10 Aug

Teleprospecting: An Effective Lead Generation and Qualification Vehicle

Teleprospecting qualifies hot leads to help you take action before your competitors do Phone hang-ups and door slams are the most dreaded situations for sales people anywhere. Ever considered teleprospecting to help your team?  While many haven’t heard of teleprospecting and some confuse it with telemarketing, there are a few forward-thinking businesses that taken advantage of its ability to qualify hot leads and jump ahead of their competitors. Is it for you? B2B teleprospecting is an effective lead generation and qualification vehicle that helps companies cut to the chase and get down to the business of selling. Rather than have a large database of potential customers that may or may not pan out, teleprospecting sniffs out the clients who are really interested and increases your chances of success. Good teleprospectors are trained and qualified. They have experience dealing with high-level company executives and are skilled at drawing out pain-points to identify clients who are seriously considering using your product or services. It’s far more cost-effective to let a teleprospecting company sift out genuine prospects than have your sales people spend time and effort on

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03 Aug

Connecting the dots between lead generation, sales and CRM

Integrate lead generation, sales and CRM to gain higher returns For certain, I’m not a crystal gazer; but looking into the past? Sure, I’ve done that. Don’t we all from time to time? Actually, in business, everyone stands to gain from a periodic retrospective – review, analyze and soldier on! From a collective business world standpoint, a review of B2B sales and marketing in the past decade reveals a shift in business strategy. An interesting observation is the conscious effort to align sales and marketing objectives and functions for better results. Even if you have a Strategic Marketing Services company that’s taking care of B2B lead generation and management, your sales team should work closely with them in lead follow-up, functional visibility and performance analysis. Business effectiveness and success depends on open communication and collective efforts towards common goals. If organizations are committed to increasing momentum they must be willing to restructure and reorganize. Lead generation, sales and CRM can no longer work in isolation. It would be like having your fingers trying to accomplish tasks individually. So how do lead generation, sales and CRM all

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27 Jul

Inside Sales Versus Outside Lead Qualification in B2B Marketing: A Needless Conflict

In a world where technology has made it possible to transact business remotely, many companies have found that a well managed inside tele-sales operation can boost profits by increasing coverage, serving customers faster, and selling low-margin products that outside sales people don’t want to bother with. However, many businesses, having made this investment, believe that inside sales teams can also be used to qualify and nurture sales leads. After all, telemarketing is telemarketing, right? Why pay money to an outside firm when it can be done in-house at no extra cost? However, trying to marry inside sales with lead qualification under the same department is a huge mistake. Two very different disciplines In order to generate maximum profit and customer satisfaction, inside sales departments must conduct business as efficiently as possible. Asking them to also qualify prospects and nurture them into sales leads means less time serving established customers and ringing up orders. Inside sales and lead qualification, although both are typically conducted via telephone contact, are also two very different animals. Lead qualifiers are trained to question, probe, identify critical

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