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

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

Pointclear

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.

Trending Sources

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

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.

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

Pointclear

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.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

Why Telemarketing Remains the Unsung Hero of Lead Generation. By Kathy Tito Denise Clancey is a true luminary in the field of telesales and telemarketing. I often encourage prospective clients to test and leverage inbound and direct mail before they invest in telemarketing.

Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

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.

B2B 15

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.

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

Pointclear

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.

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.

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.

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?

Pointclear

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.

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?

Pointclear

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.)

What Percent of Leads Should Sales Close?

Pointclear

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.

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.

Why You’re Wrong about Phone Scripts

Inside Sales Training

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.

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 – tibor.shanto@sellbetter.ca .

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! .

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

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

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

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?

Just Making More Calls Doesn't Guarantee Sales Success

The Sales Association

Whether you are knocking on a door, telemarketing, or about to send an email to another social network contact, if you do not plan to answer these questions, you are only wasting your and the prospect’s time. Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, June 14, 2011. Just Making More Calls Doesn’t Guarantee Sales Success. by Susan A. Enns Do you find that there are just not enough hours in a day?

5 B2B Lead Generation Mistakes

Sales Overdrive

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.

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.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

Pointclear

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. It’s 2015. The marketing word of the year is Nurture.

“Something Will Turn Up” – Maybe it Won’t!

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.

Allstate insurance agency achieves #1 status with lead management CRM from Leads360

Velocify

To break into the market and win business, Williams deployed a several marketing tactics, including buying internet leads, search marketing, telemarketing and “feet on the street” campaigns.

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

Would I observe someone that was doing something on the phone that was consistent with "a relationship business" as stated on your website and marketing materials, or would I observe someone that sounded like a telemarketer working to just get an appointment?

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.

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

You might have a compelling benefit, but if the person receiving it has any sense the person leaving it is either not confident or, worse yet, droning on like a telemarketing operator, then it has zero chance of going forward. Yes, you can prospect using voicemail.

DNA for High Performing Sales Teams - 3 Must Haves

Anthony Cole Training

Assuming for a second, which is always dangerous that you are dealing with the lead situation either by hiring hunters or hiring telemarketers lets move on to the next Must Have strand - Qualifier. I am reading the blog of Insideview. One of their recent posts is about.

Taking away a salesperson’s excuses!

Pointclear

In most instances, you can have someone call the unqualified to get them qualified; usually a telemarketing service. I think I have heard all the excuses for not following up on sales leads. The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse.". Salespeople are loaded with excuses when they don’t want to do something, but then again so are the rest of us.

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.

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

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. We’re nearing the last quarter of 2013, and another year of sales will soon be behind us.

3 Of The Best Cold Calling Tips Ever

MTD Sales Training

That big smile projects the image of the stereotypical telemarketer and puts the prospect on the immediate defence. Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied.