Building your sales pipeline, we provide an appropriate B2B strategy, suitable tools and an experienced team. Since 2005, Worm Marketing Consulting from Munich stands for high quality content business development B2B & customer acquisition B2B, strong leads and high flexibility and consulting for companies in the IT and industry sectors.
Overview:
- How does customer acquisition B2B with Worm Marketing Consulting differ from other agencies
- Five key elements for success in customer acquisition B2B
- Our services at a glance - customer acquisition B2B
- Customer acquisition B2B - examples
- Your personal contact regarding customer acquisition B2B
- Our service on the subject of customer acquisition B2B
How does customer acquisition B2B with Worm Marketing Consulting differ from other agencies
We are specialised in B2B customer acquisition and lead generation for explanation-intensive and complex products and solutions for our clients in the fields of IT and industry. We pursue a tried and tested strategy of proven methods which form the basis for our work and our success. Besides the specialisation, it is the quality that distinguishes us from others. The results of our work are high quality and concrete B2B leads or opportunities with more than just one appointment or requested interview. A lead generated at Worm Marketing Consulting contains meaningful content, use cases with actual needs and with an established sales potential as well as an opportunity for future projects. The resulting leads exceed the usual level and convince with buyer insights that others cannot qualify.
This can only be accomplished with highly specialised, motivated and professional employees. A potential client only provides insights into his or the company's problems if he feels well understood. Hence, we have a stable team that is familiar with the industries and can therefore engage in a very professional dialogue with the target group and ultimately identify real project potential.
Another requirement for successful lead generation is consulting and analysis. A project or a campaign is always a dynamic process. We lead every project to success, because we intensively consult and analyse prior to the conception. Addresses and contact details can be individually researched or procured to address the exact target group. Consequently, we always process the appropriate addresses in order to reduce scattering losses. For every project, we create a project plan with suitable and sophisticated analysis and consulting milestones, measurably incorporate E-Mail marketing, business networks (LinkedIn, XING), whitepaper campaigns, inbound lead sources and other potential measures.
Five key elements for success in customer acquisition B2B
1. Target group & addresses
The pivotal point to avoid scattering losses
In order to identify suitable and appropriate target companies or interested parties, inventory data can be an initial point if reference - but addresses can also be purchased or researched individually. Therefore, we draw on our advanced crawler technologies and analyse our own databases including detailed desk research to assess existing and available data and create new sources. This enables an optimal enrichment with initial contacts and an individual approach. WMC advises on the selection of target groups and identifies promising markets and research methods based on project experience. This process results in finding a suitable target group and the corresponding initial contact data or addresses of potential prospects.
2. Setup
The basis of B2B opportunities with established sales potential
In close consultation with the client's sales and marketing team, WMC prepares a SalesKit in which the functionality of the focused products or solutions, their use by the end customer, their advantages over competing products and competing solutions are presented at a high technical level. The technical background enables our specialists to place the customer's product optimally with the prospective customer in a more in-depth and serious discussion and to determine concrete requirements and needs. Our experience from hundreds of projects is incorporated into the guidelines for conducting interviews and advanced conversation techniques. Starting a project, our employees are thoroughly trained with respect to technology and how to conduct conversations. Thus, an "acquisition" conversation can be conducted during a campaign and the sales department can concentrate on further new customer acquisition with optimal preparation.
3. Implementation
Not only leads, but real use cases with "buyer insights"
Our employees identify the actual decision-makers in the target companies, present the product or solution to them while determining the current situation (for example, in relation to competing products), the need, the willingness to talk, and the planning horizon for investments. It takes our employees only a few sentences to clarify what the product is about, how it works and what benefits it offers. In an open dialog engaged at eye level, areas of application and priorities are discussed with the potential customer. This telephone approach is supplemented by coordinated and specific information via E-Mail. This creates a high level of commitment in the further sales process and forms the basis for successful deals. Contacts with current and particular need are transferred to our customer's sales department on a daily basis with all the information generated - contacts who are likely to have needs in the future can be followed up in a nurturing process.
4. Reporting and consulting
Efficiency enhancement through close consultation and transparency
Sophisticated, customer-specific reporting tools enable our customer to keep track of and control the progress of his project at all times. For example, WMC uses project-related E-Mail ticketing systems to guarantee timely feedback on generated leads and provides the client with various KPI reports on the status of the acquisition, the quality of the leads or the campaign, and market observations.
5. Results
- qualified leads with actual needs and established sales potential of possible customers
- reliable and complete information about all processed target companies and contacts, thereby campaign-capable database
- pipeline with real potential and leads with substantial content as follow-ups
- market knowledge and strategy instead of "plain and simple" telephone marketing
- Increase in efficiency of sales, marketing or field service by focusing on leads with sales potential
Our services at a glance - customer acquisition B2B
- Business development / Telephone Marketing / Marketing
- B2B lead generation
- Cold calls / acquisition of customers / Telemarketing - you name it!
- Lead nurturing
- Pipeline marketing
- Call or on-site appointments scheduling
- Account-based Management
- Sales support
- Attendee engagement & activation
- Customer satisfaction surveys
- E-Mail marketing
- Behavioural tracking
- Landing pages
- Online & offline dialogue marketing
- Consulting
- Creation of SalesKits
- Lead management
- Technology & sales oriented market analyses
- Target groups identification & potential analyses
- Process & CRM
- Trainings
- Data
- Address acquisition and augmentation
- Desk research
- Research & profiling of companies & contact persons
- Use of crawlers and algorithms to automate the procuring of accounts & contact persons
- Automated recording of directories
- Data reconciliation
- Territory mapping
- Input of leads into all common CRM systems
- Data capture
Since 2005, we have successfully implemented over 2'000 telemarketing campaigns because we know how to successfully position an offer in the right tone, at the right moment and with the right tools with responsible decision-makers.
Customer acquisition B2B - examples
In cooperation with our customers, we focus on transparent processes, continuous exchange of experience, and regular, joint analysis of results and leads. This allows us to continuously improve results and jointly identify important fields of action at an early stage. In a well-defined structure with several phases and milestones, Worm Marketing Consulting provides conception, implementation, consulting and analysis.
Some examples:
Consulting
We see it as part of our role to ensure that the right information is in the right place at the right time with the right decision-makers. But how do we achieve this goal? We develop successful campaigns from the design phase through to provision and processing of addresses, creation, follow-up and pipeline management across all channels.
B2B business development IT
Every qualified requirements definition is passed onto the sales team. However, exactly what is handed over is the decisive factor: Our activities don't result in superficial contacts. We create valuable qualified BANT leads, developed by detailed discussions over the phone, by E-Mail and in social media, which contain actual potential for projects.
Data intelligence
Many campaigns start with the question: Where can I obtain addresses and contacts? We can help you with any questions relating to the purchasing of addresses, list management, checking for duplicates, mapping of addresses and interactions in CRM systems.
B2B business development industry
Every qualified requirements definition is passed onto the sales team. However, exactly what is handed over is the decisive factor: Our activities don't result in superficial contacts. We create valuable qualified BANT leads, developed by detailed discussions over the phone, by E-Mail and in social media, which contain actual potential for projects.
B2B profiling
We help companies to research and enhance their pool of contacts and we prepare planned sales campaigns to optimal effect. The extent to which the information obtained in advance is targeted to the customer governs the extent to which the strategy used to approach the customer in the next phase can be individually tailored to that customer.