch and be a familiar presence; you want your customers talking to you before anything goes wrong. Keep them confident in your solution so they stick around for years to come. (Check out our video: 5 Ways to Increase Customer Loyalty for ITSPs & Telco).

Would you like help improving your telecom sales or marketing strategy? Please contact your account manager or create a free account for expert advice and tools.

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