Effective telemarketing is as much about listening as it is talking, which is why we think telemarketers should do away with the script and use conversation.
Getting the most out of B2B lead generation – Seven ways telemarketing can play a vital role.
Every business is constantly searching for new clients that can benefit from their services, yet generating high quality leads and appointments has proven to be one of the biggest challenges that B2B marketers face. Marketing teams are churning out multi-channel campaigns hoping that one will resonate with the audience and generate a lead.
Now, I don’t know you and you don’t know me. We have never, as far as I know, met. If I were to randomly call you and enquire after your health, you’d wonder why. In fact, whilst I hope you are having a great day and are feeling well, I too would wonder why. So what is the reasoning behind the fact that, when I am sitting at my desk, getting on with my day, someone I don’t know calls me, asks how I am, and then pauses.
The short answer is yes, telemarketing lead generation can be effective but it depends upon how unique the product or service is.
The IT sector is pretty much the most competitive sector there is in B2B sales and marketing. The buyers here – from CTO down – are bombarded daily with calls, emails, online ads and social media telling them of new technologies, products and services. This is why many of them hide behind voicemail or are contactable only via a generic email.
Telemarketing regularly proves its value in enhancing the results from B2B lead generation campaigns. Here we look at seven benefits it offers.
- Create Awareness: Telemarketing creates awareness to help engage potential new customers and repeat sell or upsell to existing clients.
Do you just want appointments or do you want a prospect pipeline leading off into the future? How you can have your cake and eat it.
Imagine each of your potential clients as shiny glass marbles. Now put all those marbles in a large bowl – a big, glittering bowl of potential customers. They all look so shiny that you want them all now! Go on, admit it. So much potential!
Lead nurturing is the ability to look after and educate qualified sales leads that are not yet ready to buy. It can allow you to build a strong brand perception amongst your prospects long before they’re actively engaged in a sales process. It can also help you better understand their needs and find out about their renewal strategy and timings.
A healthy sales pipeline is your most important measure for sales success. It needs to be fluid and constantly progressing or moving forward to the next stage, but to do this, you need to reach your prospects across a range of different touch points and continually follow up your efforts in order to get maximum success. Here are seven practical ideas you can implement right away that will help grow your sales pipeline and keep all your leads moving in the right direction: Continue reading →
The healthcare industry is currently facing many challenges and changes: The current NHS reforms are said to amongst the most radical in the history of the health service. Companies across the healthcare industry recognise they need to deliver higher quality care and products at a lower cost, and new customer demands are challenging how healthcare companies drive growth, create innovation and use technology in order to deliver better value. Continue reading →
So you’ve planned your seminar, got all the sales staff geared up and decided that the MD will give the opening address before handing over to John from R&D to do the technical bit. You’ve sent out invitations to all your customers and prospects, telling them that this is a must-attend event. You’ve bought a new mailing list of companies you believe will be interested in your new product and sent invitations to them too. You’ve booked a venue with capacity for seventy people. Finally, you got the sales team sitting down at the phones for a couple of days to follow up the mailers and confirm numbers. Continue reading →