Generating qualified sales leads is challenging. One common method of generating sales leads is cold calling a purchased prospect list. But let’s face it: cold calls are not pleasant. In order to maximize a professional sales team’s effectiveness, many companies leverage a telemarketing services firm to conduct the cold calls to qualify sales leads. The use of an outside firm is called outsourcing.
My background is in telemarketing and telemarketing lead generation, with a particular focus on B2B telemarketing. Specifically, I work with our operations managers to conduct training for all new and existing client programs. With that background and experience, I’ve observed that some programs are less successful than others. As I look for similarities and differences between the programs, I’ve come to the conclusion that there are 5 key pitfalls that can cause a potentially successful telemarketing lead generation program to fail. Continue reading →
We exist because the world is driven by sales. Think about it. Everything we have is tied back to a sale that was made from a conversation that was had, which all started by generating that first lead. Let’s face it, most businesses have a goal to grow and in order to do that they need new leads and new opportunities.
So, what’s the magic sauce? How can you get more leads and how can you make sure that your sales team is capitalizing on those leads? Every business is different however I will tell you that after running hundreds of B2B Telemarketing lead generation programs, there are several processes that I believe will make sure your team is generating strong leads and that your sales team is capitalizing on those opportunities. Follow these tips and you are going to see improved results. Continue reading →
So, your B2B Telemarketing Sales program is on the decline and is no longer producing the results that it once was. Why? There are obviously many variables and factors that a manager can dive into to begin to diagnose where the problem areas lie. I guarantee you; from the sales professionals on the phones to the managers running the campaign the first thing that people will point to is leads. “The leads are junk!” Have you ever heard that one? We’re all guilty of it, and I promise you that I am no exception to that. Sure, where there is smoke there is sometimes fire, and poor lead files aren’t exactly uncommon. Your lead file might lack proper segmentation and thus you are targeting the completely wrong audience to get you the qualified sales leads that you need. Your list may not have went through a proper data cleanse and your sales people are spinning their wheels, and so on and so on and so on. Continue reading →
When I speak with potential customers that are interested in outsourced telemarketing lead generation services, there are a couple of critical items we discuss with respect to what makes us successful. Organizations need the internal support to handle the volume of leads being generated. In addition to proper staffing internally, providing feedback on what is and isn’t working is essential for us to refine the process and send highly qualified leads.
I’ve spoken with many that think that by working with an outsourced telemarketing organization that you are “wiping” your hands and thinking that “they will handle it”. That’s where I argue… that particular line of thinking isn’t the collaborative partnership that either side wants. Continue reading →
In the world of B2B sales, the complex nature of appointment setting can be challenging. The sales presentation isn’t the biggest challenge. However, establishing an appointment with the proper decision maker is. Through the years, Quality Contact Solutions has refined the 5 common denominators that contribute to a successful B2B appointment setting program.