Sales and Marketing Management

NOVEMBER 28, 2017

An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm. Back up your personalized emails, phone calls and social outreach with long-form content, such as e-books, webinars and white papers, which you prepare specifically for the prospect.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Pointclear

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. On your home page—and elsewhere throughout your site—add a compelling offer, such as a downloadable case study or white paper, linked to a registration form.

Media 233

Media Direct Mail netFactor Trade Show 233

Partners in Excellence

FEBRUARY 26, 2016

There was a hilarious article in the New York Times, A Robot That Has Fun At Telemarketing’s Expense. The guy in the NYT has a solution for dealing with all the inbound prospecting calls, and the white paper calls. It got me to thinking about the future of buying and selling. Why don’t you talk to me about that?”

Analytics 48

Analytics Telemarketing Tools Analysis 48

Sales Training Advice

JULY 30, 2012

Services like InfoUSA or Dun and Bradstreet can provide you with targeted consumer or business lists for direct mail or telemarketing. Write a white paper. Researching a white paper on best practices in your field will give you an excuse to seek out prospects, interview them, and ask them to refer you to others.

Prospecting 40

Prospecting Hoovers Referrals Jigsaw 40

The Sales Association

NOVEMBER 9, 2011

Just because someone downloads a white paper or attends a Webinar doesnt mean they are even remotely interested in doing a sales call. This differentiates you from the telemarketers who launch right into the spiel because it shows you respect that they may be in the middle of something. Lead into the conversation like a pro.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Pointclear

MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. So they began to sell follow-up as a tool to mix with mail.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Marketing Qualified Lead 100