Strategic and defined process of engagement helps enterprises in enabling end-to-end sales journeys and keeping up with B2B customer expectations. However, reaching out to prospects, addressing their information needs, and moving them through the funnel can be tricky. Navigating through hundreds or thousands of customers, determining whom to reach, and building the right pitch that captivates prospects is never easy. Enterprises remain clueless that they are speaking to the right party contact or targeting the right segment in the industry.
Denave customer outreach services help enterprises cross these challenges and help them forge strong relations with the target audience. In the first stage, we define program framework starting from building prospect database readiness, segmenting prospects as per objective, and finally executing virtual connect campaigns. Here, we conduct scientific research to outline prospects and their touchpoints on different channels. In the second stage, we address their information needs via the right channels to drive their moment through the sales funnel. The outreach campaigns are conducted leveraging multiple formats — panel discussions, one-to-many webinars, round-table events, demo workshops, and more. We ensure a long and meaningful engagement that moves in a straight-line and improves sales effectiveness.
The inbound sales prospecting techniques offered by Denave leverages a campaign-driven & nurture-based approach. It not only drives the prospect pipeline but also accurately identifies the next new customers for revenue acceleration. Whether you are planning to build a funnel of new prospects, or focus on new markets/ segments, or enhance your existing product/ service line, or build a pool of interest qualified prospects or even looking to build industry thought leadership, Denave Customer Outreach model just could be the go-to solution for you.
Our experts leverage personalized and segmented/ targeted conversations with different target groups. They leverage deep marketing capabilities and concrete data-driven techniques to address information needs and drive engagement. The strategies involved are laser-focused on creating a mix of right messaging, channels, platforms/ formats, and prospects. Denave leverages a hybrid model to acquire audiences and then turn them into prospect cases – including data services, tele sales, digital outreach, and prospect engagements. It includes a response management system that is driven by post-event engagement and analysis.
Industry-proven ways to engage with your customers and strategies, to increase sales funnel.
Whether you want live, on-demand, one-to-many, one-to-few, workshop formats, fireside chats or just any format – we can help.
Post virtual event engagement strategies to turn your suspects into prospects.
Access the untapped market with B2B contact data specialist.
End-to-end digital capabilities to address every step of the sales funnel.
Correct mix of digital and traditional marketing methods to accelerate revenue and optimise ROI.
Enterprises face several roadblocks on the customer outreach path. While of course, the problem statement could be different for different companies, here are some of the most prominent challenges which impede the ROI:
Identifying the right prospect out the prospect list: One of the biggest challenges is to identify the right prospect.
Finding the opportunity to make the right pitch: Enterprises scramble to figure out the right moment to make the pitch.
Pursuing the right MQL: Organizations are puzzled by the fact that they are speaking to the right party contact from the relevant target segment and industry or not.
Lack of a strategy to keep customers engaged: Many enterprises miss out on a strategy to engaging the customer.
The communication gap between customers: Most enterprises fail to understand that the prospect is interested or not interested in the pitch.
Denave follows a deliberate, planned, and systematic approach to address the outreach challenges. Here are some steps or best practices towards building an effective outreach strategy that lives up to the promise:
• Defining campaign scope: The process begins with defining the count of prospects to target from Industry segments, size of a/c, and profiles.
• Defining target interest area: Building themes topics around the interest area and mapping the interest areas to industry segments/profile.
• Defining campaign duration: Building a quarterly & half yearly outreach plan of interconnected series in the defined duration
• Finalize attendance outcome: Defining the a/c qualification criteria and post-webinar engagement
It is the process of gathering information related to the target interest area. It also helps in determining the business need and interest level of the registrations. It functions as a second filter for driving the relevant registrations through the target segment. Benefits are immense, the prime being that you have ready-to-serve leads that sales can close much faster.
Current digital content is about visuals and live streaming. Webinars are a handy combination of both cutting across reduced attention span and crowded internet space. Webinars position the brand as a thought leader in the industry and increase relevant customer outreach. Given the pandemic times, they have proven not only to be effective but also engaging.
Webinars can be conducted to:
build a funnel of new prospects, e.g.- for a new product launch
focus on new markets or new segments
enhance existing products/ services
build awareness among consumers
position the enterprise as an industry thought leader
Strong technology-led infrastructure to identify the right set of audience and intelligent integration of digital engagement & prospect connect for improved reach distinguishes Denave from other players.
Denave understands the science that drives the success of outreach campaigns through varied engagement formats like demo workshops, expert panel discussions, focussed group discussions, customer testimonial engagement, etc. We help enterprises to coalesce around a campaign-driven approach for a wider impact – from defining campaign scope to delivering an outcome.
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