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Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Are you dialing for dollars or wasting your money with telemarketing? Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a couple of unlucky administrative assistants, salespeople or interns, put them on […]. The post Business-to-Business Telemarketing: Wasting Your Money? appeared first on Sales Lead Insights.

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Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

Are you dialing for dollars or wasting your money with telemarketing? Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work. Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a […]. Telemarketing B-to-B telemarketing lead generation

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The components of a successful B2B telemarketing call

Sales Lead Insights

Successful B2B telemarketers must understand the basics of a successful call. Each of these stages has techniques and skills that a successful telemarketer must master. In the opening statement the telemarketer gives his or her full name and the company name, and explains the reason for the call. While they are uncovering the prospects’ needs, the telephone marketer is also building the case for the prospect to meet with the sales staff.

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The components of a successful business-to-business telemarketing call

Sales Lead Insights

Successful B2B telemarketers must understand the basics of a successful call: from the opening statement, to engagement and qualification, to close. Each of these stages has techniques and skills that a successful telemarketer must master. In the opening statement the telemarketer gives his or her full name and the company name, and explains the reason […]. B2B marketing telemarketing

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8 proven B2B sales lead generation methods

Sales Lead Insights

Generate more sales leads by including each method into your lead generation programs. In order to generate sales leads from these prospective customers, it’s critical to have an effective website that is designed to be a lead generation machine, and takes full advantage of Search Engine Optimization (SEO) techniques so it will be found by prospective customers when they are actively searching. Relationship marketing (Lead nurturing).

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B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that. So I sat down with Michael and asked him what’s new in telemarketing. What’s the latest and greatest in the world of B2B telemarketing? Tell me what you think about integrating telemarketing with some of the more recent tools?

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11 Reasons Why Outbound Telemarketing Programs Fail

Marketing Insider Group

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy June 29, 2010 3 Subscribe 11 Reasons Why Outbound Telemarketing Programs Fail Share My colleague Robert Krekstein is the Telemarketing Program Director for SAP North America. Poor data quality: capture the “lead intelligence” from each call in a database.

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Telemarketing: The Right Way

Valasys

B2B lead generation is not a piece of cake and anybody who tells you otherwise is kidding you. Every B2B telemarketing campaign that you organize will leave you faced with a single reality; there are just too many telemarketers in the business and it is becoming increasingly difficult to attract the attention of the right business prospects. One of the most common and quite effective mediums to generate more sales leads is content marketing. Telemarketing.

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Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

The Point

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. Never mind the business case for such a heavy-handed approach, how would you feel personally if you received 6 phone calls over less than 2 weeks in response to an innocent sales inquiry? Leads360 base their conclusions on studying more than 20 million leads.

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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

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How much new business do you need from your B2B marketing?

Sales Lead Insights

Let’s say your company did $10 million in sales this year and wants to increase sales next year by ten percent. So you’ll need to increase sales by $1 million, right? Then you’ll need to generate an additional $1 million in sales to meet your growth goal. (To

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B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# Telemarketing is why your home phone is on the national do-not-call list.

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19 tips for generating more high-quality trade show leads

Sales Lead Insights

If one of your exhibit goals is to get more high-quality sales leads, consider using these techniques. It’s better to have a smaller number of very qualified leads than hundreds of leads from people who may not be real prospects. Design a custom lead form.

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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%.

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Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. B2B Telemarketing Inside Sales Lead Generation Lead Management Sales Sales Leads

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An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads. Mike, I’m hearing a lot of buzz about appointment setting as an approach to B-to-B lead generation. Is the lead with the right title?

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B2B Lead Generation Blog: Telemarketing big with Xerox

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Reconnecting with past customers and leads. Scheduling sales appointments.

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Steal This Technique for Your Next Sales Email

The Point

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0 One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific.

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Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

Senior corporate, marketing and sales executives (CMOs,VPs and Directors) at companies that sell products or services to other companies. If your company spends $100,000 a year on lead generation or millions, you can’t afford to miss this! In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! Generate more qualified leads. Close more sales. Lower your cost of sales.

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The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation. Do you know which lead generation activities your peers are now finding to be the most productive?

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How B2B Appointment Setting Services Helps Close Sales Leads

Valasys

The underlying forces driving B2B sales processes these days are majorly digitized, predictive & studded with predictive analytical techniques to attract a wide range of customers. While generating leads is important & most B2B companies nowadays are equipped with techniques to generate high-quality leads; it is astonishing that only 56% of them check the validity of their leads before passing them on to the sales department (Source: MarketingSherpa).

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Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

As a top corporate, sales or marketing executive looking for ways to efficiently and cost-effectively boost B2B leads and sales, this Executive Briefing Webinar is for you! In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! Generate more qualified leads. Close more sales. Lower your cost of sales.

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Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Generation

Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. Unless you want your inside sales professionals to be mere data entry clerks, test your lists!

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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?

B2B Lead Generation

Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. We are very well aware of the importance of timeliness for marketers who are struggling to optimize their sales and marketing funnels. B2B Telemarketing CRM Human Touch Inside Sales Lead Scoring Marketing Strategy Sales

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Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. Leads who had not bought (obvious, but he has to sort these out).

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From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. This year’s B2B Lead Roundtable webinars are testament to that. It’s a continuous loop that makes the database and the lead-generation process better and better.”. 65% haven’t nurtured leads.

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Voice marketing; 3 tips you’ve not heard before

Marketing Graham

For the purpose of this blog, I will use the term ‘telemarketing tips’ (it’s best for SEO), but I often use the phrase ‘voice marketing tips’ Why? Let’s be honest, telemarketing has a poor reputation among marketing folk.

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B2B Lead Generation Blog: Sales Leads Are Too Valuable For Sales People Alone

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 This is an ongoing pattern for lead generation failure.

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How to Improve Your Marketing Automation ROI

Sales Lead Insights

The magic lies in realizing higher conversion rates throughout the Sales cycle. It’s not about generating more leads; it’s about identifying the right leads. With no shared processes in place between Sales and Marketing (e.g. target market definitions, lead handoff criteria, service-level agreements), lead generators have little choice but to flood the funnel with any prospect who shows the slightest interest.

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B2B Lead Generation Blog: Article: Why Most B2B Websites Fail To Convert Sales Leads

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

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B2B Lead Generation Blog: Sales Leads Via RSS via Salesforce.com

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Woods is VP of Enterprise Solutions for NewsGator.com , a leading news aggregator.

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Are inbound leads really leads? I believe the majority are not.

Sales Lead Insights

What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. I blame the mailing list and database compilers for starting the problem by calling the contacts in their databases or mailing lists “leads.&#

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B2B Lead Generation Blog: Going beyond the sales lead

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Its about helping the sales team achieve better results. Distribute leads rapidly.

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B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 a new cartoon series by MarketingSherpa called "Sales Lead Hell."

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Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

Sales Lead Insights

Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours. Use the second third of your B2B lead generation budget for direct marketing.

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B2B Lead Generation Blog: Getting your sales channel to really follow-up on sales leads

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you have any other tips on how to get the channel partners to follow-up on sales leads?

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B2B Lead Generation Blog: Telemarketing is the top lead generation tactic

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Telephone leads all media with the highest response rate of 5.53

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Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

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Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Update and adapt the appropriate collateral that your sales people have developed.

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Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

Are you interested in learning how to generate more B2B leads despite your too-small marketing budget and too-few marketing people? Then don't miss this complimentary two-hour breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently use marketing to boost sales.