The Mx Group

APRIL 26, 2018

Recent research seems to back these challenges up. Combine that 50% failure rate to meet sales targets with MarketingProfs’ research that Sales ignores nearly 80 percent of the leads Marketing sends them , and it’s easy to conclude that these two sales problems are likely linked. Let B2B Telemarketing Support Your Sales Team.

Telemarketing 63

Telemarketing Marketing Management High Quality Lead Burn Rate 63

SalesGrape

SEPTEMBER 14, 2023

While there are various marketing strategies available, telemarketing remains a powerful tool to connect with potential customers directly. In this article, we will explore five proven tactics that telemarketers can implement to generate high-quality leads. Active Listening An essential skill for telemarketers is active listening.

High Quality Lead 60

High Quality Lead Ideal Customer Profiles Telemarketing Lead Scoring 60

markempa

AUGUST 25, 2014

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. If you only have a few minutes, this post provides highlights from each case study.

Case Study 120

Case Study Case Studies Lead Gen Studies 120

The Mx Group

JUNE 4, 2018

An older-school technology — telemarketing. If you’re skeptical about telemarketing’s relevance in the digital age, you’re not alone. Research from the Direct Marketing Association found that, although marketers continue to underestimate the effectiveness of telemarketing, it’s a mistake to do so.

Telemarketing 81

Telemarketing Sales Qualified Leads Lead Scoring Lead Ranking 81

Savanta

JULY 14, 2014

Launched 5 years ago in 2009 and now representing the view of B2B marketers with a collective spend of £95 million, it is the industry’s state-of-the-nation study. I’d like to share a few of the study’s key findings here. The B2B Barometer is published by Circle Research , the BMC and the IDM.

Marketing Budget Creation 120

Marketing Budget Creation Telemarketing B2B Multi-Channel 120

Savanta

JANUARY 25, 2017

Different scenarios will of course see a different buying process, but a recent survey of 118 B2B buyers by Circle Research reveals that there are similarities in the buying process across many B2B markets. Build an evidence base as 20% will seek references and 18% look for case studies. Click to enlarge. They also provide a warning.

Buy 120

Buy Process Peer-to-peer Word of Mouth 120

Avitage

MARCH 7, 2012

Telemarketing Study Results This assessment was verified in a recent article about a study of the top objectives and budget areas for telemarketing organizations. These findings confirm that the primary role of telemarketing is in the so-called demand generation arena.”

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Telemarketing Lead Qualification 120

Savanta

FEBRUARY 24, 2015

The B2B Barometer was designed as a ‘state of the nation’ study. What percentage of their budget is allocated to different marketing channels, e.g. PR, telemarketing? The study was created by the B2B marketing community, for the B2B marketing community. Now it’s evolving and you can shape its future.

Allocation 120

Allocation Peer-to-peer B2B Telemarketing 120

Valasys

DECEMBER 4, 2019

Forget the questions like what’s the best time to cold call business owners & the best time for telemarketers to call – most B2B marketers are in a state of bamboozlement over the question of whether cold calling is still effective. The perfect time to make a Sales Call in 2020. The setup is not on tenterhooks, not even close.

Cold Calling 64

Cold Calling Work Management Marketing Management Telemarketing 64

DiscoverOrg

FEBRUARY 19, 2016

Outbound marketing for B2B companies typically consists of some combination of the following strategies: cold-calling/telemarketing, direct mail, tradeshows & events, purchased/rented lists for email marketing, and a handful of other activities. This involves research, lots of it. But, there’s a “but” here.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

Zoominfo

JUNE 22, 2022

According to the telemarketing experts at Contact Center Compliance , most B2B cold calls are exempt from federal “Do Not Call” regulations, which are typically meant to protect consumers from unwelcome phone solicitations. This isn’t by accident — they have the tools and strategies in place to perform the right research.

Cold Calling 130

Cold Calling B2B B2B Sales Gartner 130

Marketing Insider Group

JUNE 22, 2020

After a rather lackluster experience with the incumbent telemarketing and lead generation vendor, my team engaged them and Televerde in a “Pepsi Challenge” contest won hands-down by Televede. I was first introduced to Televerde after I started SAP Services Marketing for SAP North America Field Marketing in the mid-2000s.

Demand Generation Agencies 167

Demand Generation Agencies Demand Generation Class Demand 167

The Point

FEBRUARY 24, 2011

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads. emphasis mine). However, here’s where I think the argument falls apart.

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

Biznology

JULY 31, 2015

It is well accepted that senior executives expect that you will have done some research on their company that includes, but is not limited to, visiting their website. It also allows time for the research recommended in #1 above. Before launching a telemarketing lead qualification process, separate the best prospects from others.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Valasys

JUNE 25, 2019

On the flip side, a study from Marketing Sherpa shows that only 56% of the marketers check for the validity of their leads before passing them on to their sales teams. According to a study, 80% of sales are made on 5 th to the 12 th contact, while only 10% of salespersons make more than 3 contacts (Source: venturebeat.com). .

Enterprise Management 61

Enterprise Management B2B Sales Top of Funnel Marketing Management 61

ANNUITAS

JULY 31, 2014

While the research is still ongoing there have been some key findings in the area of content marketing that are quite revealing. According to the results of the study: - Only 41% of respondents align their content to the buyers pain points and challenges. - Only 29.1% responded with yes.

Webinar Metrics 100

Webinar Metrics Marketing Strategy Marketing & Strategy Buyer Personas 100

Only B2B

APRIL 13, 2022

What could be more annoying than a telemarketing call during dinner? Do your research if you don’t have any prior experience in the industry. If this is a B2B situation, do some research on the firm you’re calling. Forrester Research. You’re not making appointment-setting calls without doing research, are you?

Effectiveness 118

Effectiveness Ideal Customer Profiles Sales Qualified Leads Cold Calling 118

Adobe Experience Cloud Blog

OCTOBER 25, 2018

Even telemarketers practice a basic form of personalized marketing. Generally, it’s not particularly difficult to personalize email content, yet research on the state of personalization in email has found that 75% of consumers in North America felt that email content was not customized for them. Why is this important?

Work Management 134

Work Management Marketing Management Paid Search Agency Telemarketing 134

KoMarketing Associates

JANUARY 25, 2013

Last October, KoMarketing Associates announced the launch of research consultancy Software Advice’s B2B Demand Generation Benchmark Survey. Recent studies from sources such as eMarketer and BtoB Magazine support this observation, in particular as it relates to SEO and social media as top B2B marketing channels for lead generation.

Demand Generation 120

Demand Generation Advertising Benchmark Customer Surveys Demand 120

Marketing Insider Group

JULY 21, 2010

The study shows that there are specific keyword combinations used dependent upon the buying stage of the person searching on Google. While this study was focused on IT Buyers, the implications for the B2B Marketer should be relevant across the prospect universe no matter which industries you serve.

Paid Search Agency 100

Paid Search Agency Web 2.0 Customer Satisfaction Keywords 100

Biznology

AUGUST 19, 2015

Recent studies by a number of firms, including Exhibit Surveys and Center for Exhibition Industry Research (CEIR), identify lead generation at 80-85% as the reason that companies exhibit at trade shows. The outbound telemarketer is therefore faced with a blank page of information, and begins the qualification script somewhat cold.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

SalesGrape

SEPTEMBER 14, 2023

Conduct market research: Conduct thorough market research to gain insights into the needs, pain points, and preferences of your target audience. Create buyer personas: Based on the information gathered from your analysis and market research, create detailed buyer personas that represent different segments within your target audience.

Ideal Customer Profiles 53

Ideal Customer Profiles Lead Generation Profiling Lead Ranking 53

SalesGrape

SEPTEMBER 17, 2023

Conduct thorough research on each account to gather relevant information about their industry trends, competitors, recent news or events related to the account. Case Study: A marketing agency targeting e-commerce businesses conducted extensive research on one of its key target accounts – an online fashion retailer.

Account Based Marketing 68

Account Based Marketing Enterprise Management Work Management Marketing Management 68

Digital B2B Marketing

APRIL 2, 2013

Ultimately most B2B marketers focused on lead generation come to the conclusion that banners don’t drive leads , print advertising is ineffective or telemarketing still reigns supreme. Assess the change in perception of your brand or product as well as the overall intent to purchase using attitudinal research (aka brand studies).

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

Marketing Insider Group

NOVEMBER 8, 2011

We use email, outsourced telemarketers, inside sales reps – all in an attempt to generate leads for sales and revenue for our business. Some studies suggest they complete 60%, even up to 80% of their research before contacting solution providers. Then we pay to convert the traffic.

Telemarketing 100

Telemarketing Banners Click Rate Customer Satisfaction 100

B2B Marketing Directions

APRIL 10, 2016

Most of the freely-available research regarding marketing tactics and marketing technology adoption provides data for large and midsize companies. From time to time, it is possible to find publicly available research regarding small business marketing. It doesn't appear that this study used a specific definition of "small business."

Small Business Marketing 40

Small Business Marketing Practices Planning Marketing Automation Services 40

6sense

OCTOBER 27, 2016

This approach distributes sales resource equally regardless of whether it is a budget-holder doing research for an active project or a junior employee filling out a contact-me form. Waste of sales development, telemarketing and inbound sales efforts on accounts that are not in active buying cycles.

Top of Funnel 48

Top of Funnel Lead Ranking Buying Cycle Telemarketing 48

SalesIntel

JULY 30, 2021

Research-on-Demand – We don’t just provide the data we have. Read the full case study to learn how they used SalesIntel to build better processes and run targeted campaigns that delivered 10X results. Read the Case Study. The Cost of Lead Generation for Telemarketing. Trust me, it’s not easy. Read the Whitepaper.

Sales Management 52

Sales Management Top of Funnel Webinar Metrics Digital Marketing Funnels 52

Webbiquity

DECEMBER 1, 2010

Tactics like telemarketing, PR and PPC advertising fell predominantly into the “somewhat effective&# camp. The study also found that direct mail was judged as a low-effectiveness tactic. Why would otherwise highly sensible, ROI-conscious marketers spend even more money on a tactic that they don’t believe works very well?

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Trends Planning 100

PureB2B

FEBRUARY 15, 2017

According to Demand Gen Report’s “ 2015 Lead Nurturing Benchmark Study ,” up to 71% of marketers surveyed identified developing targeted content according to buyer stage or interest as the most challenging aspect of most lead nurturing campaigns. A CMO Council study echoes this sentiment. Don’t Do Your Research.

Top of Funnel 90

Top of Funnel Sales Qualified Leads Marketing Qualified Leads Lead Ranking 90

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. On your home page—and elsewhere throughout your site—add a compelling offer, such as a downloadable case study or white paper, linked to a registration form.

B to B 120

B to B netFactor Media SEM 120

The Effective Marketer

OCTOBER 22, 2010

Their latest study points out that “The majority of B2B organizations are increasing marketing budgets for inbound marketing tactics, including social media, virtual events and webinars, SEO and PPC&#. Web Design Webinar Yes, Please Share This work is licensed under a Creative Commons Attribution 3.0 United States License.

Planning 100

Planning Work Management Marketing Management Marketing Budget Creation 100

markempa

JUNE 15, 2005

The study found that, 58% of polled executives rated their marketing departments lead development capabilities as "fair" or "poor. The study found that, 58% of polled executives rated their marketing departments lead development capabilities as "fair" or "poor."

Lead Generation 120

Lead Generation Webinar Metrics Generation B2B Thought Leadership 120

ANNUITAS

AUGUST 28, 2012

The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. Not long ago DemandGen Report ran a research report focused on the B2B buyer. If it is a required field, do buyers have a choice?

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. Not long ago DemandGen Report ran a research report focused on the B2B buyer. If it is a required field, do buyers have a choice?

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

Valasys

MARCH 5, 2019

Today’s online marketplace is research-driven, data-heavy, and overcrowded which can make finding multiple lead generation sources a challenge for marketing professionals. Telemarketing – Once a target set of audience has been chosen, the company gets in direct contact with each of them. Outbound lead generation.

Enterprise Management 49

Enterprise Management Work Management Marketing Management Budget Programs 49

PureB2B

FEBRUARY 15, 2017

According to Demand Gen Report’s “ 2015 Lead Nurturing Benchmark Study ,” up to 71% of marketers surveyed identified developing targeted content according to buyer stage or interest as the most challenging aspect of most lead nurturing campaigns. A CMO Council study echoes this sentiment. Don’t Do Your Research.

Top of Funnel 62

Top of Funnel Sales Qualified Leads Marketing Qualified Leads Lead Ranking 62