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.

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. General Cold Calling Telemarketing

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Are Salespeople Going the Way of Telemarketers?

Sharon Drew Morgan

Are Salespeople Going the Way of Telemarketers? Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place. In the early 90s I wrote a column for TeleProfessional Magazine.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation


B2B Telemarketing Lead Generation B2B Marketing Sales Process Lead Nurturing Increase Sales Sales LeadsLast week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.

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

Jonathan Farrington

Almost Everything I Know About Telemarketing! A positive and confident mind-set is essential for successful telemarketing and cold calling. One Response to “Almost Everything I Know About Telemarketing!” Published by Jonathan Farrington at 1:15 am under General.

B2B Lead Gen: Can you do it cheaper and better inside?


Skilled telemarketing professionals can reveal needs, discover market intelligence, form early relationships, and ultimately qualify the prospect as a lead, primed to pass on to sales. B2B Telemarketing Lead Generation B2B Marketing Inside Sales

Four Proven Techniques For Phone Sales Success


Phone sales – neither the salesperson nor the prospect enjoys them thanks to recent trends of telemarketers and phone scammers. People’s level of trust with cold phone calls seems to be at an all-time low.

Is Lead Flow to the Reps Too Slow or Gridlocked?


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. B2B Telemarketing Sales Process Lead Nurturing Lead Qualification Lead Management Sales LeadsSome companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone.

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.

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). However, if you use this option, you'll need salespeople or telemarketers on staff.

Are You Puzzled by Sales Training Results?


If what is said to a prospect does not sound authentic, or sounds as if it is being read, the telemarketer or prospecting salesperson will hear a slamming of the phone.

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.

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.

Your Problem Is Not Quality. It’s Quantity.

The Sales Blog

I am not a telemarketer.”. “I’m about quality, not quantity.” ” Quality isn’t really your problem. Your problem is you don’t have enough quality, and that means you have a quantity problem. Not enough quantity, not quality. Yeah, but I don’t want to bang out calls to people who aren’t good prospects. Then bang out calls to people who are good prospects. You know who your dream clients are. You know your competitor’s clients.

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.

Zig While They Zag

The Sales Blog

Some believe the great lie that the phone is no longer a useful tool, and that using it makes them a telemarketer. There are many of your peers who believe the ideas being spewed by the self-loathing, Henny Penny’ s of “sales improvement” to be true.

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.

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?

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.

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.

What Percent of Leads Should Sales Close?


Process for following up on leads: The prospect experience can be compromised on the front-end (by pushy appointment setters, by inexperienced junior telemarketers reading from a script or by generic messages shell-shocking them from a spam cannon). The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that should be closed by sales.

Finding A Prospect vs. Creating A Prospect

Sharon Drew Morgan

You place a call to get through to the decision maker. You call to find someone who needs your product or service. You try to get an appointment. You analyze names to prospect based on demographics, company size, job title. YOU’RE PLAYING A NUMBERS GAME.

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?

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.

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 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.

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.

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 – .

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.

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Why You’re Wrong about Phone Scripts

Inside Sales Training Blog

They think they’ll sound too much like a telemarketer or that their sale is too “consultative” for them to follow a script. Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago.

Is Sales Ops Enabling the Buyer Process?

Sales Benchmark Index

Are they mainly a result of out-bound telemarketing & cold-calling? Sales ops executives are charged with improving sales effectiveness and efficiency. Provide the right processes, tools, structure and guidance to best deliver revenue. Your goal is to best enable sales.

Buyer 95

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! .

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Phone Phobia Is More Than The Fear Of Making Cold Calls

MTD Sales Training

Your unnatural sounding voice acts like a warning beacon to the person on the other end of the telephone by projecting the image of the stereotypical telemarketer.

Lead Generation Lies That are Wreaking Havoc with Your Sales


Jim has lies, lies and more damn lies (he provided 28, I picked my favorite 5): Telemarketing doesn’t work, I get calls every night and I hate ‘em. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come.

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?

3 Reasons to Introduce an Inbound Marketing Strategy


Everyone used to be a captive audience — we had no choice but to watch commercials on TV, phone calls from telemarketers were a near nightly occurrence and even our ability to filter mail was nothing special.

How To Knock On The Telephone

MTD Sales Training

This is exactly why most telemarketers and undertrained sales people never pause or shut up. dismissed the image of the stereotypical telemarketer and cold caller.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Comedians would joke about annoying telemarketers–that’s what a lot of inside sales people were called, even though they were doing no marketing, just pure selling. Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales.

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.