Adding outbound telemarketing to your b2b marketing mix

The sentiment in this article rings so true.  Many of our customers reach out to us for b2b telemarketing services because of their need for lead qualification and follow up phone calling.  Whether they have an inside sales group or not the constraints listed below ring true for them.

Inside sales & digital tactics often have real constraints

An organization that has a reasonably strong digital presence and a mix of inside or outside sales people to qualify hand raisers may feel that they’re covering all the tactical bases.  But leadership notices a challenge: they struggle to achieve consistent and growing performance levels.

Let’s take a look at a few common examples and how everyday constraints factor in to the growth challenge:

Behavioral Lead Scoring – When you’ve got a lot more activity than your team can handle, lead scoring is a fantastic approach to prioritize calls and activity. However, it can also be extremely limiting, in that your inside reps may miss an opportunity to develop a relationship with a prospect because they didn’t yet match your behavioral equation. Miss that early connection, and you become column fodder later in a sales cycle.

Too much reliance on automated Nurture tactics – Again, a similar problem, automated nurture can be a great tactic for early follow up, but is has severe limitations. There’s nothing about automated nurture tactics that escape the reality of how hectic prospect inboxes are, and these communications frequently get skipped over or missed entirely by prospects.

Inside sales reps have too much ground to cover – Those same inside sales reps are also conducting in-funnel sales calls, meetings,  & demos … and as is the norm for anyone in sales, we gravitate towards closing deals first, leaving inconsistent follow up time for our top of funnel activities. Month to month performance winds up varying wildly, and a good quarter for closed revenue gets followed by a lean quarter trying to rework the top of the funnel.

 

 

 

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