5 Tips for Your Lead Qualification Process
This article describes the importance of having a lead qualification process. Many of our customers hire us on a project basis to qualify their prospects acquired from inbound marketing, trade shows , and other direct marketing campaigns. Using the phone to qualify leads
Lead Generation That Converts Leads into Sales Opportunities
Recently, we were asked to help further qualify respondents to our customer’s lead generation campaign. We were able to uncover some immediate sales opportunities but we also determined where the other leads were in the sales process and helped to determine what
When You’re Hungry for Sales, Consider These Lead-Gen Tools
When people ask how successful b to b telemarketing can be I always say the program is only as good as your list. When implementing a lead generation program it’s important to know who are your best prospects. If your selling shoes
Sales-Marketing Alignment: What B2B marketers can learn from a one-person team that drove a 10% product demo conversion
This is a case study that Marketing Sherpa wrote about one of our customers. Although it was written in 2011 the process is still the same. SUMMARY: Marketing/Sales alignment receives a lot of attention because when these teams work closely together, the
The Insidesales.com/M.I.T. Lead Response Management Study
Recently I was asked when is the best time to call on leads. I shared the results for telemarketing from the study below. We have used the times table below to schedule calls and have had similar results. Not that we
When It Comes to Sales, the Phone Is Your Most Powerful Tool
A number of our customers use us to follow up on social media campaigns. To have a really effective digital marketing campaign a phone number should always be required before content (white paper, coupon, demos) is given away. This will
How Can Humor Help You Telemarketers
When conducting training’s on cold calling and telemarketing I always stress that adding humor to your conversation increases your credibility and begins to develop a sales relationship. When I first started IT’S YOUR CALL a longtime telephone sales rep and expert appointment setter
5 Ways to Reach an Evasive Decision Maker
In the e-book “Cold Calling for the Clueless” it states the “the Gatekeeper is our friend” in this article that statement is reinforced. I have several anecdotes how an appointment is set with all communication being through the gatekeeper. I’m not quite sure how I
How to Handle Rejection in Cold-Calling
Although b to b telemarketing is a lot less negative than b to c telemarketing it still takes a thick skin to handle the rejection that can occur when making cold calls. Even when making follow up calls (warm calls)
10 Sales Stats to Keep in Mind in 2016
To utilize these sales stats one would have to utilize the phone efficiently and effectively. We’ve done several campaigns helping companies with their b to b sales process with follow up calling and lead qualification. Here are ten sales stats, accompanied by