The Only Way to Qualify Leads is to Call Them
It amazes me how many marketing people consider a simple filling out a website form makes a prospect a qualified lead. We’ve done numerous telemarketing campaigns for companies that generate leads from inbound marketing campaigns and then realize that the
The Insidesales.com/M.I.T. Lead Response Management Study
Recently I was asked when is the best time to call on leads. I shared the results for telemarketing from the study below. We have used the times table below to schedule calls and have had similar results. Not that we
The real difference between outbound and inbound marketing
Lead generation can be so frustrating. First, you want a campaign that will produce a high volume of leads at the lowest possible cost. But that’s not enough. You also want those leads to be qualified – meaning they have real potential for
How often do you follow up?
Once again we were asked to do follow up calls to a “culled list” of prospects and once again half the list was not interested or bad numbers. Going to business networking events and collecting business cards is just the
Combining Old School and New School Marketing
Here is an excerpt from our e-book “Cold Calling for the Clueless“, which is available online or on Amazon, that talks about the integration of inbound marketing and business to business lead qualification. There’s a lot of interest in content marketing these days and
Qualifying an Inbound B2B Lead Generation Campaign
Utilizing social media to enhance your internet marketing campaigns is a great way to generate interest. It is said that a general pay-per-click campaign will result in a 3% conversion rate. And a more focused campaign, that includes a landing
How to Effectively Follow Up on Sales Leads
This article describes the importance of following up on inbound sales leads which ultimately allows you to do lead qualification and lead nurturing. Whether you’re in a B2B scenario or a B2C scenario follow up has to occur. When we
7 Ways To Be Better at Prospecting
The candor in this article about prospecting is refreshing! So many in the B2B sales and marketing arena’s tout one method to prospect for new customers. The third way in the article speaks to integrating your prospecting by utilizing telemarketing
5 do’s & don’ts of B2B lead qualification
This is a great article discussing b2b lead qualification. Often times marketers think more is better and just gather lead to be successful. B2B lead generation is great but never qualifying the leads results in wasted time and money. Many of IT’S YOUR CALL‘s
Inbound Marketing Improved With Outbound Telemarketing
A Software as a Service company was generating interest by having visitors to their website download a white paper. Visitors had to fill out a basic form which included a phone number in order to perform the download. After discerning