The Pipeline

AUGUST 24, 2012

One reason people hate the mid-dinner telemarketing call is the one sided nature of the call: Telemarketer – “if you sign up today….”. Telemarketer – “It will also entitle you for coverage…”. Telemarketer – “And if you switch your balance it will be interest free for…”. Me – “My house is on fire”.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

Pointclear

JUNE 15, 2017

It turns out there were several stages of qualification, from two different inside telemarketing departments. Hot transfers should be made from the telemarketing department (or company) to the reps. For the example company and sales manager above, the pipeline surged, sales surged and a big sigh of relief was heard from the C-Suite.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

No More Cold Calling

NOVEMBER 1, 2013

Take, for example, the telephone, invented by Alexander Graham Bell more than 137 years ago. Read it and remember the days before it seemed like every call was from a telemarketer. When it comes to technology, sometimes the oldies are the goodies. New, fancy technology can be alluring and exciting.

Telemarketing 214

Telemarketing Small Business Small Business Enterprise 214

Zoominfo

JANUARY 23, 2021

These simple details turn your script from annoying telemarketer call to grab-their-attention conversation. For example, here’s the message our sales rep Dave left: “Hey Jeff, this is Dave, with ZoomInfo. What to do when you get the dreaded voicemail? You have a killer voicemail script ready to go.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

SBI Growth

JUNE 14, 2013

Despite this, two VPs told me they planned to increase telemarketing headcount. You can download an example here. If you''re a Sales VP, you probably recognize yourself in at least one example. The quantity of qualified leads is down, despite more call volume. List purchases haven’t provided the cheap refresh bump.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

MTD Sales Training

JULY 6, 2012

The false, unwarranted, overenthusiastic attitude at the start of the cold is the classic calling card of the stereotypical telemarketer. As an example, the prospect answers and you instantly detect an upbeat, casual and cordial demeanor. 2- Reflect a Like Attitude. Listen carefully to the tone and mood of the prospect’s voice.

Cold Calling 279

Cold Calling Telemarketing How To Call-back 279

Understanding the Sales Force

MAY 30, 2013

He makes it sound more like telemarketing than prospecting for appointments or meetings. His steps and examples are not consistent with salespeople who actually build sales pipelines! In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close.

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

SBI Growth

SEPTEMBER 6, 2013

Examples of the difference between inside-out vs. outside-in approaches for Sales Ops follows: A few basic questions should clarify if you are looking inside-out or outside-in. Are they mainly a result of out-bound telemarketing & cold-calling? Product or service differentiation is harder to come by in today’s agile world.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Selling Essentials RapidLearning Center

JANUARY 30, 2023

Telemarketing call!” The study found, for example, that subtle changes in a salesperson’s opening language were enough to get a buyer’s attention. Choice of language Here are some examples of schema-busting language: Instead of opening a call with, “How are you?” Here’s one: “How are you today?”

Prospecting 59

Prospecting Telemarketing How To Face-to-face 59

Pipeline

APRIL 1, 2024

In the old(er) days, companies used cold calling as a part of business-to-customer telemarketing to sell their products to a broader audience. For example, “Are you familiar with [Name of an organization you’ve worked with]? For example, “ We won’t take any more of your time today.

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

The Sales Hunter

MARCH 29, 2012

An example might be, “I’d be happy to share with you the latest findings as to how you respond to recent changes in the labor laws.” It must include one benefit statement the customer will see value in. Don’t waste your precious time leaving your job title or, worse yet, how you just wanted to reach out.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

Mindtickle

JUNE 22, 2023

For example, businesses may need to adhere to laws governing telemarketing practices, such as obtaining prior consent from recipients or respecting “Do Not Call” registries. Tip #4 for sellers Real-life examples from customers tell the story better than you can.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Zoominfo

JUNE 22, 2022

According to the telemarketing experts at Contact Center Compliance , most B2B cold calls are exempt from federal “Do Not Call” regulations, which are typically meant to protect consumers from unwelcome phone solicitations. For example, if they’re high-energy, you should be too. But that doesn’t mean there are no rules.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Pointclear

OCTOBER 9, 2013

Jim points out that 3rd party telemarketing services are getting more business than ever because of the need to qualify a large number of inquiries, when really companies should be looking inward. For example, if a qualified lead is turned to sales it has to be accepted or rejected within 48 hours by the judicial branch.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

MTD Sales Training

NOVEMBER 2, 2011

This type of thinking is what causes burn-out in the telemarketing industry, and is one of the primary causes of phone-phobia. “They are not rejecting you, just your services or products…” While this sounds like a sound and sensible sentiment; the fact is that it is impossible. . It is personal.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Industry 249

Janek Performance Group

AUGUST 2, 2023

For example, I recently spoke with a sales rep who was not enunciating their words. If you’ve ever talked to a telemarketer, who read a script in a monotone voice, you know how uninspiring that is. For example, let’s look at how emphasizing specific words can impact meaning.

Telemarketing 62

Telemarketing Intent Infusion Pivotal 62

Zoominfo

JUNE 26, 2018

Only last week I heard a story of a telemarketer who asked for a person who had died seven years ago. Although data quality issues like this happen from time to time when you rent data, this example came from a company internal list – inexcusable. Julie Knight, Founding Director of Marketscan.

Data 147

Data Buyer Persona B2B Telemarketing 147

The Pipeline

OCTOBER 16, 2013

There are typically two people labeled as gatekeepers, for many sales people it is the receptionist who greets them while they are door knocking; for others like me for example, it is the executive assistant or admin working for the executive I am targeting. We have dealt with voice mail in the past, so today we’ll look at “gatekeepers”.

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

MarketJoy

SEPTEMBER 1, 2020

The cold outreach campaign is a telemarketing tactic that aims at targeting your potential clients through emails and phone calls. The following are a few live examples of successful cold outreach campaigns. One of the less popular methods is cold outreach. What is cold outreach? Email delivers the highest ROI.

ROI 59

ROI Campaigns Telemarketing Follow-up 59

LeadBoxer

NOVEMBER 1, 2020

These messages come in the form of television commercials, telemarketers, billboards, radio ads, and email spam, in other words—things that make your day a little worse when you see and hear them. Some examples of content marketing include blogging, SEO, social media, and opt-in email marketing, where Mailchimp integration can help.

Inbound 104

Inbound Outbound Lead Rank Lead Scoring 104

Hubspot Sales

JANUARY 9, 2024

Creating positive experiences is critical in customer support or marketing, for example. Howard was given a script and an end goal but quickly realized that “people hate being sold in a telemarketing manner.” It’s also much-needed within inside sales.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Pointclear

OCTOBER 11, 2012

He talks about the importance of how media are used in an integrated way: “When I read that it’s only inbound and that outbound is dead—that’s like saying email is dead or telemarketing is dead—I don’t think any of it is dead. But it’s a perfect example. I think that it’s the way that we’re using them.

Outbound 169

Outbound Inbound Telemarketing Education 169

HeavyHitter Sales

JANUARY 18, 2014

For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015. Seventy percent of inside salespeople perform lead generation and telemarketing activities.    12.      '

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

EyesOnSales

AUGUST 30, 2017

FAILED COLD EMAIL EXAMPLE: Paragraph 1: Hi Michael… Are you looking to target a specific market for your products or services? Paragraph 5: Maximize your direct mail and telemarketing efforts by using our quality email lists. BETTER COLD SALES EMAIL EXAMPLE: What could have been sent with a more positive outcome?

Telemarketing 47

Telemarketing Sales Qualified Lead Direct Mail Call-back 47

OutboundView

JUNE 30, 2019

OR they might be using your competitors, or give you the wrong contact information on purpose (you know, to avoid those pesky telemarketers). For example, you may decide over a 25-day period that you’re going to reach out someone seven different times. There are so many options on the market when it comes to clean B2B contact data.

Tools 31

Tools B2B Prospecting Telemarketing 31

Hubspot Sales

JULY 25, 2023

Over 57% of real estate agents claim that telemarketing is the best lead-generation technique. As in the previous example, these scripts are to-the-point and take up no more than 20-30 seconds of your prospect’s time. For example, they might have had bad luck with previous tenants or neighbors. So, how do you get it right?

Real Estate 88

Real Estate Cold Calling Commission Face-to-face 88

Pointclear

MAY 30, 2012

He mentions a DemandCon panel he was on with a representative from a semiconductor company who reported they are doing a lot of outbound telemarketing. As an example, he points to Marketo’s success and the way their marketing group was driving leads even before they had a sales team.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Sales Hacker

FEBRUARY 1, 2022

Prospecting is a type of marketing that basically entails telemarketing and what I consider email spam and LinkedIn spam because it is 99% of the time, a sales pitch. The core problem today in B2B marketing and sales not only holds companies back from growth but harms marketers and sellers and their productivity and their fulfillment.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Jonathan Farrington

OCTOBER 20, 2014

Let me give you an example: Let’s take a typical sale in a consultative/collaborative environment: After some pretty rigorous qualification at the front-end, we decide that we have uncovered an opportunity that is worth pursuing. However, your actual net profit is vastly different.

Face-to-face 49

Face-to-face Telemarketing Margin Buying Cycle 49

Nutshell

AUGUST 16, 2018

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. 11 Example Questions to Ask On Your Call. “Do If so, what’s working with it and what’s not?

Cold Calling 132

Cold Calling Sales Qualified Lead Ideal Customer Profile Decision Maker 132

Sales Hacker

SEPTEMBER 16, 2019

There’s a common misconception that’s finally starting to fade that inside sales is essentially just telemarketing. The difference lies in the fact that telemarketing is scripted. You probably don’t want to buy an enterprise CRM online for example. Nothing could be further from the truth. The sales velocity is much higher.

Outside Sales 81

Outside Sales Inside Sales Hiring Top of Funnel 81

Pipeliner

MAY 28, 2021

Compared to outbound marketing, which relies on activities such as cold calling, telemarketing, purchasing email lists, door-to-door visits, and advertising, inbound marketing is less intrusive. For example, if you run a cybersecurity company, you may hold webinars on basic cybersecurity principles.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

Pointclear

APRIL 14, 2017

Here is an example: The following is an example of what takes place without substantially more accountability in the Marketing and Sales process. It will take this kind of coming together for Marketing to get credit for their contribution to revenue, and for Sales to sell more. You can find the deck here.

Lead Generation 147

Lead Generation Sales Qualified Lead Outsourcing Services Pipeline 147

LeadFuze

JANUARY 16, 2023

For example, a dentist on your prospect list who spends money on online marketing to get patients is a qualified lead. Here’s an example of how the conversation starter would look like. Here’s an example statement: “Does this resonate with your current situation?” . Open your script for personalization.

Cold Calling 52

Cold Calling Ideal Customer Profile Maximizer Sales Qualified Lead 52

Klozers

JUNE 10, 2014

If you’re reading this and still not convinced then check out Predictable Revenue by Aaron Ross of Salesforce.com which gives a great practical example of how this works. . Marketing is by it’s nature reactive in that sales people have to then wait on the phone ringing or the website inquiry.

Lead Generation 49

Lead Generation Sales Qualified Lead Outsourcing Services Leads 49

Jonathan Farrington

JUNE 8, 2013

Let me give you an example …. For many companies telemarketing, video conferencing and direct email, have made the sales call a choice, not an inevitability – which takes us back to understanding why so many companies are moving their salesforces inside – I repeat, it is pure economics.

Face-to-face 47

Face-to-face Inside Sales Telemarketing Influencer 47

Jonathan Farrington

OCTOBER 16, 2012

Let me give you an example …. For many companies telemarketing, video conferencing and direct email, have made the sales call a choice, not an inevitability – which takes us back to understanding why so many companies are moving their salesforces inside – I repeat, it is pure economics.

Face-to-face 37

Face-to-face Telemarketing Margin Buying Cycle 37