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.

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

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.

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.

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.

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.

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.

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.

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.

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?

Sales 69

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.

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?

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.

Sales 39

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.)

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 – .

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.

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.

Sales 31

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.

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! .

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.

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?

Sales 34

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 86

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.

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.

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.

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 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?

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


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.

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.

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.

Sales 55

“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.

Great Leads, No Business: the problem with marketing automation

Sharon Drew Morgan

Every company I called – Marketo , Eloqua , Manticore , Leadformix , Pardot - agree they have no way to manage the names they collect, other than do lead scoring, lead nurturing, or handing them over to a telemarketing group.