When should companies call web-generated leads for optimal contact and qualification ratios?
I’m always asked when the best time to do follow up calling. Below is part of a report that has looked at all aspects of the business to business lead qualification process. This part of the study looks at leads in an
Am I Doing All I Can with B2B Telemarketing?
This article says it all. The points made are repeated through out many of the posts in this blog. In the event your company’s B2B telemarketing program has not been living up to the hype or you really do not have a solid program
When It Comes to Sales, the Phone Is Your Most Powerful Tool
This article is not only pro business to business telemarketing it offers statistics to back up the reasoning. I may be a bit bias but I like what this article points out. The Internet connects everyone on this planet instantaneously. Social-media
Seven Roles for Telemarketing Calls Within a Marketing Mix
There remain a number of distinct roles for telemarketing within today’s marketing mixes. Marketing is a process which requires continual adaption and innovation. In the drive to stay current, though, there can be too much focus on leading-edge techniques at the expense of
5 Tips for Your Lead Qualification Process
This article describes the importance of having a lead qualification process. Many of our customers hire us on a project basis to qualify their prospects acquired from inbound marketing, trade shows , and other direct marketing campaigns. Using the phone to qualify leads
When You’re Hungry for Sales, Consider These Lead-Gen Tools
When people ask how successful b to b telemarketing can be I always say the program is only as good as your list. When implementing a lead generation program it’s important to know who are your best prospects. If your selling shoes
5 Ways to Reach an Evasive Decision Maker
In the e-book “Cold Calling for the Clueless” it states the “the Gatekeeper is our friend” in this article that statement is reinforced. I have several anecdotes how an appointment is set with all communication being through the gatekeeper. I’m not quite sure how I
Why Holiday Prospecting Works
Making business to business telemarketing calls during the holidays can be an extremely productive endeavor. The article below states what we explain to our customers and prospects “when they want to hold off until the beginning of the year”. It only makes
How to Handle Rejection in Cold-Calling
Although b to b telemarketing is a lot less negative than b to c telemarketing it still takes a thick skin to handle the rejection that can occur when making cold calls. Even when making follow up calls (warm calls)
10 Sales Stats to Keep in Mind in 2016
To utilize these sales stats one would have to utilize the phone efficiently and effectively. We’ve done several campaigns helping companies with their b to b sales process with follow up calling and lead qualification. Here are ten sales stats, accompanied by