What B2B Telemarketing Can Do For Your Business

This comprehensive article outlines where B2B telemarketing can fit into your marketing process.  From lead generation/qualification and appointment setting to customer surveys and database cleanup are just a few of the touch points listed in this post.

B2B telemarketing plays a significant role in helping businesses sell their various services and products to other companies that can benefit from them. It also provides a massive array of critical benefits that help companies achieve market success. Some of the most prominent advantages that B2B telemarketing can bring to your business include:

Creating a More Valuable Sales Pipeline

The beauty of B2B telemarketing is that it can be used in many ways all along the sales process, from the point of initial contact and brand promotion right through to making and closing the sale. Leveraging this tactic throughout these different areas can help businesses develop a more valuable, more effectively controlled sales pipeline. Here are just a few ideas on how you can put the power of B2B telemarketing to work for your business.

From Start to Finish

Think of your marketing and sales pipeline, and how it operates as a whole throughout your business operations. With careful examination, it becomes obvious that telemarketing can perform anywhere along the way to help streamline various processes. For example, businesses can leverage telemarketing for;

• Initial calls to discover quality sales leads
• List creation to find out who the true decision-makers are so that sales teams don’t waste time dodging roadblocks
• Conducting market research to learn who your target businesses are and why
• Updating information to get rid of outdated contacts and dead-end leads
• Scheduling appointments
• Campaign promotions to let B2B telemarketing work in tandem with your marketing team to get the most from each campaign
• Receiving incoming calls
• Sales
• Follow-up calls

Scale Up or Down

You can utilize telemarketing anywhere in the pipeline and as much or little as needed. Use it one time for data gathering or multiple times to maintain a steady stream of solid leads for your separate sales teams. B2B telemarketing can be an integral part of scheduled sales campaigns or as promoters of a one-time-only event. You have the flexibility to scale up or down as the needs of your pipeline dictates.

Gain Feedback and Insight

If sales are not where you decide to use telemarketing, you can still benefit from the personal touch by using phone calls to get feedback from customers on products or services. A well-trained telemarketing team will yield far richer insights into what drives sales, makes for satisfied buyers, and where changes may need to be made. Telemarketers can assess brand awareness as well as brand satisfaction to help optimize sales pipelines.

Create a Strong Social Media Campaign

When you choose only one method of reaching your audience or lean too heavily on a particular channel, you are likely to miss connecting with segments of your target audience. By integrating B2B telemarketing with digital media, you cast a wider net and create more connection points with your potential buyers. It also lets you leverage new ways to run successful marketing campaigns.

For instance, social media is a great way to build brand awareness, but it can be a one-way conversation, making it challenging for you to gather information about your contact or gauge their level of reservation in making a decision. A strong social media plan mixed with your B2B telemarketing should give you the edge you need to bring more value to your marketing endeavors.

The power of B2B telemarketing with social media is in the ability to broadcast the brand’s message far and wide. Extremely specific messages can be directed or funneled down a very tight passageway to hit the right audience with a wide net. However, the net can be so wide that you need to make sure your social media messages are consistent with your overall marketing objectives spread through other channels, including telemarketing.

 

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