Sales Lead Insights

JUNE 25, 2019

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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Telemarketing Sales Lead Business to Business Sales 100

Sales Lead Insights

APRIL 18, 2018

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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Telemarketing Sales Lead Business to Business Sales 100

Sales Lead Insights

JULY 8, 2021

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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Telemarketing Sales Lead Sales Leads 100

Sales Lead Insights

JUNE 28, 2018

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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Telemarketing Sales Lead Sales Business to Business 100

Sales Lead Insights

JULY 12, 2021

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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Lead Generation Sales Lead Telemarketing Generation 100

Sales Lead Insights

JULY 26, 2011

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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Telemarketing Sales Lead Sales Leads 169

Marketing Insider Group

JUNE 29, 2010

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.

Telemarketing 188

Telemarketing Marketing Marketing & Strategy Lead Qualification 188

Valasys

OCTOBER 30, 2018

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.

Telemarketing 56

Telemarketing Storytelling Sample Content Marketing 56

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. 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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Leads360 Sales Lead Leads Lead 137

Pointclear

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. 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.

PointClear 52

PointClear Lead Generation Sales Lead Generation 52

Sales Lead Insights

JANUARY 31, 2022

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

Sales Lead 130

Sales Lead Sales Leads Lead 130

Sales Lead Insights

DECEMBER 22, 2009

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.

Lead Generation 141

Lead Generation Telemarketing Generation Leads 141

Sales Lead Insights

NOVEMBER 29, 2021

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.

Trade Show 130

Trade Show Trade Sales Lead Sales 130

B2B Lead Generation

DECEMBER 2, 2013

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%.

Telemarketing 223

Telemarketing Test Lead Generation Generation 223

B2B Lead Generation

AUGUST 30, 2011

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

Sales Management 236

Sales Management Funnel Leads Lead 236

Sales Lead Insights

SEPTEMBER 28, 2009

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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B to B Sales Lead Telemarketing Sales 148

B2B Lead Generation

SEPTEMBER 29, 2006

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.

Telemarketing 120

Telemarketing Lead Generation BtoB Generation 120

The Point

JANUARY 9, 2015

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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Cold Calling Email Sales Best Practice 159

Sales Lead Insights

JANUARY 16, 2011

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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BtoB Marketing Automation Automation Work 154

Sales Lead Insights

AUGUST 27, 2009

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?

Lead Generation 145

Lead Generation Benchmark Studies Generation 145

Valasys

MAY 8, 2019

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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Sales Lead Service Telemarketing Help 46

Sales Lead Insights

DECEMBER 6, 2010

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.

Marketing Automation 140

Marketing Automation Automation Telemarketing Blasts 140

B2B Lead Generation

AUGUST 15, 2011

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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Practices Lead Qualification Telemarketing Sales 200

B2B Lead Generation

JANUARY 27, 2012

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

Lead Generation 201

Lead Generation Buy Generation Telemarketing 201

Pointclear

AUGUST 27, 2013

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).

Telemarketing 62

Telemarketing PointClear Blogger Mail 62

B2B Lead Generation

DECEMBER 29, 2011

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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Telemarketing Lead Nurturing Planning Eloqua 180

Marketing Graham

DECEMBER 17, 2021

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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Test Telemarketing Validation Tips 56

B2B Lead Generation

JULY 10, 2006

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.

Sales Lead 120

Sales Lead Lead Generation Leads Lead 120

Sales Lead Insights

OCTOBER 24, 2011

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.

ROI 175

ROI Marketing Automation Sales Lead Automation 175

B2B Lead Generation

AUGUST 16, 2006

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

Sales Lead 120

Sales Lead Lead Generation Leads Lead 120

B2B Lead Generation

MARCH 27, 2005

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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RSS Salesforce.com Sales Lead Lead Generation 120

Sales Lead Insights

MARCH 3, 2010

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.&#

Sales Lead 184

Sales Lead Sales Leads Lead 184

B2B Lead Generation

MARCH 2, 2007

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.

Lead Generation 120

Lead Generation Sales Lead Leads Lead 120

B2B Lead Generation

SEPTEMBER 20, 2005

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."

Lead Generation 120

Lead Generation Sales Lead Leads Lead 120

Sales Lead Insights

NOVEMBER 9, 2009

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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Budget Lead Generation Sales Lead Sales 168

B2B Lead Generation

NOVEMBER 17, 2005

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?

Channel 120

Channel Sales Lead Lead Generation Leads 120

B2B Lead Generation

OCTOBER 22, 2005

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

Telemarketing 120

Telemarketing Lead Generation Tactics Response Rate 120

Pointclear

JUNE 15, 2017

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.

PointClear 50

PointClear Leads Lead Rules 50

Sales Lead Insights

MAY 16, 2011

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.

Sales Lead 147

Sales Lead Allocate Companies Work 147

Sales Lead Insights

JANUARY 7, 2011

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.

Sales Lead 141

Sales Lead Trade Show Generation Leads 141