ViewPoint

JULY 23, 2013

Add a telemarketing element and this alone can improve the first few stages of the pipeline, until the suspect becomes a prospect ready for sales contact. Suddenly you will hear back from them that the quality has improved, and sales will improve. The cost is pocket change. How to qualify them?

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

DECEMBER 19, 2013

In most instances, you can have someone call the unqualified to get them qualified; usually a telemarketing service. You can give salespeople qualified leads the majority of the time, and then you are left with the question of what to do with the unqualified leads.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

JUNE 16, 2015

Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I accept that, and I truly believe there is a place for inbound marketing in all of our marketing budgets.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

MAY 15, 2012

If you contract with a telemarketing services company, follow-up is assured. Personally I like the 100% follow-up number and it’s worth targeting. Now you just have to figure out how to do that. If you have a marketing automation system, it’s easier.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Marketing Management 120

ViewPoint

FEBRUARY 13, 2018

It's really where I got experience in business to business telemarketing. The other mentor who unfortunately also recently passed away was a guy by the name of Tom DePrizio. He ran a company called UST. He's the best salesperson I've ever met. He taught me the one about not being able to put in what God left out.

PointClear 149

PointClear Ethics Budget Programs Business 149

ViewPoint

JANUARY 9, 2014

Jim has lies, lies and more damn lies (he provided 28, I picked my favorite 5): Telemarketing doesn’t work, I get calls every night and I hate ‘em. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 9, 2013

Jim points out that 3rd party telemarketing services are getting more business than ever because of the need to qualify a large number of inquiries, when really companies should be looking inward. There are also so many automated software programs out there that marketing, especially, has become confusing for the average marketer.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

FEBRUARY 24, 2016

I often say that so-called “Telemarketing Companies” don’t get invited to the client Christmas party while the advertising agency does. Often, however, nothing is farther from the truth, leading to tele-prospecting being one of the most mismanaged functions in b-to-b today.".

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 30, 2012

He mentions a DemandCon panel he was on with a representative from a semiconductor company who reported they are doing a lot of outbound telemarketing. He notes that they’re also finding out with their sold out Conversion2Content conference that people still like to get together physically and hear from people.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

OCTOBER 11, 2012

He talks about the importance of how media are used in an integrated way: “When I read that it’s only inbound and that outbound is dead—that’s like saying email is dead or telemarketing is dead—I don’t think any of it is dead. I think that it’s the way that we’re using them.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 15, 2016

Telemarketing Inbound. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Direct Marketing Agency. Digital Agencies. Content Agency. Branding Agency. SEO Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

AUGUST 2, 2017

Process for following up on leads: The prospect experience can be compromised on the front-end (by pushy appointment setters, by inexperienced junior telemarketers reading from a script or by generic messages shell-shocking them from a spam cannon). Far as I know they still are sending “raw” leads, and they are still being ignored.

Sales Qualified Leads 192

Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192

ViewPoint

JUNE 9, 2017

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying.

Lead Qualification 220

Lead Qualification Touchpoints Sales Qualified Leads PointClear 220

ViewPoint

JUNE 4, 2018

Remember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.”

Cost 168

Cost Marketing Management Advertising Benchmark Paper 168

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.

Lead Generation 176

Lead Generation Sales Leads Sales Qualified Leads Generation 176

ViewPoint

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. So they began to sell follow-up as a tool to mix with mail.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120