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.

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.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Inside Sales Training

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls. Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link].

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Inside Sales Training

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link].

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

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

Pointclear

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

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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.

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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.

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.

Train and equip your sales team – PLEASE

Leading Results Rambings

Customer Service Rants Sales brochures business cards lost sales Sales training telemarketing calls I need to rant for a minute on the sales calls I keep getting from companies that have not spent the time or money to properly equip the people they have selling for them.

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.

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 .

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 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.

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 Things I Learned From Sales Training

SalesGravy

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

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! .

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?

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.

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.

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.

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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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.

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.

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.

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.

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?

How to Fix a Sales Forecast Killer

Pointclear

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.”.

Personalize Communications and Win High-Value Clients With Account-Based Marketing

Sales and Marketing

An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm. Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. There are, of course, tiers of customization required, depending on the size and importance of these accounts.

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.

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!

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.

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.

Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Sales and Marketing

That’s why telemarketers always sound robotic,” Pollard states. “A Author: Paul Nolan Compelling stories gain the trust and understanding of others, and make them open to new ideas. Stop selling products or services and start selling stories. Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. But where to begin? Do you need to develop or sharpen your team’s analytics skills?

Best Practices for Sales Development Reps (SDRs) in 2018

MarketJoy

They are required to behave more than just telemarketers and focus on more than just getting leads. Written By. Rahul Thakur. Share. Get a Free Quote. contact-form-7]. Defining the Work of Sales Development Representatives (SDRs). By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting.

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.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Telemarketing - scripted sales pitch for a specific product or service. Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models.

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.

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

Pointclear

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.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Telemarketing - scripted sales pitch for a specific product or service. Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models.