Category Archives: Articles

B2B appointment setting: The tightrope balancing act

By A.J. Windle,Director of Operations

B2B Appointment SettingSetting high quality appointments in B2B appointment setting is like walking a tight rope. The path to success is narrow but if you have the right tools and place your feet in just the right place step after step you will make it to the other side unscathed.

We currently set appointments for an organization that offers reduced travel costs to businesses by partnering with 1000’s of hotels across the United States. Our objective may sound simple but there is a tremendous amount of work that goes into making sure our appointments are high quality for our client and that takes some real flexibility. Continue reading

Lead Segmentation for Telemarketing Companies

By Megan Hottman, Brand Evangelist

Telemarketing CompaniesIt’s a known fact that most organizations place incredible pressure on their teams to shorten sale cycles and to improve close rates. A key piece that contributes to the effectiveness of increased productivity is to ensure the entire sales process is optimized every step of the way. What I’ve found to be an essential component in the optimization of the sales process is the segmentation of leads. Continue reading

The 3 C’s of Outsource vs. In-House Call Center Options

By Nathan Teahon, Vice President

Making the determination on whether you should use or continue to use an in-house call center versus an outsource call center is no small decision. I’ve found that there are three primary factors that should be considered as you evaluate call center options, and whether a teleservices program would be best suited for an internal department or outsourced. Continue reading

Telemarketing Appointment Setting Best Practices-Part 2

Telemarketing Appointment Setting Best Practices: Part 2

Author note: This is the second article in a 3-part series.

Telemarketing AppointmentIn Part 1, we discussed how to maximize the appointment kept rate when conducting telemarketing appointment setting. In addition, we introduced the 6 primary components of a successful telemarketing appointment setting program:

  • A targeted contact list with phone numbers
  • A friendly, open phone voice
  • A nutshell message
  • A reason for the prospect to schedule the appointment with you. WIIFM (What’s in it for me?)
  • A timely calendar invite sent via email with a very brief summary of what will be discussed in the appointment
  • Productive outbound dialing (we like to see about 35 dials per hour, 262 dials per day from a B2B telemarketing appointment setting program)

There is no doubt that having a powerful nutshell message delivered with a friendly, open phone voice helps ensure that your telemarketing appointment setting program is successful. In this article, I’ll share with you how to make this a reality. Continue reading

Telemarketing Companies Generate Quality Leads

By Megan Hottman, Brand Evangelist

Telemarketing CompanyLet’s face it, the buying process has changed significantly for organizations. Potential customers are overwhelmed with so much noise from vendors and have done most of the research BEFORE we even come into the process. It’s important for us to find new and different ways to not just acquire leads and ultimately turn them into our customers, but also to examine our process of how we are treating our prospective customers while generating leads and moving through the cycle. With the abundance of information readily available online, businesses have become more comfortable with making decisions to purchase products and services online and over the phone. It’s imperative that we make every interaction count and really connect with our targets. The landscape today demands that the process of lead generation provides high quality and relevant information, understanding what business challenge you’re solving for and being diligent with follow up all while providing the best experience for your target. Continue reading