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Valassis Research: Direct Mail Influences Online Purchases, Motivates Millennials

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Valassis Research: Direct Mail Influences Online Purchases, Motivates Millennials

Data-driven Insights Inform Marketers’ Omnichannel Strategies

Valassis, the leader in marketing technology and consumer engagement, offers new consumer research emphasizing strategies for marketers to effectively leverage direct mail as part of an omnichannel approach and elevate brand awareness to drive growth. Direct mail also motivates online purchases and appeals to a much coveted audience – millennials.

Read More: Innovations In Customer Experience, Infrastructure To Drive ECommerce Growth In 2020

Valassis research found millennials have a high response to direct mail, even more so when those ads are relevant and part of a multichannel campaign. According to the findings, 67% of millennial parents and 53% of millennials are more likely to make a purchase from or respond to a personalized direct mail ad. Additionally, more than half (56%) of millennial parents and 41% of millennials note they are more likely to respond to advertising when they receive ads for a product both online and in print.

“Marketers must continuously assess and adjust their consumer engagement strategies with predictive intelligence advising and informing their approach,” said Gene Brandon, senior vice president and general manager, direct mail, Valassis. “With direct mail, marketers can engage consumers across an entire market or down to a household, versioning the message to resonate with their audiences. As direct mail continues to be a powerful channel to drive in-store and online purchase behaviors, it’s important to focus on a completely integrated approach, optimized by data-driven insights.”

Read More: Audigent Releases SmartPMP Product, Delivering Critical New Tool To Media Buyers Worldwide

More specifically, the research found that consumers aware of RetailMeNot Everyday™ Direct Mail ads – especially millennials and those with a household income over $100,000 – were driven online by the offline channel:

  • 69% of millennial parents and 59% of millennials indicated they are motivated by RetailMeNot Everyday to make a purchase from an online retailer or service.
  • 65% of millennials and 52% of affluent consumers said RetailMeNot Everyday helped them identify items to add to their online shopping list/order.
  • 64% of millennials and 57% of affluent consumers also indicated RetailMeNot Everyday makes them aware of new online retailers or services.

Overall, 54% of consumers say direct mail is the most preferred method for receiving print ads and inserts from retailers. To engage consumers through direct mail, marketers should:

  • Reach them during the consideration phase
    • Through direct mail, marketers can reach consumers where they are considering purchase decisions. Consumers research and plan their purchases from home across verticals: grocery (77%); home improvement (75%); furniture (74%); apparel (73%); and restaurant dining (68%).
  • Promote local businesses
    • Direct mail helps increase consumer awareness around local businesses and promotions.
      • 66% of consumers indicated RetailMeNot Everyday Direct Mail makes them aware of local stores, restaurants and services.

Read More: Outbrain Appoints Nathan Jackson As The New Head Of Sales For APAC Operations

 

Write in to psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Zoomd Takes Another Step Towards Becoming an Industry Leader After Adopting Microsoft’s Azure Data Explorer

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Zoomd Takes Another Step Towards Becoming an Industry Leader After Adopting Microsoft’s Azure Data Explorer

Zoomd Has Partnered with Microsoft as an Early Design Partner to Enable Accelerated Growth and Exceptional Cloud-Based Marketing Solutions. Powered by Azure Data Explorer, Zoomd Scaled up 10 Fold, While Reducing Its Operational Costs.

Zoomd Technologies Ltd., and its wholly-owned subsidiary Zoomd Ltd. (collectively, “Zoomd”), the site search and user-acquisition platform specializing in mobile applications, announces its accelerated growth following the adoption of the new Microsoft Azure Data Explorer. The shift represents the formation of one of the advertising industry’s most comprehensive platforms for both advertisers and publishers alike, positioning Zoomd as an exceptional data-driven advertising industry leader.

Read More: Vonage Earns 2019 CRN Tech Innovator Award

Prior to working with Microsoft, Zoomd’s platform infrastructure was limited only to millions of events per day, and while capable of handling large data volume, it had not yet reached its maximum capabilities regarding data latency and system efficiency. With Microsoft’s Azure Data Explorer, the Zoomd platform quickly grew to half a billion daily events, with direct integration to over 600 global Ad Networks, DSP’s, and media channels for user-acquisition proposes and on-site search solution for hundreds of publishers. This is largely due to the adoption of the Azure Data Explorer－a fast and highly scalable interactive analytics service.

Leveraging Azure Data Explorer, Zoomd was able to stream a practically unlimited volume of ads, search queries, and other digital engagement events data into the new platform, disencumbering program infrastructure and driving costs down. Moreover, the transition enabled the reduction of data latency, empowering Zoomd UX to deliver fresh data to users in seconds. The Kusto query language used by Azure Data Explorer is highly intuitive and productive, making it possible to complete Zoomd’s data platform re-platformization in five weeks.

The competitive advantage allows Zoomd to provide an unparalleled search technology-driven solution, as well as world-class mobile user acquisition capabilities for mobile app advertisers－an all-in-one integrated and unified interface that complements a sophisticated publisher-scoring model.

Zoomd’s accelerated growth and exceptional use of cloud-based marketing solutions, powered by Microsoft Azure to solve complex challenges, has led to Microsoft recognizing Zoomd as one of Azure Data Explorer’s top eight global clients.

Read More: ChannelAdvisor Connect 2020 Announced

“We see Zoomd’s transformation as a great example of how to truly translate cloud power to business success. Zoomd, by harnessing the capabilities of Azure Data Explorer, improved several business KPIs, such as data latency, capacity and cost, by an order of magnitude. It has allowed them to focus on their core and lean on the cloud elasticity and efficiency to scale up, which has empowered them to grow more,” says Uri Barash, Azure Data Explorer Group Program Manager.

“We were very impressed by Zoomd’s agility and innovation speed in the digital marketing arena, and we are happy that our technology helps facilitating Zoomd’s accelerated growth, as a top mobile app distribution platform,” Barash comments.

Amit Bohensky, Chairman and Co-Founder at Zoomd, commented, “Microsoft’s recognition is an exciting milestone for Zoomd, and cements our global leadership and commitment to innovation, agile execution, and visionary roadmapping to deliver high-value to customers and partners in the rapidly changing advertising landscape.” He adds, “All the basic building blocks one needs to build a large-scale and calculation-intensive product are included in the Azure ecosystem, making it both smarter and more cost-effective, and substantially lowering our own data and infrastructure costs.”

Zoomd’s unified platform delivers several advantages for mobile app publishers and advertisers such as managing all of their UA (user acquisition) actions under one unified, user-friendly screen, saving them valuable time switching between multiple networks, as well as working with one invoice. Additionally, Zoomd provides online publishers with a site-search solution that is based on advanced Natural Language Processing (NLP) and artificial intelligence (AI). Combined, these technologies and services have powered more than 6,500 monthly campaigns for publishers and advertisers, reaching 100,000,000 devices daily.

Read More: Mediagrif Announces Closing Of The Acquisition Of K-Ecommerce

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Datacoral Joins the AWS Partner Network Global Startup Program

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Datacoral Joins the AWS Partner Network Global Startup Program

Datacoral, data pipeline infrastructure for Amazon Web Services (AWS), announced  that it has joined the AWS Partner Network (APN) Global Startup Program. The APN Global Startup is a unique “white glove” support and go-to-market (GTM) Program for selected startup APN Partners, so that they can build on their AWS expertise, better serve shared customers, and accelerate their growth. To be selected for the APN Global Startup Program, Datacoral has to meet pre-defined criteria, including a clear, demonstrated product market fit for an innovative enterprise tech product, be backed and recommended by a top-tier venture capital firm, and have a strategic commitment to building their AWS and cloud expertise.

Read More: Neustar And TRUSTID Introduce Inbound Authentication Solution For Call Centers

The APN Global Startup Program enables qualifying startups to gain product design wins, visibility, exposure, leads, and commercial opportunities made possible with exclusive APN resources and dedicated Startup Partner Development Managers (PDM) with deep AWS knowledge and startup business experience, that guide startups in their growth journey with APN. By becoming an APN Global Startup Partner, Datacoral will receive benefits ranging from a tailor-made plan for mapping the startup needs and opportunities to a selection of AWS services and APN programs, promotion support to drive visibility and awareness around the startup offering, to resources for helping startups sell and deploy innovative solutions on behalf of AWS shared end-customers.

“We all know about AWS’s customer-obsession, but we are experiencing first hand this partner-obsession through the APN Global Startup Program,” said Raghu Murthy, CEO and founder of Datacoral. “We are excited about our ability to now reach more customers though sales enablement and joint marketing efforts.”

Companies struggle to harvest value from their data because today’s data pipelines are composed of disparate tools that don’t speak intelligently to one another. These strung-together, point-solutions cause data pipelines to be opaque and unreliable, resulting in high resource costs for break-fixes and maintenance, slow SLA response to data consumers for data enhancement requests, and most importantly, questionable data integrity and quality.

Read More: Syncsort Completes Acquisition Of The Pitney Bowes Software And Data Business

Datacoral delivers higher ROI & faster SLAs than traditional, “free” hand-coded, multi-tool pipeline infrastructures by allowing customers to:

  • quickly build end-to-end data pipelines designed to blend dozens of AWS services with a rich library of 75+ connectors and integrations to feed and harness SQL transformations in Amazon Redshift and Amazon Athena,
  • enjoy end-to-end visibility into data changes and issues, allowing for immediate resolution of data problems,
  • have full control of their data security and operating cost of deployment through Datacoral’s serverless-native architecture that runs inside their VPC, and
  • easily scale and grow their Amazon Redshift installation even as utilization and data consumption increase as a result of deploying Datacoral’s faster and more reliable data pipelines feeding the warehouse.

Datacoral’s customer, Greenhouse Software is an enterprise talent acquisition SaaS provider in NYC. The data Greenhouse collects from candidates, recruiters, interviewers and hiring managers is carefully curated to identify the best potential fits for open hiring requisitions. Prior to Datacoral, their lone data scientist was burdened with building his own data infrastructure by hand, in order to obtain workable data sets, and in this startup, it was going to be his responsibility to maintain, forever.  He observed, “I used to spend 80% of my time building my infrastructure and only 20% of my time on my data science responsibilities. Once we got Datacoral, that ratio has reversed, and I’m much more effective in my job.” His boss agrees, “And we’ve grown our Amazon Redshift cluster from 4 to 48 nodes. Datacoral has become an essential piece of our data infrastructure.”

AWS is enabling scalable, flexible, and cost-effective solutions from startups to global enterprises. The APN is a global program helping partners build a successful AWS-based business, by helping organizations build, market, and sell their offerings. The APN provides valuable business, technical, and marketing support, to help startups achieve exponential growth.

Read More: The Coffee Club Takes Action On Customer Experience Through Partnership With InMoment

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Impression Joins GlobalSign’s Certified Regional Partner Program

STS News Desk
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Impression Joins GlobalSign’s Certified Regional Partner Program

Impression Offers Wide Range of Globalsign PKI Solutions to Address the IT Security and Identity Needs of Regional Customers in South Africa

GMO GlobalSign , a global Certificate Authority (CA) and the leading provider of identity and security solutions for the Internet of Things (IoT), announced that Johannesburg, South Africa-based Impression has become a GlobalSign Certified Regional Partner (CRP), addressing the critical security needs of its customers with a highly scalable managed Public Key Infrastructure (PKI) service.

Impression offers deep experience as a locally created & leading Digital Identity solutions provider covering a broad area of technology – making it an ideal match for GlobalSign. The company has created a unique Consent Engine encompassing Engage, Agree, Trust & Manage modules tailored specifically for companies concerned with both digital signatures and digital identities.

Read More: Vonage Earns 2019 CRN Tech Innovator Award

  • Engage – An omnichannel engagement platform that allows communication and seamless shifting across several digital channels so that agreements are always at your fingertips, regardless of your device.
  • Agree – Design, then generate, documents and prefill them with data from trusted sources. Send signature requests to one or many people who can act sequentially or in any order, you decide. Once everyone has signed the document, Impression can mail it back or drop it back in the document storage system of choice. Send it. Sign it. Sorted.
  • Trust – A broker for ensuring that a customer’s agreement process remains compliant and that the integrity of the transaction is maintained. This module onboards and promotes strong digital identities as a mechanism for interacting with the digital world.
  • Manage – Every document signed with Impression contains a full audit trail of the process followed, maintaining the chain of custody. Customers can also track documents throughout their journey via dashboards noting when requests are opened, how the document is paged through, signed and ultimately returned.

“We are thrilled to become a partner with GlobalSign. Not only does it allow us to offer more compelling solutions to our clients, it also positions us perfectly for the Fourth Industrial Revolution,” said Warren Blackbeard, Head of Sales, Impression. “Identity is your most valuable commodity and our partnership will help to create a more secure environment for South Africans to interact digitally.”

Read More: ChannelAdvisor Connect 2020 Announced

GlobalSign provides cloud-based, highly scalable PKI solutions for enterprises needing to conduct safe commerce, communications, content delivery and community interactions. The company’s identity and security solutions enable businesses, large enterprises, cloud-based service providers and IoT innovators around the world to conduct secure online communications, manage millions of verified digital identities, as well as  automate authentication and encryption.

Impression is a South African solutions provider that has helped public sector, financial services, healthcare and retail organizations digitize and democratize their processes so that people can transact with them on any device, even without access to data. Impression’s customers combine its digital identity, document workflow, eSignature, analytics and chatbot modules to solve complex problems to digitally transform their organisations.

Blackbeard added: “Making our solutions accessible to all citizens within South Africa is vitally important. We wanted to create something that will even reach rural parts of the country. It is for this reason that we have created patented solutions that anyone with a mobile device can interact with.”

“We are very pleased that Impression has joined our Certified Regional Partner program,” said Henry Krumins, Head of Sales and Marketing, GlobalSign. “They will be an important addition to help facilitate global adoption of GlobalSign’s range of identity and security solutions in their region.”

Read More: Mediagrif Announces Closing Of The Acquisition Of K-Ecommerce

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

New Corporate Insight Benchmark Study Reveals Opportunities to Increase Client Engagement Across Generational Groups

STS News Desk
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New Corporate Insight Benchmark Study Reveals Opportunities to Increase Client Engagement Across Generational Groups

Corporate Insight, the leading provider of competitive intelligence and customer experience research, announced the release of its Communication to Drive Engagement study. The report leverages an exclusive survey of consumers to decipher generational client preferences across channels and shows the most successful types of appeals to target each demographic.  The industries analyzed include banking, brokerage, healthcare and insurance.

Read More: What Does The Acquisition Of SnapApp Mean For Uberflip Users?

“Our study found that even though consumers are bombarded by messaging every day, there is still tremendous value in how firms communicate with their clients,” said Michael Ellison, president of Corporate Insight. “This study can play a crucial role in showing how firms can address each generational demographic with content they value most.”

Surprisingly, the study found that Millennial and Gen Z groups value a broader range of communication than older cohorts. These younger generations drive an overall trend of clients being more interested in cross-selling promotions on new products or services than they are in content designed to improve their circumstances, such as educational, guidance or security. Communication on account and policy information and documents ranked highest (61% and 55%, respectively), followed by a significant drop-off in value per communication.

Read More: Sprinklr Acquires Nanigans’ Social Advertising Wing To Boost Its Performance Advertising

In further generational divides, the study found that Silent Gen respondents value security far more than their younger cohorts – approximately three times more than Millennials or Gen X. Additional findings include:

  • Millennial and Gen X respondents value general promotions or deals 10 percentage points more than Boomers and seven percentage points more than the Silent Generation.
  • Twenty-one percent of Millennials value information on new products or services compared to 16% of Boomers and 13% of Silent Gen respondents.
  • While most respondents were satisfied with the frequency of client communication, 35% thought there were too many requests for feedback.

The study features four primary sections:

  • Executive Summary
  • Understanding Client Communication Preferences (survey findings)
  • Communication Engagement Strategies (best practices recommendation list)
  • Unique Channel Approaches

Read More: Highspot Bags $75 Million Series D-1 Funds, Vows To Enable Revenue Teams Better

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

LG Commercial Display Technologies Amplify Engagement At Anytime Fitness

STS News Desk
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LG Commercial Display Technologies Amplify Engagement At Anytime Fitness

Leading Fitness Operator Awards LG ‘Preferred Vendor’ Status, Further Deepening LG’s Presence in Fitness Industry

Anytime Fitness, the world’s fastest-growing fitness club franchise, has named LG Business Solutions USA as the preferred commercial display vendor for the more than 2,800 Anytime Fitness franchise locations in the United States. LG displays will enhance engagement in Anytime Fitness’s new “functional training area” that offers interactive training programs for a range of fitness activities.

Read More: Introducing Kibana Lens: An Easy, Intuitive Way To Explore Data

It will offer LG commercial displays to its franchisees to be used in conjunction with heart rate monitoring during the training programs, according to Anytime Fitness Senior Vendor Relations Manager Kathy Dusek. “We are excited to announce our partnership with LG, offering top quality commercial grade TV options to our Anytime Fitness franchisees,” she said.

Each LG display offered to Anytime Fitness franchisees provides superb image quality and an optimal viewing experience thanks to LG’s built-in in-plane switching technology that delivers true-to-life colors, deep black levels and rich colors for amazing contrast and color detail from virtually any viewing angle.

As franchisees launch new locations in late 2019 and 2020, LG’s leading display solutions will be the preferred option for standard technology. Existing franchisees will also be encouraged to upgrade to LG displays for renovations outside of the functional training area, in spaces such as cardio and free weight sections that may require display replacements.

Read More: Neustar And TRUSTID Introduce Inbound Authentication Solution For Call Centers

“As the fitness industry increasingly embraces digital solutions to aid fitness goals, enhance member engagement, and boost fitness centers’ capabilities, LG is delivering class-leading technologies custom-suited to active customer environments,” said Jake Benner, fitness sales director, LG Business Solutions USA. “We’re proud to work with Anytime Fitness to help them capitalize on the latest trends in virtual, personalized fitness regimens and enable all franchisees access to the latest display technologies, ensuring a consistently excellent customer experience across all locations.

Benner said the new alliance with Anytime Fitness underscores LG Business Solutions’ commitment to serving the fitness market with turnkey display solutions designed to drive revenue growth for fitness club operators while communicating messaging, strengthening brand positioning and promoting class schedules.

Read More: Syncsort Completes Acquisition Of The Pitney Bowes Software And Data Business

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Cromwell Puts Confirmit at Heart of Strategic Customer Experience Programme

STS News Desk
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Cromwell Puts Confirmit at Heart of Strategic Customer Experience Programme

Leading Industrial Tools and Services Supplier Benefits from Confirmit’s Holistic Approach to CX Programme Development

 Cromwell, a leading UK and international supplier of high-quality industrial tools and services, has launched a strategic Customer Experience (CX) programme, underpinned by Confirmit Horizons, to enhance its long-term commitment to delivering a truly customer-focused service.

Its investment in Confirmit Horizons in June this year follows the centralisation of its customer service processes following its acquisition by W.W. Grainger, Inc., in 2015 and the creation of a dedicated insight function in 2018.

Read More: Syncsort Completes Acquisition Of The Pitney Bowes Software And Data Business

Elaine Barnes, Chief Customer Officer at Cromwell explained: “In order to minimise the impact of organisational changes on our customers, we recognised a need to change our company culture – putting the focus firmly on the customer. We needed to improve our ability to listen to and respond to customers so that we could enhance the experience across the entire the customer journey.”

Cromwell selected Confirmit as its strategic partner for its CX programme because of the breadth of functionality offered and its ability to integrate with existing solutions including Salesforce. Importantly, Confirmit was able to provide Cromwell with a holistic, consultative approach to CX programme development and deployment.

Sarah Melville, National Customer Insight Manager at Cromwell, discussed how Cromwell considered other providers, but “Confirmit was the only organisation that could provide the expertise and support we needed at the outset. The Confirmit team has helped us to understand how to create a CX programme that is reflective of customer needs and what Cromwell can do to respond, empowering us throughout the process.”

Cromwell launched the CX programme during Customer Service Week in early October. All staff were provided with in-depth training on the Confirmit dashboards, with a focus on how to understand results, use filters and view individual and team performance before the CX programme went live.

In the first month, the company has achieved a 12% response rate, higher than the B2B industry average of 5-10%.

Louise Mole, Head of Customer Experience at Cromwell commented: “The feedback we are receiving is extremely encouraging. Our ability to listen more effectively and to respond immediately to what customers are saying means that people feel that their feedback is being heard. We’ve seen a remarkable jump in our Net Promoter Score® as a result.”

Read More: Crayon Receives AWS Well-Architected Partner Status

Looking ahead, Cromwell has recently recruited a CX analyst who will be responsible for the day-to-day management of the programme. This is expected to play a central role in daily working life, with up to 200 team members expected to use the insight dashboards to help drive customer centricity.

Cromwell is on schedule to introduce text analytics before the end of the year and plans to launch nine surveys by March 2020 to cover different stages and channels of the customer journey.

Melville noted: “Working with the Confirmit team on getting text analytics up and running has been fantastic. They just “get it”. They interpret customer comments perfectly, so are able to help us build a model that will give us incredibly rich insights to work from.”

Barnes added: “Combined with our new branding and a five-year business plan that marks a shift in culture towards the customer, we consider the launch of the CX programme – and our partnership with Confirmit – to be a turning point for the business.”

“The addition of Voice of the Employee (VoE) and Voice of the Supplier (VoS) programmes in the future is the next logical step, enhancing our ability to carry out root cause analysis to find the source of customer and wider business issues. We know that Confirmit will be on hand as a trusted partner to help us at every step of the way,” she said.

Henry Dack, Head of Strategic Accounts at Confirmit said: “We’re delighted to be working with the Cromwell team on this strategic approach to customer experience. Their commitment to building a customer-centric culture is contagious and what we’ve been able to achieve together in a short space of time bodes extremely well for their future success.”

Read More: The Coffee Club Takes Action On Customer Experience Through Partnership With InMoment

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Customer Data Management Platform Amperity Achieves Amazon AWS Retail Competency Status

STS News Desk
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Customer Data Management Platform Amperity Achieves Amazon AWS Retail Competency Status
  • Amperity joins the AWS Partner Network Global Startup Program
  • Impact in applying ML to customer data unification recognized. 
  • Retail Transformation and Customer Engagement innovations among the firm’s forte.

Amperity, one of the first AI-powered Customer Data Management platform on Wednesday announced two Amazon Web Services (AWS) achievements. 

One involved obtaining AWS Retail Competency status and the second was joining the AWS Partner Network (APN) Global Startup Program as one of the inaugural Customer Data Platform APN Partners.

Read More: Neustar And TRUSTID Introduce Inbound Authentication Solution For Call Centers

Amperity brings patented machine learning technology to consumer brands across industries, helping them know who their customers are, decide where and how to grow their business, and serve personalized brand experiences for every phase of the customer journey. 

AWS Retail Competency

The AWS Retail Competency highlights top AWS Partner solutions that have demonstrated technical proficiency and proven customer success across numerous innovative solution areas in retail spanning artificial intelligence (AI) / machine learning (ML), Voice Recognition, Customer Engagement, and Retail Transformation. 

Amperity was awarded this status for its work in AI/ML and Retail Transformation, helping retailers achieve a truly unified Customer 360 view with proven, out-of-the-box customer analytics and activation tools that are fully customizable for a brand’s specific needs. Brands that are using both AWS and Amperity’s technology include J. Crew, Bonobos, e.l.f. Cosmetics, Seattle Sounders FC, Planet Fitness, Alaska Airlines, Kendra Scott, Brooks Running, and many more.

Read More: Syncsort Completes Acquisition Of The Pitney Bowes Software And Data Business

“Amperity is able to manage and unify our data, applying machine learning to resolve customer identities. AWS adds cloud-scale and reliability to deliver efficiency and results,” said Annamarie Bermundo, Director, CRM & Analytics, Digital Center of Excellence at Moët Hennessy USA.

What is needed to APN Partner Designation?

Achieving the AWS Retail Competency differentiates Amperity as an APN member that provides specialized demonstrated technical proficiency and proven customer success. To receive the designation, APN Partners must possess deep AWS expertise and deliver solutions seamlessly on AWS. As an APN Advanced Technology Partner, Amperity is recognized for offering a proven solution that gives retail businesses access to a unified data foundation with the advanced analytics and activation tools they need to facilitate the entire customer journey, the company said.

“Modern brands need to work with solutions that can not only address their business needs but meet them wherever they are in their company’s lifecycle,” said Derek Slager, co-founder and CTO of Amperity. 

Read More: Crayon Receives AWS Well-Architected Partner Status

 

Write in to rnair@itechseries.com and psen@martechseries.com to learn more about our exclusive editorial packages and programs.

Sales Tips to Help you Convert B2B Leads Faster

Rakesh Nair
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Sales Tips to Help you Convert B2B Leads Faster

Are your fellow B2B sellers eating up all the business in your segment? Never mind, a huge deal can bring all the change you need! SalesTech Star has some tips to help you qualify and close more deals:

Know the Decision-Makers, They Are Now Younger

Familiarize the decision making processes within the target organizations to identify the individuals you need to engage. While it is imperative to engage multiple points of contacts in a B2B Sales journey, never lose focus on people who matter.

According to Google, as of 2015, around 46 percent of B2B buyers were under 35 years. Companies have trickled down the responsibility of decision making to non-C suite employees. Around 80 percent of the decision-makers in B2B buying processes are non-C-level executives. This is why even a bad website UX experience can hit your sales.

Profile your Prospects, Stay updated with CRMs

Your prospective buyer could be your HR manager’s college mate. If you are unaware of this detail while dealing with your customer, you fail to engage the influencer or other crucial factors within your organization to make a deal work. This makes it important to know your prospect before engaging them. You will have to mine social media, websites, emails and even references given on LinkedIn to know your prospects well.

Tech tools for surveillance

Linkedin Sales Navigator, for instance, helps you track the whereabouts of customers. Even after you close the deal, you can maintain the data of relevant customers for repeat sales. CRMs can now sync details from social media if your contacts moved to a different company or changed their contact details.

Read More: Salesloft Now Automatically Syncs Your Contact’s Linkedin Data On CRM

Keep Prospecting, Pick Best Buyers

You won’t have to compromise by throwing a discount if you have too many qualified leads in your basket. This is why you should never stop prospecting.

Keep Your Sales Pipeline Full By Prospecting Continuously. Always Have More People To See Than You Have Time To See Them, says Brian Tracy, a reputed Canadian Sales Coach and motivational speaker

What is Sales Prospecting?

Sales prospecting is simply the process of identifying new customers. The process in most setups these days should involve a dedicated representative making calls or sending emails to leads to create a database of prospective customers.

Rank your prospects

With AI-powered tools, you can rank your worthy prospects with analytics tools before approaching them. For instance, the Salesforce Einstein Analytics can rank your prospects by ensuring they are closer to your best customers.

Align Your Product With Buyer’s Goal

None of the tools or tactics mentioned until now will help close the deal unless it solves buyers’ problem. Familiarize yourselves with the products and possible problems the buyers may face. Ask them whether they have used any similar product to solve these problems. The Golden tip most sales gurus have to offer is that you should provide multiple solutions for each customer.

Familiarize Your Face

Inside sales is great and needs to be a priority. However, high-value B2B sales need face-to-face conversations that are online or offline. Most of the popular CRMs have an integration that allows video call from platforms like Skype. Corporate Video and Audio contents featuring sales team can be shared via platforms like UStudio which are integrated into CRM

Call Happy Customers for Referrals

If the product and service you arranged, met the buyer’s expectations you have already earned a happy customer. Every feedback call made to a happy customer can end with a question like- “Do you know anyone who will be interested in our product?”.

Now that you read all these tips, start prospecting and asking around. As Mark Twain once said, “The secret of getting ahead is getting started.”

Read More: The Killer App In Digital Transformation Is ‘People’

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