Monday, February 23, 2009

Most Effective Use of Telemarketing in B2B

In an economy like the one we are going through it is normal to see companies that use telemarketing in alignment with sales efforts will probably be increasing their telemarketing dollars and those that use the phone as a broad based awareness for surveys and general awareness campaigns will most likely decrease their dollars in this direction.

Focus the majority of your telemarketing efforts on measurable activity that drives leads to your sales team. As you are rolling out the campaign be sure to keep in contact with your salespeople as to how the kind of and quality of leads are coming in so that everyone is pulling in the same direction. Having a reporting system in place ensures that you can communicate quickly and with facts, not guesses as to what is really happening.

Larson note:
If anything is essential it is record keeping. Knowing what is coming in as well as what is going out. If good leads are coming in and not closing, do your sales people need training? If the leads are not hitting the mark as to your idea client, do you need better list management, script writing or call center training?

“Dialing for dollars” is an art if you don’t have the time to do it, do it well and do it consistently, maybe you should be calling a company like ours.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

P.P.S. We are offering 2 free ½ hour consultations per week to talk about marketing for businesses. Call or email to get your spot to pick my brain for 30 minutes today.

*Source: Kathy Rizzo, TeleNet Marketing Solutions

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