Trending Sources

Telemarketing vs. Inside Sales

The Sales Insider

On the surface, telemarketing and inside sales might seem similar. Inside sales is not telemarketing, and telemarketing is not inside sales. Telemarketing uses a scripted, single-call close, usually offering a small-ticket, business-to-consumer (B2C) product. Telemarketers [.]. Inside Sales telemarketing telephone prospecting

Almost Everything I Know About Telemarketing – This Will Not Take Long!

Jonathan Farrington

but if anyone knows what happened to Les, please let me know - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. A positive and confident mind-set is essential for successful telemarketing and cold calling. General Cold Calling Telemarketingo Is it to inform?

Are Salespeople Going the Way of Telemarketers?

Sharon Drew Morgan

Folks, here are your choices: lose your job because telemarketing and marketing automation are taking it over; sit and complain because marketing is giving you lousy leads; earn less money, close few leads, and have longer sales cycles; learn a new skill set and enter the buyer’s decision path much earlier and influence the sale. Are Salespeople Going the Way of Telemarketers?

10 Unique Strategies for Sales Success


I’ve read numerous blog posts, articles, and books on how to succeed in sales and telemarketing. Countless opinions are offered on the subject. Most of these opinions are, however, repetitive and are rarely challenged. For example, we’ve all heard axioms such as these: The customer is always right. Don’t talk. Just listen. Focus on the […]. Sales Strategies

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!


My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. The telemarketing time amounted to about 250 hours, over four weeks. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. During a breakfast meeting with Steve last week, he got right down to business. Man we are hurting. What am I gonna do?” I asked. Actually, that hasn’t been the issue,” he said. “We’ve I asked.

Jonathan Farrington's Blog ? Almost Everything I Know About.

Jonathan Farrington

Almost Everything I Know About Telemarketing! Many years ago – more than I care to remember, but I think I still had some hair - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. One Response to “Almost Everything I Know About Telemarketing!”

B2B Marketing: 6 essentials for testing your teleprospecting

B2B Lead Blog

B2B Telemarketing B2B marketing B2B telemarketing conversion rates help with conversion help with telemarketing increase conversion telemarketing teleprospecting Tweet For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. Engage your call center. Build a simple structure. Control.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Blog

B2B Telemarketing customer acquisition strategy Lead Optimization sales ready leads teleprospecting Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Results. You may also like.

When Should You Use a Telemarketing Firm to Schedule Sales Calls?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). You can hire telemarketers - inside salespeople who will make calls and schedule appointments for your account managers. The difference is that option #2 is under your control and option #3 is not.

When Does It Make Sense to Outsource the Call?

Sales and Management Blog

If it does, it probably doesn’t make sense to try to outsource the telemarketing or appointment setting aspect of the sales process. Likewise, if your product or service can effectively be sold over the phone, outsourcing the telemarketing may be the most logical and cost effective selling process. Maybe an even more stark contrast between having your team do the work and outsourcing it is in the area of selling over the phone, that is, telemarketing. The alternative to the massive upfront investment is to outsource telemarketing services. Evaluating your investment.

To Call or Email? That is the Question

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Cold Calling Inside Sales Lead Generation Lead NurturingTweet When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo , we inevitably get these questions: “How often should we call? How often should we email? What should we do first?” Their buying process.

The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?

B2B Lead Blog

B2B Telemarketing CRM Human Touch Inside Sales Lead Scoring Marketing Strategy SalesTweet As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our publications, and want more information about how MECLABS can help grow their business.

Nine Reasons Why B2B Marketing Should Own the Teleprospecting Function

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Cold Calling Human Touch Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy Sales Sales LeadsTweet Over the last several years, according to MarketingSherpa, marketing departments are increasingly taking responsibility for tele-prospecting. Why do you suppose that is happening? For good reasons. But so what?

Cisco Video: Uncovering Trends and Best Practices in Lead Generation

B2B Lead Blog

Guiding principles to effective B2B telemarketing. Share and Enjoy: B2B Telemarketing Human Touch Inside Sales Lead Generation Lead Nurturing Lead Qualification Lead Scoring Social Media Thought Leadership Webcasts/Webinars Webinar Replay WeblogsTweet This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation , for Cisco. It’s part of their on-going Partner Velocity Program which provides in-person events, in-depth resources, and online marketing tutorials to their value-added resellers worldwide.

B2B 14

Webinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Human Touch Inside Sales Lead Generation Lead Management Lead Qualification Webinar ReplayTweet Since 2007, has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. An average of 43 percent of companies never respond to inbound leads. million.

Teleprospecting: When cutting response time is a priority (and when it’s not)

B2B Lead Blog

B2B Telemarketing sales-ready lead teleprospectingTweet When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. So what did this teach us?

B2B 15

Webinar Replay: Teleprospecting that Drives Sales-Ready Leads

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Cold Calling Email Marketing Human Touch Inside Sales Lead Generation Lead Nurturing Lead Qualification Webcasts/Webinars Webinar ReplayTweet New technology to connect with customers is emerging every day. Quality data is critical. Good data significantly lowers your cost per lead. If you missed the presentation, you can watch the replay below.

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Blog

B2B Telemarketing Human Touch Inside Sales Lead Generation Lead Management Lead QualificationTweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Think fast food joints and mom-and-pop businesses. Is the information current and complete?

B2B 14

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Blog

B2B Telemarketing Inside Sales Lead Generation Lead Management Sales Sales LeadsTweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. As such, an interview or survey should happen close enough to the event that the prospect will recall the context of the decision.

B2B 16

Status quo, you know, is Latin for 'the mess we're in.'


Telemarketing scripts. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. The result?

A Hidden Weakness that Makes Salespeople Procrastinate

Understanding the Sales Force

It won''t sound like a conversation, they won''t sound real, but they will sound like a telemarketer reading from a script and nobody will want to speak with them. Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. For the salespeople, it was their own doing. Self imposed.

Traits of the Best Teleprospectors

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Human Touch Inside Sales LeadershipTweet Last month’s webinars on leveraging the human touch to drive leads, presented for the B2B Lead Roundtable and Marketo , prompted a great question: “What should I look for in a teleprospector?”. Unfortunately, that can’t be answered with a fast, convenient sound bite. in the sales process. Tenacity and patience.

B2B 14

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

” It’s exactly the same as telemarketers and their cold calling blitzes. A LinkedIn connection is not a sales lead. It happened again. In fact, after looking at your profile I would like to loop in our VP of Marketing, (Name), and invite you to our free Strategy call for lead generation and list building. He is one of the best in the country when it comes to Marketing strategies.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

They know it’s a pesky telemarketer calling. Even though you think you’ve avoided sounding like a telemarketer in these situations, your call is still cold. When you have a referral introduction, there’s no need to dupe the gatekeeper. Are you tired of talking to people without any decision-making power? Of course you would. So why is your outreach still cold? Think again.

Stop Leaving Voicemail Messages that Kill Sales

The Sales Hunter

They were embarrassing to the telemarketing sales profession. Second, this telemarketing salesperson ran his words and syllables together to the point I couldn’t understand who or what he was. When was the last time you listened to one of your voicemail messages? Lousy voicemail messages will kill sales faster than you can hit speed dial. First, it lacked energy.

Want Prospects Who Want to Hear from You? Get Referrals

No More Cold Calling

Instead of feeling like a pesky telemarketer, you become a trusted expert and advisor. Pack your pipeline with nothing but hot referral leads. I recently scored a meeting with the CEO of a Fortune 500 company. It took me one call to get on his calendar. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. Click here to learn more.

Is Anyone Leading Lead Management?


Telemarketing Inbound. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Content Agency.

Finding A Prospect vs. Creating A Prospect

Sharon Drew Morgan

People buy something when they cannot resolve a business problem AND they have gotten appropriate buy-in from those folks and departments who will be involved with a new solution (stakeholders – usually unknown to sellers) AND whose buying patterns match a seller’s selling patterns (Remember telemarketing? You place a call to get through to the decision maker. You try to get an appointment.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

I remember when I first started out in sales some thirty years ago we had a small department of two women whose role was telemarketing. On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. Of course, those who refuse to adapt even slightly, are still very much alive and well, just diminishing in numbers.

Why Selling is Going Inside – Isn’t that Obvious?

Jonathan Farrington

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 have been discussing this phenomenon for more than three years, so what is taking place now is not a surprise. So, having posed the question, let me provide some answers – why is selling really going inside? The net effect of all of this has put thousands, if not millions of companies – globally, not just in North America or Europe – out of business.

Is Teleprospecting Too Complex For Testing?

B2B Lead Blog

Share and Enjoy: B2B Telemarketing Cold Calling Human Touch Inside Sales Lead Generation ROI MeasurementTweet This is the first of a two posts that will examine whether teleprospecting is too complex for testing. I was compelled to develop this series after observing interaction on our LinkedIn B2B Lead Roundtable (which has rapidly grown past 8,000 members). What do you say? To whom?

B2B 8

The Quest for Good Leads: Are You Asking the Right Questions?


Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I beg to differ. So, maybe we’re asking the wrong questions.

Celebrating the B2B Lead Roundtable and Its 8,500 Members

B2B Lead Blog

As I perused their comments, it became clear that while we have more tools than ever to engage customers – websites, content, telemarketing, direct mail, and the gamut of social media – we are challenged with investing and scaling resources to achieve the highest return. Tweet I have a confession: you know the cliché about the cobbler’s kids? I’ve been there and done that.

5 Sales Management Myths Debunked

Sales Benchmark Index

Despite this, two VPs told me they planned to increase telemarketing headcount. I sat across the desk from Mike, the new VP of Sales. He had just been promoted 6 months ago. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. His team had missed the last two quarters. An unraveled roll of antacids sat on his desk. “I

Scripting Prospecting Success

The Pipeline

First, read it again, (out loud), and then see how you can make it more conversational, not read, like the telemarketers you hate. Use a friend to tell you if it sounds like you, or a telemarketer, keep rehearsing till it’s you. By Tibor Shanto – . There are a lot of things sellers say in the course of telephone prospecting. Join Now!

Why is Selling Going Inside?

Jonathan Farrington

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. . “ Customers everywhere increasingly prefer virtual interactions with sellers. So why is selling really going inside?

Change management and sales: influencing the buying decision path

Sharon Drew Morgan

Sales, marketing automation, and the new telemarketing field, ignore the change management aspect of what buyers must accomplish and instead focus on figuring out how and what and to whom to pitch their solution. Your product is not the reason people buy. It should not be your initial focus with prospects. Buyers want to solve a problem in a way that causes least disruption, and the last thing they want to do is bring something new into their environment. Making a purchase, or doing something different, means. helping folks who touch the current practices be willing and able to change.

5 B2B Lead Generation Mistakes

Sales Overdrive Blog

Whether telemarketing or digital marketing ROI, it’s important to continuously monitor your efforts and measure how audiences are reacting. The most well-intentioned efforts can backfire and halt your lead generation strategy. Are you making any of these errors? Failure to understand your audience. This broad topic impacts the majority of businesses. Poor data. Too much automation.

Referral-Selling Top Tips: How to Ask for a Referral

No More Cold Calling

You’re definitely interrupting the person, and you sound like one of those pesky telemarketers who believe you need 10 to 12 touches to actually talk to someone. Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Referrals make your calls HOT! . There’s No Such Thing as a Warm Call. My take on referrals is clearly defined: A call is either HOT or cold.

Top Ten Characteristics of Top Sales Producers (Part Seven)

Inside Sales Training Blog

I can just hear some of you complaining that you don’t want to be a telemarketer, you don’t want to be an obnoxious sales person, don’t want to be unprofessional or pushy. How many times do you ask for the sale during a close? Twice? The number of times you should be asking might surprise you…. Top Characteristic Part Seven: Be prepared to ask for the sale five times – or more! And BOOM!