Tag Archives: Telemarketing Lead Generation

Augment Your Sales Pipeline: Outbound Lead Generation

By Megan Hottman, Brand Evangelist

Outbound lead generation One of the services we specialize in is outbound lead generation. We provide thousands of qualified leads to our clients on a daily basis. One of the activities that drives the demand for our services is pipeline management. In most organizations, sales pipeline management is an activity owned by the Sales VP or Director. We partner with those individuals to assist them with keeping their sales pipeline as full as possible – ensuring they are in a position to achieve their sales goals every month.

That got me to thinking about what makes up a healthy pipeline. I think there are 6 key things that B2B sales reps and their managers should focus on to ensure a healthy pipeline.

First, it goes without saying that a pipeline full of opportunities feels SO much better than a sparse or empty sales funnel that won’t generate the revenue required to hit quota. However, as you’ve likely experienced with yourself or your peers, less is often more. The idea of quality over quantity certainly rings true when it comes to a healthy pipeline. The ultimate goal should be a pipeline with a high percentage of well qualified opportunities that move methodically from stage to stage, through the funnel to close. The consequence of a poor-quality pipeline not only impacts you, but it creates a nightmare for management as they spend their time working though inaccurate forecasts and wrestling with what is truly a good funnel representation.

Control is essential

To manage a pipeline effectively, you need a level of control. This requires a process and definitions that make sense, including a clearly defined target audience, and set criteria for what constitutes a ‘good prospect’ as well as definitions for each stage. Having established clear qualification criteria, you can then move prospects in and out of the pipeline appropriately. This helps make sure that time and effort is spent towards the right opportunities.

Process, process, process

Stick with the process. Why do I say that? A study by Harvard Business Review found that companies with a formal sales process generate higher revenues. Most companies have a very explicit sales process with definitions for a reason…this article would absolutely support those reasons. Intimately familiarize yourself with that defined process and stick to what works. If you are unclear or need help, just ask.

Be transparent

A healthy pipeline should be open and visible to everyone. You must keep it up to date and review it regularly. Pipeline reviews aren’t fun however not being real with yourself and others on what your pipeline really looks like is a terrible idea. It may initially keep management off your back but that will without a doubt catch up with you. The last thing you want is an inflated, very unattainable forecast where nothing ever closes. You’ll make yourself look terribly incompetent.

Make a commitment to yourself right now, that this year you’ll have complete transparency and accuracy in your pipeline numbers. Keep in mind that this data can help illustrate where you may need help at in the process. If your pipeline is full of several late or mid stage opportunities for instance, there is probably room for you to invest time in working on qualifying and discovery.

Have a reality check with yourself

Don’t waste your time trying to push a prospect to close too soon. Consider what you may be leaving on the table? Are you targeting the right buyer profile and if so, are you making headway with qualifying and moving them from stage to stage? If not, recalibrate and focus on the leads that are most likely to buy. No one wants to walk away from leads but holding on to those that aren’t the “right” leads to begin with is just a complete waste of time. Spend your time concentrating on the prospects who are most likely to buy and will be the most valuable to your business. When you begin to really scrutinize the prospects that make it into your funnel, your attention will be focused on the deals that matter most.

Prospects at every stage

A healthy pipeline will have prospects at each stage. It may sound obvious, but if you focus all your activities on closing deals in the later stages, without filling the pipeline at the beginning and nurturing those in earlier stages, you’ll be left high and dry once the later stage deals have closed.

Pipeline movement

A pipeline needs to flow. If a deal stays too long at one stage, chances are it’s not going to progress or close. Take a hard look at the deal and either qualify it or move to the appropriate stage. Don’t waste your time on deals that look like they’ve stalled.

The bottom line is that as a sales professional you live, breathe and die by your pipeline and forecasts. It’s critical that you invest the time to manage it well as it will increase sales performance as you’re spending time on the right opportunities.

Other Articles You Might Find Interesting:
5 Keys to Writing a Successful B2B Telemarketing Script

Megan Hottman is a Brand Evangelist for Quality Contact Solutions. Megan’s experience includes working as an outbound telemarketing manager for a Fortune 100 company for many years. Megan has been both a client and an employee of QCS, so she knows first-hand the quality, productivity and passion the team brings to work on a daily basis. As Brand Evangelist, Megan is a freelance contributor to our website. You can reach Megan at https://www.linkedin.com/in/meganehottman/

Why You’re not just doing B2B Appointment Setting

By  A.J. Windle, Director of Operations

B2B Appointment SettingHave you ever changed a tire? Seems pretty easy when you say it, but have you ever thought about how much work goes into something so simple? First you have to brave the weather and if you live where I do that could be a lot of work in itself. Then you have to make sure you have the right tools to do the job. You’ll need a jack for the car, potentially gloves and a spare tire. You have to jack up the car, take off the lug nuts, pull the tire off, put the new tire on, tighten the lug nuts, release the jack and put everything back. What seemed simple is much more complex.

B2B appointment setting is very similar. It seems easy at first glance. However, if misjudge the task as easy, then you will most certainly be disappointed. At Quality Contact Solutions we are experts at B2B appointment setting and here are a few items you’ll need to keep in mind to make sure your B2B appointment setting program doesn’t go flat. Continue reading

B2B Telemarketing Lead Gen Scripts in Technical Industries

B2B TelemarketingBy A.J. Windle, Director of Operations

B2B telemarketing lead generation and appointment setting is challenging. Add to that a target demographic that is highly technical and you will soon find out why writing the best call guide is critical to qualifying sales leads. At QCS, we are experts in creating a dynamic call guide that not only engage your technical demographic but will also generating high quality sales leads that will provide your organization with a positive ROI. 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

Best Compensation Models for the Outsourced Call Center

By Nathan Teahon, Vice President

Outsourced Call Center cost modelsWhen utilizing outsourced call centers, there are many variables to consider when entrusting someone with your telemarketing campaign. One of those is choosing the appropriate compensation model. Below are the most common compensation models utilized by outsourced call centers.

Hourly Outsourced Call Center Compensation

Hourly pricing is the most frequently used pricing structure for the majority of outsourced call centers. The range of prices in this model, like all models, will vary depending on a number of factors. The level of call complexity, type of agent needed for success, size of the campaign, are just some of the factors that are typically considered when determining an hourly rate. Continue reading