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.

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

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.

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.

An Inside Look Into Sales Development Practices in 2018

They are required to behave more than just telemarketers and focus on more than just getting. TABLE OF CONTENT. INTRODUCTION.01. DEFINING THE WORK OF SDRs.02. They are educators who offer insights to solve the problems of the customers.03.

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.

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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.

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.

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?

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.

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.

5 Things I Learned From Sales Training


Back in the day (the eighties) when the word “inside sales” didn’t exist, there were true “telemarketing” rooms. And in these rooms, there was a ton of structure, scripts, recording and training. These rooms were mightily successful and helped build

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


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.

Top Ten Characteristics of Top Sales Producers (Part Three)

Inside Sales Training

A top telemarketing sales trainer, Stan Billue, first introduced me to this concept. Last week, in Top Characteristic Number Two, I introduced the concept of scripting out the very best responses to the selling situations and objections you get into 80 to 90% of the time.

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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.

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 .

How to Fix a Sales Forecast Killer


By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Use a telemarketing service to set appointments. “Our numbers are off substantially,” he said over lunch some time ago, “but our individual salespeople are making quota for the most part. What is killing us is turnover in salespeople. It’s been irritating, surprising and very difficult to over-come.”.

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! .

How To Earn A Sales Meeting In 2018 (Template Included)

Sales Hacker

SDRs aren’t just telemarketers: they’re the front line of your company’s first-impressions. Sales development is a passion of mine. Say what you will, I don’t consider the sales development rep (SDR) an entry-level role.

The Telephone: Revolutionizing Sales Since 1876

No More Cold Calling

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. But there’s a lot to be said for the “old school” ways of connecting with people.

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?

Thank you for voting for me!

The Science and Art of Selling

Nominees came from many diverse disciplines including marketing automation and CRM software, telemarketing, database management, fulfillment, consulting, conference management, and publishing companies. Sales Lead Management Association announced the results of the voting for the Most Influential People in Sales Lead Management in 2013, and yours truly is at the second place of most votes received. I am grateful to all of you who voted for me. Thank you!

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?

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.

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.

How to Have Sales Reps Train Themselves — Twice as Fast, Twice as Well

Sales Training Advice

Many years ago I managed a B2B telemarketing staff and ran into serious training issues. I realized if something didn’t change quickly, the whole telemarketing program would be shut down. One of the most important qualities to look for in a sales rep is the ability to learn.

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.

B2B Selling—It’s Personal


You should always strive to engage in a person-to-person, two-way conversation, whether this be through telemarketing calls, qualitative research, psychographic research or even simply observing your customers in less formal contexts. Someone once said to me, “I was certain it would be a success. Everything was in place—a great product and a truly unique selling proposition. We had a firm understanding of the prospect’s corporate requirements and buying process.

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Prospectors’ Guide To Objection Handling – Part III – “We’re Good”

The Pipeline

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…”.

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.

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.

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.

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.

Inc Magazine Gets it Wrong on Sales Prospecting

Understanding the Sales Force

He makes it sound more like telemarketing than prospecting for appointments or meetings. Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." His opening might be a bit of an exaggeration.

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!


Add a telemarketing element and this alone can improve the first few stages of the pipeline, until the suspect becomes a prospect ready for sales contact. 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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

The Sales Association: Cold Calling Lives

The Sales Association

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. Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 9, 2011. Cold Calling Lives. If you are anything like me, you are sick and tired of hearing reports that cold calling is dead, especially when as part of your role you are required to cold call.

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.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing


Increased budgets of this nature are including outbound telemarketing and lead generation companies. To bring in the most qualified leads in the shortest period of time Jim recommends these tactics: Hire a B2B telemarketing company to call inquiries from the last twelve months.