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
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
With Sales 2.0, Cold Calling Warms Up
Lately, we’ve been hired to do a lot of database cleaning and surveys but really our customers are hiring us to do cold calling which will help them to develop a targeted marketing list. A list is given to us and our
The Problem of Record Completeness in B2B Marketing
Lately, We’ve had a number of campaigns that have contracted us to perform database cleaning. Some have asked us to work with a newly purchased list and drill down deeper to find appropriate contact information for their particular prospect. Others have
Sensor Manufacturer Sensed Too Many Leads and Not Enough Bandwidth for Following Up on Hot Leads
A sensor manufacturer in Eastern Massachusetts had placed two advertisements in industry trade journals. After the advertisements had been running for a few months over a 1000 prospects had responded to the call for action and had been emailed 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
Sales lead generation
Content Marketing can be a very successful way to uncover prospects that are interested in your product or service. To turn this process into a lead generation process reaching out and making personal contact with the prospects and then qualifying each one
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
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