B2B Marketing: 6 essentials for testing your teleprospecting

B2B Lead Generation

Tweet For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. MECLABS has its own leads generation group working with clients to help them drive more revenue through teleprospecting. Last summer, we began applying what we learned from online testing to that channel and recently, Brian Carroll wrote about how using science increased teleprospecting sales handoffs 304%.

Lead Nurturing and the Inside Sales / Telesales Role


We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. We have found a tendency on the part of Inside Sales to conduct their work from what I would term a traditional mindset. In many cases they are actively prospecting for new leads from an unqualified list. ” Or, they are actively trying to set appointments for sales reps.

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Only B2B - Untitled Article

Only B2B

This terminology is also used to for the software that is used by the businesses to manage the customer relationship and drive sales growth. L2RM: Lead to Revenue Management. Lead to Revenue Management is a customer engagement model. They can automate emails, social media posts as well as lead distribution/routine. In a marketing funnel, the topmost portion that focuses on lead generation and targeting the audience is known as ToFu. Lead to Customer Rate.


PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing


Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books.