5 Rules for B2B Telemarketing Success
This article gives guidelines to think about before implementing a b2b telemarketing campaign. We work with our customers prior to the start of our campaigns to ensure that the objectives, strategies, metrics, campaign list, and evaluation are all defined before we begin. Through out the campaigns we work closely to ensure these are being met and thus a successful campaign is achieved.
Before you go full throttle on your outbound telemarketing b2b campaign, here are 5 essential rules to follow. Depending on how well you use these tools will determine how successful your b2b telemarketing sales turn out.
Have Clear B2B Telemarketing Objectives
What is the end goal? Is it to gain more customers? Is it to increase the ROI?
Whatever the objective is, it must be clear, both macro and micro. You and your team, if you have one, need to know what each objective is leading up to the overall objective. It will give you all a direction and an understanding of the expectations to reach the goals.
Align B2B Telemarketing With Your Marketing Strategy
The marketing strategy goes hand-in-hand with the b2b outbound telemarketing strategies. Not only does the sales team need to know what platform/methods are best for selling, but the marketing team also needs to know what the goals are for the products or services. Having constant communication with the marketing team will help both teams align their strategies to work cohesively.
Use Valid KPIs
Implement the right KPIs, such as:
- Dials/Hours
- Lead or Sales/Hour
- $ in Sales/Hour
- Conversion Ratio (-Bad Sales)
- % Good (vs. Bad) Leads os Sales
- Not Interested/Hour
- Bad Numbers/Hour
- Pending/Hour
Build a Solid B2B Telemarketing Database
Invest some time and resources in building a solid database for your sales representatives. Your sales team will have a better selection for leads and that will be able to narrow down the leads who are ready to purchase from ones who need more time. Having a reliable database will ultimately determine the value of the data to your sales reps.
Retest Your B2B Telemarketing Strategy
Test, retest, and analyze the success rate of your telemarketing strategies to find the best ones. With every campaign comes a new learning curve and a chance to improve! Your campaign will never be perfect, BUT with careful tracking of data, analyzing of reports, and comparing campaigns, you will be able to gather information on how to do even better in your next one.
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