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Kevin Proulx

Like most businesses these days, yours probably receives leads through your website. With all the other tasks that are essential to running your business, you and your sales team may delay initial contact with your leads. However, the longer you wait before contacting them, the more the conversion probability will decrease. HubSpot wrote about this issue in one of their latest blog articles and it encouraged me to talk to you about it. In this article, I will show you data that will make you aware you that it is imperative to get in touch quickly with your leads in order to increase your B2B business’ sales.

 

Contacting Your Leads Quickly is a Simple and Efficient Way to Increase Your Sales

 

The Lead Response Time of B2B Companies Sales Teams is Too Long

Clock

While engaging quickly with customers is standard practice in the vast majority of B2C companies, this is unfortunately not the case in B2B companies.

Imagine that you walk into an electronics store to purchase a TV after having done a lot of research on the Internet. How would you react if you approach a salesperson expressing your intention to buy and that he answered you ”Noted. I will call you in 48 hours.” When you are ready to buy now?

Obviously, you would be surprised and upset and you would spend your money in another store. Your leads will possibly react the same way if you take too long to contact them.

Here are some evocative data from a study involving 2 241 American B2B companies:

-    It takes on average 42 hours before a B2B company attempts to contact a lead for the first time.

-    37% of companies contact their leads within the first hour after receiving them.

-    16% of businesses contact their leads within 1 to 24 hours.

-    23% of companies do not respond to the leads that are forwarded to them.

While 48 hours may, at first glance, seem to be a reasonable delay, the problem is that in B2B ‘’hot’’ leads become ‘’cold’’ very fast. Indeed, a company will be much more open to a sign a contract with you if you contact it within the first minutes after receiving their lead compared to if you wait several hours to do it.

In 2014, People Use the Internet to Perform a Large Chunk of Their Buying Process

30 years ago, sales representatives were solicited during the early stages of the buying process, since they were the main source of information available about what they were selling. Today, in 2014, this is no longer the case, as we can get information on everything through the Internet. This ensures that when someone contacts you about your products or your services, he or she is already very advanced in the buying process.

In fact, according to a co-authored document by Google and CEB, people will have completed 57% of the buying process when seeking to get in touch with a sales representative. This means that they have done that they are educated about what you sell and are ready to buy now. Do not miss your opportunity!

Benefit of Your Competitors’ Slow Response Time to Get More Sales

Based on the data I have shown you, are you among the businesses that quickly contact their leads or are you among those that take too much time to do it? If you are part of the latter group, you must establish initial lead contact standards within your company to take advantage of the generally long reaction time in the B2B sector to sign new customers before your competitors have the opportunity to establish a relationship with them.

If you still need convincing, read the following sentence carefully. A research conducted by InsideSales.com shows that in 30 to 50% of cases, the sale goes to the first company that took the time to contact a lead. It is therefore profitable for you to review your processes to speed up the initial contact with your leads (while also ensuring you perform proper follow up afterwards).

This concludes my article on how you can increase your B2B business’ sales by contacting your leads quickly. I hope that reading has made you aware that it is essential to contact them as soon as possible in order to put the odds of convert them into clients in your favor. At Kezber, we can help you by creating an efficient lead generation system. However, when it comes to initial lead contact standards, you will, as a manager, need to establish them, but I am sure that you will not regret the time you spent working on this when you will see your sales increase!

Kevin Proulx

As Google did Wednesday, Apple unveiled its new products yesterday during a special event. Many announcements were made, notably about Mac OS X Yosemite and iCloud, but 3 unveilings stole the show for varying reasons: iPad Air 2, iPad 3 mini and the new version of the iMac. Keep reading to learn everything you need to know about these new products from the popular brand.

2 New iPad and a New iMac

iPad Air 2

The iPad Air 2 iPad Mini 3 tablets differ on several technical aspects. However, their new versions have one thing in common; they are an incremental update to their specifications rather than a complete overhaul like the one we witnessed on iPhone 6 and iPhone 6 Plus’ launch. Is Apple preparing a big surprise for its next launch? I think so.

Returning to the iPad Air 2, Apple has made it leaner at 6,1 mm even though the iPad Air was far from being overly thick at 7,5 mm thick. Regarding the display, its size is still 9,7 inches, but the Cupertino company applied an anti-reflection coating which reduces reflections on screen by 56%, which is very good news for those who like to use their iPad outside. Apple has also integrated its Touch ID system into the iPad Air 2 in order to facilitate online payment.

iPad Air 2

Regarding performances, the new model uses the new A8X 64-bit processor, which is a modified version of the processor that powers the iPhone 6. Apple declares that the new processor allows a speed increase of about 40% over the iPad Air. In addition, the M8 coprocessor is also on board and you can accumulate and look at movement data just like on the iPhone 6. Photography and video lovers will be pleased to know that the camera is now 8 megapixels, can capture video at 1080p and has many features such as slow motion video and time lapse make their arrival on the tablet. Wi-Fi performance is also improved thanks to Wi-Fi 802.11ac support and and battery is estimated to be at about 10 hours.

The iPad Air 2 will be sold at prices ranging between US $ 499 for the 16 GB Wi-Fi only model and US $ 829 for the 128GB LTE model and will be available in gold, silver and gray. Apple’s new flagship tablet will arrive in stores next week.

iPad mini 3

The unveiling of the iPad mini 3 drew attention, but not for the reasons Apple hoped for. Indeed, the new model is disappointing since it boasts very little improvements over the iPad mini 2. In fact, its only notable addition is the Touch ID system. Under the hood, it comes with last year’s A7 processor and the main camera is only 5 megapixels. The iPad mini 3 will be sold starting at US $ 399 for the 16 GB Wi-Fi model and will be available next week. Also, the iPad mini 2 gets a price drop to a US $ 299 starting price point (US $ 249 for the iPad mini 1).

iPad mini 3

The New iMac

The new iMac has undoubtedly been the star of yesterday’s event. Apple decided to hit a home run by unveiling an iMac with a 27 inch 5K (5120 x 2880) screen which is, apparently, beautiful. Despite its new screen, the 5 mm thickness remains. Like all Apple computers, it is possible to raise the bill considerably by adding options, but the basic model will be available for US $ 2 499 and will come with a Fusion 1TB hard drive, 8GB of Ram, Intel Core i5 processor clocked at 3,5 GHz and an AMD Radeon R9 M290X graphics card with 2 GB of video memory. You can set up your new iMac now on the company’s website.

iMac 5K

This concludes this article on the top 3 new products introduced by Apple during yesterday’s event. Are you interested by one of these products?

Kevin Proulx

While Apple will unveil its new iPad models tomorrow during a special, today Google seized the opportunity to create a media buzz by unveiling 3 new products for its Nexus line of products: the Nexus 6 phone, Nexus 9 tablet and Nexus Player, a set-top box running Android TV. In this article, I will summarize the key points to know about each of these new products launched by the Mountain View giant and I will give you my opinion on each one.

The Next Generation of Nexus Products

Nexus 6

Rumors were persistent in the last few months on the fact that the Nexus 6 would have a 6 inch screen. This rumor proved true as the Nexus 6, whose design is heavily inspired by Motorola’s Moto X Motorola, has a 5,96 inch QHD (2560 X 1440) screen. The newest Nexus will be powered by a Snapdragon 805 QuadCore processor clocked at 2.7 GHz and powered by a 3220 mAh battery. Regarding the photographic capabilities of its cameras, the main camera is 13 megapixels with dual LED flash and the front camera is 2 megapixels and images captured with the phone will be stored on its internal 32 or 64 GB memory, depending on the model. Finally, the Nexus 6 will ship with the latest version of the Android operating system, Android 5.0 Lollipop, pre-installed and will be sold ‘’unlocked’’ in November starting at $ 649.

My opinion: I find it interesting that Google abandons its strategy of offering high quality devices at unbeatable prices. However, the Nexus 6 is a very attractive phone, but is a little too big for my tastes with its 6 inch screen and I am not the only one who thinks this way. In short, I do not intend to replace my Nexus 5 by a Nexus 6.

Nexus 9

The latest tablet to be sold under the Nexus banner was the Nexus 7 (2nd generation), which had a 7 inch screen. Nexus 9, meanwhile, has a 8.9 inch screen with a 2048 X 1536 resolution and a 4 : 3 ratio rather than a 16 : 9 one. The new Google tablet, manufactured by HTC, will come with a 64 bits processor Nvidia Tegra K1 and rely on 2GB of RAM. As for battery life, it is estimated at about 9 hours. The Nexus 9 will be available in 3 configurations: 16 GB for $ 399, 32GB for $ 479 and 32 GB – LTE for $ 599. It will also come with Android 5.0 pre-installed and will make its debut in stores in November.

My opinion: Since I have always found the Nexus 7 too small with its 7 inch screen and the iPad too big with its 9,7 inch screen, the Nexus 9’s 8,9 inch screen seems ideal to me. Although its price is considerably higher compared to the previous generation of Nexus tablets, I think it could gain a lot of fans (which include myself) if it delivers in performance and build quality.

Nexus Player

The Nexus Player is a set-top box running Android TV and represents another attempt by Google to conquer a highly disputed  territory among high-tech companies, the living room. This new product, developed in partnership by Asus and Google, connects to the TV and lets you stream TV shows, movies and music  and also allows you to play Android games with a controller that resembles those found with game consoles (sold separately). In addition, the Nexus Player can count on Google Cast technology to broadcast content from compatible apps on a phone, tablet or Chromebook on your TV. From a technical standpoint, the device is powered by a QuadCore Intel Atom 1.8 GHz processor, features Wi-Fi i802.11ac technology, is compatible with the Bluetooth 4.1 protocol, has an HDMI connector and the supplied remote with the device allows the use of voice commands. Finally, you will not have to wait too long or ruin yourself to get the Nexus Player since it will be available in November for $ 99.

Nexus Player set-top box and remote

My opinion: The Nexus Player seems to be a great product and the best opportunity for Google to position itself into people’s living room. However, for my part, I have little interest in this product because I already own several devices that allow me to stream content to my TV and access apps such as Netflix. However, for someone who has no such device and wants to buy one, I think that at $ 99, it will be a very good buy unless tech critics find serious design flaws in its conception. In my opinion, this is unlikely to happen.

This concludes my article on the unveiling of new products in Google’s Nexus brand. Do you intend to purchase one or many of these products?

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