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Are Weak B2B Telemarketing Agents Stifling Your Sales?
If your telemarketing efforts are achieving sub-par results, it’s only natural to wonder whether your internal telemarketing agents, or those from your B2B teleservices company, are doing a good job. It’s a good question. After all, the inside sales people are on the front lines. They are the voice of your company. If they make a good first impression, your company can crack open the door, and start a relationship. If on the other hand they are unprepared for a call, and unable to hold a beneficial one-to-one conversation with your prospect or client, your company will suffer a black mark, making your job that much harder.
Are You Sabotaging the Magic of Marketing Automation?
It’s only natural for marketers involved in business-to-business lead generation to be attracted to the lure of marketing automation. It’s easy to be mesmerized by software, such as Act-On, HubSpot, Marketo and Eloqua, that tracks how Web visitors find your website, the pages they look at, the path they take from one page to the next, where they spend the most time, and what content they download. All of this creates a myriad of data points that marketing can use to optimize the website, attract more traffic, and provide more of the content that Web visitors love. It doesn’t stop there. The software captures leads and sends emails to Web visitors based on the content they download. And it collects all the juicy tidbits marketers love to know about the leads and clients in a database.
Why Successful B2B Telemarketers Don’t Use Scripts
Relationships Not Robots The primary aim of business-to-business lead generation is to form relationships with prospects and nurture them until they turn into business. But even the best script in the world cannot help telesales agents forge relationships. Have you ever picked up the phone during election season and heard a robotic voice reading a recorded message in support of a particular candidate? If you’re like most people, as soon as you realize that you’re not speaking with a person, you hang up the phone. But sometimes live human beings can have the same impersonal affect as a prerecorded message. That’s because they’re reading from a script, and, well, it sounds like they’re reading from a script. In business-to-business telemarketing, scripts have the devastating effect of turning off potential clients because your goal is to have a true peer-to-peer discussion.

Why Aging Data Corrodes Your Sales Pipeline

Written by Jeff Kalter Friday, 24 January 2014 07:52
Why Aging Data Corrodes Your Sales Pipeline
The challenge of business-to-business lead generation and nurturing is often made worse by self-inflicted handicaps. One such handicap is a marketing database jam packed with incorrect, redundant, or outdated contact and company information. It wreaks havoc on sales and marketing campaigns anddooms sales representatives to poor results. The Aging Data Challenge Customer contact information tends to age quickly. And in the last few years, the data-aging process has accelerated. Causes for inaccurate data include: Increased movement within organizations Widespread layoffs triggered by an anemic economy Data entry errors and omissions Companies going bankrupt and shutting their doors Differing data standards used when aggregating data Corruption in files when data is stored or transmitted Mergers and acquisitions Whatever the cause, bad data eats up time and money.

5 Causes of Sales-Funnel Failure

Written by Tuesday, 21 January 2014 08:46
5 Causes of Sales-Funnel Failure
Your sales people ask you for well-qualified leads to help in customer acquisition. They want buyers with bucks, who’re authorized to buy, need what you offer, have a sense of urgency, and can benefit from one of your solutions or products. It sounds simple. So why does your sales funnel fail in producing qualified leads? There are several common reasons. Your Website Is a Lone Warrior Your website can’t do the job alone. It’s just a cog in the sales and marketing machine. Your website may be optimized and starring on Google’s rankings. Your blog posts could be being shared frequently on LinkedIn, Twitter and across the Web.